HEALTHCARE & LIFE SCIENCES

A capital equipment manufacturer in the medical segment wanted to better understand the purchasing decision process of the customers in his market.

Datum consulting​ prepared a fitting questionnaire to be completed in direct interviews with the customers.

Topics discussed enabled a better understanding the criteria considered by the customers in their decision process; features and services required or "nice to have"; future trends and needs in this market; geographical variances.

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The information generated from this research allowed our client to adapt their product to the current and future customer needs, better prepare and train their sales force to address and answer questions and concerns and understand the purchasing decision making process of customers.

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