Medical Device: Revenue Growth Strategy

By: Doug Beveridge Medical Device, Revenue Growth Strategy

As medical device companies continue to evaluate what’s happening in the marketplace, Doug Beveridge and Tray Chamberlin of the Alexander Group discuss key points companies should consider for revenue growth strategy.

At 3:56, learn more about the top three things medical device leaders should do to be successful in hitting their revenue growth goals:

  • Understand what (if any) changes to make to accommodate the new customer buying journey
  • Use new strategies, roles, coverage options and messages to reach customers
  • Deploy programs to implement the new strategies to adapt to new customer needs

Co-author: Tray Chamberlin is a director in Alexander Group’s Atlanta office.

We look forward to sharing more findings from our recent Medical Device Go-to-Customer Study in future articles. Request a complimentary briefing of the study findings today.

Learn more about AGI’s Medical Device practice and how we can help drive revenue growth through more efficient and effective use of selling resources.

View more Medical Device podcasts.

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Doug Beveridge

Doug Beveridge is a principal in the Atlanta office and a leader in the firm’s Healthcare practice. Doug brings a wide range of experience working with clients who serve the healthcare industry including biotech, pharmaceutical and medical device manufacturers, software and service providers, and insurance companies. Doug also brings significant cross-industry experience and leads complex engagements including organizational mergers and integrations, global go-to-customer transformations and comprehensive change adoption programs.

Prior to joining the Alexander Group, Doug held several leadership positions within sales and marketing at Delta Air Lines. He also worked as a member of the Organizational Design and Change Management Group within PricewaterhouseCoopers, LLP. Doug has his B.S. in Civil Engineering from Bucknell University and an MBA from the Warrington College of Business Administration from the University of Florida.

Tray Chamberlin

Tray Chamberlin is a director in the Atlanta office. During his tenure with the firm, he has worked on projects in sales compensation, business strategy, sales deployment, sales coverage and quota development. Tray’s experience with AGI spans international markets, as well as companies across several of the firm’s key industries, including medical device, pharmaceuticals, life sciences, financial services, BPO and technology services. Tray is also a member of the firm’s Pharma/Medical Device practice.

Prior to joining the Alexander Group, Tray worked as a senior manager in a technology sales organization, where he partnered with Fortune 500 clients to optimize technology project outcomes. These clients represented multiple industries including health care, government services, financial services, consumer goods and logistics. Tray was specifically responsible for sales strategy and analytics as well as handling key global accounts.

Tray has an MBA from the Scheller College of Business, Georgia Institute of Technology, as well as dual bachelor’s degrees from the University of Georgia’s Terry College of Business and the Grady School of Journalism. Tray also holds a Lean Six Sigma Black Belt certification and is a Certified Sales Compensation Professional (CSCP), WorldatWork.