How We Helped Medentech Strengthen Their Positioning with key accounts in Malaysia, Singapore, and Vietnam
PILZ Business Unit, pioneers in distillery automation, developed a groundbreaking product that has the potential to revolutionise the industry. However, to ensure its success on a global scale, they needed a precise strategy to target key markets and streamline their sales approach. That’s where we stepped in—partnering with the PILZ team to create a comprehensive strategy that would elevate their product’s positioning, messaging, and sales efforts on a global scale.
Account Based Marketing (ABM) | Consulting
The challenge
Medentech needed to support their sales and commercial teams in Malaysia, Singapore, and Vietnam by developing presentation decks that balanced compliance with effective sales communication. The challenge was to simplify complex medical product benefits for non-English-speaking markets while adhering to strict regulatory standards. Additionally, Medentech required guidance on delivering these presentations to resonate with diverse distributors. Successfully conveying their message was essential for securing new partnerships and strengthening their market position in these regions.
Our process
Medical products, especially those focused on infection control, come with a heavy layer of compliance. From the outset, we worked closely with Medentech’s sales directors and commercial directors to fully understand these requirements. It was essential to ensure that every presentation adhered to strict compliance standards, while still engaging the distributors from a marketing and sales perspective.
Additionally, we needed to simplify the complexity of Medentech’s product benefits, knowing that we were addressing distributors in Malaysia, Singapore, and Vietnam—markets where English wasn’t the first language. Our goal was to make the information easy to understand without losing any critical details.
Step One: Understanding Compliance and Marketing Needs
We set to work on creating presentation decks that would serve as a vital tool for Medentech’s teams. These decks needed to be detailed enough to cover all the necessary compliance information, yet simple and engaging to ensure the message was clear and persuasive.
We designed visually appealing and culturally relevant slides, breaking down complex medical jargon into straightforward, digestible content. At the same time, we maintained the technical integrity of the products, highlighting their unique benefits and the competitive edge they offered in the infection control market. The key was ensuring these presentations were easily adaptable for use in Malaysia, Singapore, and Vietnam, catering to distributors with different language and business needs.
Step two: Crafting Tailored Presentation Decks
Creating the presentation decks was only half of the job. We also provided training and support on how best to deliver them. Our directors actively participated in calls with Medentech’s teams, offering guidance on presenting the material in a way that would resonate with their audience. This involved working through presentation techniques that balanced compliance-heavy content with clear and persuasive sales pitches, ensuring that Medentech’s team could confidently present to non-English-speaking distributors.
Step three: Supporting Presentation Delivery
In conclusion
The feedback from Medentech’s global distributors was overwhelmingly positive. The clarity, effectiveness, and professionalism of the presentation decks resulted in successful pitches, leading to significant orders from large global pharmaceutical companies. This project not only strengthened Medentech’s position in Malaysia, Singapore, and Vietnam but also set the stage for future sales opportunities in these critical markets.
Our collaboration with Medentech was a resounding success, delivering results that went beyond expectations and securing a lasting impact for their global distribution efforts.
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