HealthTronics Strategic Growth with AcuityMD

This case study details how HealthTronics, a leader in kidney stone management, transformed its sales process by adopting AcuityMD, an opportunity management platform. The document outlines the challenges faced with legacy CRMs, including excessive data entry and limited utility for MedTech sales cycles. David Soler, VP of Business Development and Marketing, recognized the need for a more intuitive, mobile-friendly solution that could provide robust market data and streamline workflows for sales representatives. The case study describes the implementation process, emphasizing the importance of leadership commitment and operational integration to ensure successful adoption. Soler developed strategies to engage the sales team, including incorporating AcuityMD into the interview process for new hires and creating a peer coaching network. The results indicate that the platform has significantly improved the efficiency of the sales team, allowing for better market assessments and data-informed decision-making. HealthTronics now benefits from enhanced visibility into pipeline performance and a more data-driven approach to product launches and territory planning.