Transforming Sales Operations at Intrinsic Therapeutics

This case study details the challenges faced by Intrinsic Therapeutics in optimizing their sales operations for their spinal implant product, Barricade. The document outlines how the existing data sets were limited and time-consuming to analyze, hindering the sales team's ability to identify early adopters among spinal surgeons. Ralph Beentjes, the Vice President of Sales Operations, recognized the need for a more effective solution and turned to AcuityMD. The platform provided reliable and comprehensive data, enabling the sales team to access procedure codes quickly and integrate territory mapping capabilities. This transition allowed the operations team to shift from a support function to a strategic partner, ultimately leading to a significant increase in business from targeted surgeons. The case study emphasizes the importance of accurate data and streamlined workflows in driving commercial excellence within the organization.