Growing Your Medical Device Business in Asia-Pacific & Latin America: Priority Markets, Structure & Staffing

STUDY OVERVIEW

KEY TOPICS

• Target growth rates
• Key markets served
• Regional revenue
• Highest-priority markets
• Measuring success

• Structure
• Reporting
• Measuring success
• Implementing personnel (corporate, region, country levels)
• Staffing growth areas

KEY METRICS

• What is your organization’s year-over-year revenue growth target for emerging markets in the next fiscal year?
• Approximately what percentage of total global revenue currently comes from each region?
• How is your business structured to support commercial operations in regions outside of the traditional developed medical device markets of the U.S., Europe and Japan?
• How will your investment into corporate HQ headcount change over the next three years to better support emerging markets?
• How effective are the listed metrics for measuring commercial success in a high-potential market?

SAMPLE KEY FINDINGS

• In past 3 years, total emerging market commercial staffing has seen positive growth at every level (corporate, region and country): Across the industry, emerging market staffing levels have consistently risen over the last three years with more than 50% of companies reporting “some growth” (between 1-20% staffing growth), and 25% even reporting “high growth” (>20% staffing growth) in that period.

METHODOLOGY

Best Practices, LLC engaged 23 commercial, marketing and sales leaders from 20 leading medical device companies in this research. While 19 leaders participated in the benchmarking survey, five of them also participated in deep-dive interviews. Four other leaders contributed their insights solely through deep-dive interviews.

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