Buying a Sales Enablement Platform in the Medical Device Industry

Sales and marketing teams in the medical device industry are under continuous pressure to adapt to increased competition and a more demanding customer base. Overcoming these obstacles and excelling as an industry leader is not an easy feat—so it’s critical for medical device companies to prioritize digital transformation to set themselves apart.

A sales enablement solution is an essential part of your organization’s digital transformation. Not only does the platform improve alignment between marketing and sales, it helps medical device companies increase speed to market, differentiate sales conversations, promote customer engagement, and streamline compliance.

You’re probably wondering where to get started and rightfully so. The process of buying a sales enablement platform can be confusing and arduous. There are a lot of factors to consider and you want to make sure you are crossing your t’s and dotting your i’s.

The first thing that comes to many people’s minds when considering purchasing a sales enablement platform is researching vendors and issuing a RFP. However, this leaves out two crucial phases in the buying process.

Phase 1: To start, you need to determine your readiness for a sales enablement platform. It is essential to evaluate where your organization stands with things such as content creation, compliance, and content metrics. After determining your readiness and establishing where your organization stands you will have a clearer picture of what to look for when conducting research.

So, is it time to get started on the research? There’s one more step to consider first.

Phase 2: It is crucial to build your team and set your goals before proceeding. Without a clear path and buy in from the correct stakeholders, the rest of the process including researching vendors and issuing a RFP will not be successful.

Now it’s finally time to conduct your research, refine your vendor list, and issue an RFP. For more information on the steps mentioned above as well as tips and best practices on how to research and evaluate vendors and issue a formal RFP, download our guide.


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