TikaDevice™: The Mobile, Real-time Analytics Platform Purpose-built to Increase Medical Device Sales

Data assets that impact medical device revenues and market share are everywhere across an organization – regardless of size. The TikaMobile Data Integration and Analytics Platform transforms those data assets into ongoing actionable insights for field reps and the home office. Along with fundamental medical device CRM features that reps find valuable and easy to use, TikaDevice provides field-based sales reps with the latest information on where they stand with customers to help drive value-based selling.

A field-proven, mobile-first solution, purpose-built for medical device sales

A profound transformation is taking place in the medical device industry, and it’s having an undeniable impact on commercial teams of all sizes. The list of challenges is staggering – healthcare reform, complex sales & contracting models, new promotional channels, fierce competition, and the demand to reduce costs.

It’s the opportune time to rethink how you execute and monitor your organization’s sales strategy.

Most sales and marketing strategies continue to rely on reps building and maintaining strong relationships with physicians who could influence hospital-purchasing decisions. But the evolving economics of healthcare have significantly diminished physician influence. With TikaDevice, sales reps and marketing teams are better equipped to demonstrate the value of a medical device to multiple decision-makers.

TikaMobile offers pricing structures that accommodate organizations of all sizes and locations.

Built for medical device.

Eliminates costly and timely customization of non-industry specific solutions. Designed with best practices, TikaDevice can be easily adapted to your workflows, preferred metrics (KPIs) and available data.

User friendly.

Our user-centric design philosophy combined with a fully native mobile application helps increase user adoption and makes on boarding new reps a snap. The application is available in both on-line and off-line mode right from your mobile device or tablet.

Cost effective.

TikaMobile offers pricing structures that accommodate organizations of all sizes and locations.

    TikaDevice Features
  • Physician Targeting based on the latest customer information, deciles, affiliations and analytics.
  • Call Planning including interactive geo-maps with query and routing capabilities.
  • Opportunity Management including pipeline summary, last order, contact data and back order (potential).
  • Customer Touchpoint Logging that eliminates the need to log into other applications or rely on spreadsheets.
  • Trunk Stock and Consignment Alerts, so your reps can make customer guarantees with confidence.
  • Key Metrics at the physician and account level including performance gap analysis.

TikaDevice – one mobile application that combines CRM, ERP and Targeting so your team members get the information they need in the field, and you have the insights you need in the home office. With this level of visibility and these key insights, your organization will enjoy more streamlined and effective product launches and promotional campaigns – ahead of your competition.

MODULES

CRM Plus

CRM Plus

A mobile application that combines CRM, ERP and Targeting to help you monitor and execute your organization’s sales strategy
Contract & Pricing

Contract & Pricing

A solution that puts the correct price for any given product (or part or SKU) at the fingertip of the rep, based on the account

Read More

Case Tracker

Case Tracker

Case Tracker is Tika’s survey module and it was designed to provide customer feedback to the brand teams
Forecasting

Forecasting

When done right forecasting can prove to be great tool for you to know your business
National Accounts

National Accounts

The National Accounts application provides access to individual GPO and IDN performance by hospitals
Reimbursement Manager

Reimbursement Manager

TikaMobile’s Reimbursement Manager creates a tight coordination between the reimbursement and sales teams

CRM Plus

No more fumbling between office applications and spreadsheets to get the business intelligence you need across key areas of your business – however small. Everyone is aware of your customers’ needs in the sale cycle and also what you need to close the sale. That level of transparency helps your company better demonstrate value – ahead of the competition.

Contract & Pricing

Tika Contract & Pricing addresses a major pain point shared amongst mid to large medical device companies when it comes to quoting a price of a device for the customer. In the current complex buying ecosystem with GPOs and IHNs on one side and smaller solo and group practices having different pricing and contracting across different products is a business imperative. This complexity puts the responsibility on the device rep to make sure they quote the correct price for the specific customer. Some of our client used to call the home office and wait up to 48 hours before getting the right quote on a part for the given customer. This issue gets even more complicated when multiple sales reps from the same company target the same account. Many times, device manufacturer’s reputation has been impacted because different prices are quoted by different sales teams for the same product group.

To address this need, TikaMobile has created a solution that puts the correct price for any given product (or part or SKU) at the fingertip of the rep, based on the account. Tika’s Contract & Pricing application integrates with all the contract management systems and provides the most current and accurate quote for the specific customer.

Below are some of the key features:

  • Generate a contract for any product, any customer, any time on the spot
  • Alert the sales team on contracts that are expiring
  • Provide sales reps the ability to search for the price by customer, or by part number

Little known secret? The contract page is where our users spend a lot of their time on a daily basis. How much is a lot? As high as 50 times per day!

Case Tracker

Case Tracker addresses the core challenges of measuring effectiveness of the product or the procedure in the hospital.

Key features:

  • Easy to use, mobile based, feedback entry on product/procedure
  • Customized questionnaire designed to capture the feedback
  • Conduct comparative effectiveness studies

Forecasting

Reasons to use forecasting

     1. For the Management

    • Calculate the health of the business
    • Provide guidance to the industry or investors that impacts the stock price
    • Support manufacturing on inventory level
    • Assist budgets for marketing and other initiatives

     2. For Sales Reps

    • Assists in getting to know your business
    • Forecasts that roll from bottom up has the most validity

     3. Problems with forecasting

    • Reps sandbag
    • Rep are overly optimist

    Difficult to keep track of what components are influencing the forecast such as, existing business growth or decline, bulk orders and new business growth.

     4. Key challenges

    • How far out should you forecast
    • What level, physician, account, case, product or product categories?
    • Questions to consider:

    Do you override the forecast as you move up the hierarchy?

    Some reps sandbag- Does the manager needs to override the forecast?

    How about dialing it down- If they think it is too rosy

    What incentive does the reps have to get the forecast right?

    Are there any penalties for them to get it wrong?

    Why should they bother?

    Tika Team helps you address the above challenges and the Forecaster tool can be customized to create a successful forecasting app for you

    • Pass accountability of forecast to the troops in the field, they might not get it right initially, but as teams get better at understanding the cadence of business, the health of business will improve.
    • Easy to use and as information is entered, it automatically rolls up to the whole organization, at all hierarchies by different products or categories, providing early signals of success and failure in strategy
    • Provides ability to lock down the forecast and then track actual v’s forecast by territories.

    It’s a mobile application and can be done on the road, while waiting to see a physician, sitting in a parking lot, in a hotel lobby, or even in the airport.

National Accounts

The National Accounts teams represents multiple business units with GPOs and IDNs.  While GPOs agreements are considered by many in industry as a license to hunt, IDNs may influence product and inventory in exchange for discounts from the vender.  The Triple AIM initiative is influencing the medical device strategies. The TikaMobile National Accounts application provides access to individual GPO’s and IDN’s performance by hospitals, Units, Revenue, Compliance etc.

Key features include:

  • Timely revenue/unit/market share contract compliance tracking and trending
  • Contract dates, renewal, measurements
  • IDN/GPO/Account profile and segmentations
  • National performance
  • Regional performance
  • IDN performance
  • Account level performance
  • Product level performance
  • Service agreement, and penetration
  • Product family market share mix
  • Company and customer alerts
  • Accelerated internal contract creation and internal approval
  • Visibility to support pricing rules

Reimbursement Manager

Here is a common issue we hear from sales teams:

The doctor really likes the product and the first few cases went great, but the insurance company didn’t pay for the procedure, so the physician stopped doing more cases. Securing reimbursement coverage for the medical device has been the main struggle for the manufacturers, often times more so than getting the initial FDA regulatory approval. The reimbursement ecosystem is only getting more complicated when considering structural diversity of Medicare various payment systems, regional and statewide plans with their own protocols and IHN’s with their own reimbursement protocols. When launching a new device or expanding to new areas or markets, having an orchestrated cadence between the reimbursement team and the sales team can be the difference between having a poor product launch and a great product launch. Any reimbursement specialist will tell you that even after the product is officially covered, there are a number of steps that can still go wrong and create a hurdle for higher usage of the device. That is one reason for having a tight coordination between the reimbursement team and the field sales, to make sure the field sales team are up to date on the latest coverage news or reimbursement challenges for any given customer.

TikaMobile’s Reimbursement Manager creates a tight coordination between the reimbursement and sales teams. On one side it provides the reimbursement teams with an interface to create and manage payer profiles and on the other hand, it pushes the latest coverage updates in the territory, or reimbursement updates on each account to the field reps.

Key features include:

  • Create and manage a payer account
  • Update the payer profile, add/edit contacts, activities, notes, etc.
  • Track the “payer pipeline” from initiation to coverage win

Streamline communication and update push on latest payer updates to the field sales team

Contact Us to Learn More

What do our clients say?

“Using the TikaMobile solution has changed the way we do business. Our new sales reps ramp up in weeks, not months, and sales have increase by 14% year-over-year.”

(National Sales Manager of a major medical device company)

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