Sales
EVP Sales, Area VPs, Regional VPs, Territory Managers
Field sales teams organized by geography who drive clinical and economic conversations with physicians, service line directors, administrators, and supply chain decision-makers to win new business and retain customers.
The Usage Data Analysis Challenge
To communicate economic value and cost impact of conversion, sales teams must analyze prospective customers' Usage Data - a transaction history of purchases over the previous twelve months that requires extensive manual processing.
Current Manual Process
Receive Excel Usage Data
Customer provides transaction history with SKU, Company, Description, Quantity
Manual Cross-Referencing
Sales rep manually maps competitor products to company equivalents
Coordinate with Internal Teams
Involve pricing, market intelligence, sales leadership, product marketers
Create Business Review
Manually calculate cost impact and create presentation materials
Time Investment
Large quotes can take weeks to complete, requiring multiple internal stakeholders and extensive manual analysis.
Unlike summarized Cross Reference Requests, Usage Data contains line item detail that requires extensive analysis to identify conversion opportunities and calculate economic impact.
Typical Data Fields:
- • SKU (product identifier)
- • Company (manufacturer/supplier)
- • Description (product details)
- • Quantity/Eaches Purchased
Sales reps must coordinate with multiple internal teams to gather pricing data, competitive intelligence, and product information needed for accurate business reviews and cost impact analyses.
Sales Challenges in MedTech
Sales teams struggle with time-intensive processes that limit their ability to focus on relationship building and strategic selling.
Manual analysis of customer usage data takes weeks, involving multiple stakeholders and delaying the sales process while competitors move faster.
Impact: Lost competitive advantage
Without standardized tools, business reviews vary in quality and accuracy, making it difficult to demonstrate consistent economic value to customers.
Impact: Weak value propositions
Top performers differentiate through consultative approaches, but most reps lack the tools and data access needed for strategic customer conversations.
Impact: Commoditized selling
Accelerate Sales with Data-Driven Insights
Relatable empowers your sales team with automated usage data analysis, instant business reviews, and competitive intelligence to win more business faster.
Automated Usage Data Analysis
Instant Cross-Referencing
Upload customer usage data and get automated product mapping in minutes
Economic Impact Calculation
Automatically calculate cost savings and conversion opportunities
Competitive Pricing Intelligence
Access real-time competitive pricing for accurate business reviews
Professional Business Reviews
Generate polished, consultative presentations that showcase portfolio value
Usage Data Analysis Time
99% time savings
Transform your sales approach with data-driven business reviews that demonstrate clear economic value and competitive advantages to supply chain decision-makers.
- Portfolio-wide impact analysis
- Scenario modeling capabilities
- Professional presentation templates
- Partnership scenario modeling
- Multi-tier pricing analysis (GPO Tier 2/3 switching)
Maintain up-to-date competitive intelligence with automated tracking of new SKUs, discontinued products, and pricing changes across your entire competitive landscape.
- Centralized cross-reference database
- Automated competitive updates
- Real-time pricing intelligence
Identify and pursue large conversion opportunities by analyzing customer usage patterns and demonstrating the economic impact of switching to your portfolio.
- Opportunity identification
- Cost impact analysis
- Strategic account planning
- Partnership impact modeling
- Dynamic pricing tier comparisons
- Market share growth scenarios
Sales Case Study
Leveraging Competitive Pricing in Usage Data Analysis
Customer Spend Analyzed
Convertible Revenue Identified
56% conversion opportunity rate achieved
Applied 3rd-party pricing insights to provider-shared usage data
Utilized Relatable's GPS commercial analyses platform
Analyzed customer spend patterns over 12-month period
"The key to more successful, consultative selling is the accurate and expeditious analysis of customer usage data in order to help end customers better understand the value and breadth of our customers' portfolios."
Strategic Partnership Impact
Over the course of a year, this customer analyzed approximately $250 million of estimated customer spend by applying 3rd-party pricing insights to provider-shared usage data within Relatable's GPS commercial analyses.
Over $140 million in convertible revenue was identified, resulting in significant growth opportunities for the sales team and demonstrating the power of data-driven consultative selling.
Technology Platform Partnership
Relatable is the technology platform partner that helps you execute consultative selling at scale, providing the tools and insights needed to transform customer conversations and drive meaningful revenue growth.
Ready to Accelerate Your Sales Performance?
Join top-performing sales teams who use Relatable to win more business and expand customer relationships.