Client:A global leader in its medical device field based in the US with dominant market share within the specific acute care segments

Issue:Client felt its Middle East market share and margins were dangerously attacked by other global competitors as well as by emerging Asian niche players.

Solution:Sized the market across key Middle East hospitals, reviewed market pricing and procurement patterns, analyzed competitors strengths / weaknesses as well as strategic goals. Provided client with a five year market potential projection and price impact modeling as well as a market share gain strategy with the most lucrative hospitals and markets.

Approach:Solidiance team interviewed hospital staff across the Middle East, specifically hospital management, procurement department, and acute care wards heads. Team also interviewed Ministries of Health and Industry Associations to gather insights on the development of future hospitals, reimbursements policies, and hospital equipment competitive forces. In order to deliver a full circle analysis, the team also met face to face with key competitors, distributors and after market servicing companies.

Engagement ROI:Solidiance delivered a comprehensive analysis of the market, purchasing decision making processes, emerging segments and channels as well as a strategy to compete more effectively against new market entrants and to grow profitably. A new high growth hospital segment was identified and the client now enjoys a head start amongst traditional competitors.