Use Customers’ Buying Needs to Shape Your Go-to-Customer ModelBy: Gary Tubridy Medical Device, Revenue Growth Strategy
Recently, Michael Iskra, president of N.A. Commercial Operations for Ortho Clinical Diagnostics, sat down with Gary Tubridy (SVP, Alexander Group) to discuss the actions Ortho Clinical is taking to achieve their 2019 growth aspirations in the ever-changing healthcare ecosystem.
In the video, Michael describes how changes in customer buying needs are driving changes to Ortho Clinical’s go-to-customer model, including the need for new job roles and digital routes to customer:
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