The Healthcare Communications Expert
J&J Vision: Cataract Surgery
Driving sales of a super-premium technology.
THE SITUATION
JnJ Vision offers cutting-edge machines and devices like advanced cataract surgery systems, and high-end laser cataract machines, among others. Experience dictated that the chance of a sale was greatly enhanced when the Ophthalmologist gets a clear and tangible understanding of the long term business advantage of switching to the new technology. The team was looking for a solution that was better than using an excel spreadsheet.
What we did:
User Research
UX Strategy and Design
Application Development
Testing and Deployment
Technical Support
The Solution
We worked closely with the JNJ Vision Sales team to understand the nuts and bolts of the consultative selling process, including the objections and the amount of time given to convince a customer. Based on the information and insights gathered, we developed a simple and user friendly application used by the Sales team to dynamically create multiple scenarios based on the unique business experience of each Ophthalmologist in real-time while discussing. We also provided the facility to print or share the scenarios digitally for the customer’s ready reference.
The Result
HCPs now have a new found respect for Takeda and they have been slowly, but surely, making changes in their Hemophilia treatment ideology. More than 20% of them have adopted prophylaxis as a means to improve Quality of Life.