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Avoiding Post-Acquisition Product Sales Failure


The white paper addresses the need for healthcare companies engaged in mergers and acquisitions to diversify and implement innovative business models to ensure continued revenue growth. Authored by Kevin Schimelfenig, founder and managing partner of SalesForce4Hire, LLC, the white paper is intended to serve as an informational guide for healthcare companies involved in the critical decision-making effort of when and how best to launch a product that has been acquired into a portfolio due to recent merger or acquisition. Because of venture capital constraint and other economic factors, many smaller public or privately held companies with excellent products in their pipeline have been unable to prove the market acceptance and commercialization potential of their innovations. This places the burden of proof of commercialization on the acquiring healthcare company, and places it during a time when the industry is expecting healthcare companies to provide more comprehensive solutions than the piecemeal ones of the past. Not only that, the healthcare industry increasingly expects quantifiable financial justification for these comprehensive solutions. In this complex environment, the possibility of failure looms large.

Tags : medical device, aquisitions, mergers, salesforce4hire, sales strategy
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Published:  Feb 11, 2011
Length:  5
Type:  White Paper