OPTIMIZING VENTILATOR GTM STRATEGY ACROSS AFRICA

Client: Leading respiratory care and ventilation systems manufacturer 

Challenge Statement: The client aimed to consolidate its market presence across key African markets but lacked visibility into ICU infrastructure, ventilator penetration, and the availability of skilled clinical personnel. Inadequate information on the distribution of Level 1–3 ICUs, neonatal care facilities, intensivists, anesthesiologists, and biomedical support resources made it difficult for them to craft an effective GTM and channel partner strategy. 

How Hospital Intel Suite Helped: Hospital Intel Suite provided a complete mapping of ICU facilities across major African countries, including bed capacities, ICU level stratification, and the installed base of invasive ventilators. Our insights detailed the availability of intensivists, anesthesiologists, respiratory therapists, and other allied professionals at a hospital level.

Additional customizations were performed for the client – specifically with regards to market size estimates for invasive mechanical ventilators, neonatal ventilators, and related categories, enabling the client to model product need with precision. Utilizing our Precision Consulting services, the client built a hospital-level ventilator need assessment model and recalibrated its GTM strategy based on facility readiness, regional demand clusters, and competitive gaps-ensuring stronger commercial alignment and improved regional penetration.