What Differentiates High-Growth Medical Device Companies?

By: Mike White Medical Device, Revenue Growth Strategy, Sales Growth

There’s no doubt medical device companies must transform to thrive in the ever-changing medical industry. But what sets high-growth companies apart from their low-growth counterparts? Alexander Group’s recent Medical Device Go-to-Customer Study found three distinct differences in their sales models. High-growth med device companies:

  • Invest more in their sales organizations
  • Deploy more specialized & support roles to drive field representative productivity
  • Make higher KAM program investments to capitalize on consolidated health system revenue opportunities

Listen to this short video discussion about these revenue-enhancing actions—note at 00:39 how the study ensures the accelerated growth is not due solely to revenue from new products or higher paid representatives.

To learn more about high-performance investment strategies and other findings from the Medical Device Go-to-Customer Study, request a complimentary briefing today.

Discover more about the Alexander Group’s Medical Device practice and the services that can help drive revenue growth through more efficient and effective use of selling resources.

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Mike White

Mike White is a manager in the Chicago office and is part of the Medical Device practice. Mike has experience leading multiple sales transformations, as well as targeted engagements focused on areas such as go-to-customer strategy, job role design, territory optimization and sales compensation. Mike’s experience spans multiple industries, including medical device, manufacturing, distribution and high tech.


Prior to joining the Alexander Group, Mike worked for several years in various sales roles for General Electric. As a global key account manager he created and implemented sales strategies and led a team of regional salespeople in support of large global customers. Mike also has experience as a regional account manager with GE; he started his career in GE’s Commercial Leadership Program.


Mike holds an MBA from the Booth School of Business, University of Chicago and a B.S. in applied engineering sciences from Michigan State University. He is also a Certified Sales Compensation Professional (CSCP), WorldatWork.


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