Company Description

Dexcom is an innovative leader in the healthcare and medical devices industry leveraging its expertise in hardware, software, and sensor technologies. With an employee strength of approximately 5800, Dexcom operates in a distinctive field of continuous glucose monitoring (CGM). Their goal is to simplify and revolutionize diabetes management for patients by offering them smart and effortless methods to track their blood glucose levels.

The company's robust portfolio includes products like the Dexcom G6 and G7, their latest offerings in the CGM market. Enhanced with advanced features, these devices have been designed to provide critical decision support to diabetes patients, helping them manage their condition more efficiently.

In addition to manufacturing medical devices, Dexcom also delves into integrating mobile software solutions with its products, offering increased accessibility and ease of use to consumers. They provide a list of compatible devices and information about insulin pump integrations on their main website.

Besides patient support, Dexcom actively engages in clinical research, seeking to discover novel ways to further aid diabetes management. Their product, Dexcom G6 Pro, has been developed as an efficient diabetes management tool with capabilities to operate in unblinded or blinded modes for commercial use.

The company's online presence, including a widely followed Facebook page, is dedicated to its US-based audience. However, this doesn't limit Dexcom's global outreach as its state-of-the-art medical devices have been accepted worldwide.

With a continuous focus on technological advancements and patient support, Dexcom remains a leading player in the medical devices industry, helping change the way diabetes patients manage their health.

Overview

This sales strategy is tailored for a B2B SaaS company prospecting into Dexcom, a provider of continuous glucose monitoring (CGM) systems.

Pain Points

1. Limited scope: Despite its innovative technology, the use of Dexcom’s CGM systems is confined to commercial patient care and diabetes management, potentially missing out on research and clinical trial opportunities.
2. Device dependency: The functionality of Dexcom’s CGM systems relies on certain smart devices, potentially restricting market reach due to accessibility issues for users that do not own a compatible device or those who can't afford to.
3. Specialized products: Dexcom’s CGM technology serves a specific patient segment, potentially posing a risk in terms of market volatility and inhibiting the company’s efforts in diversifying their offerings to cater to varying healthcare needs.
4. Financial accessibility: Accessibility to Dexcom’s CGM systems may be financially straining given that individual pricing varies depending on insurance coverage.
5. Data security: Dexcom may face potential issues regarding patient data privacy and security due to the sensitive health data generated by the CMG systems, exposing risks to patient trust, regulatory compliance, and the company's reputation.

Ideal Customer Profile

Company Name: Dexcom

Industry: Medical Devices

Company Size: 5800 employees

Business Model: B2B

Potential Use Cases:

Based on the pain points of Dexcom, there are a few potential uses for our SaaS offering.

1. Data Security Solution: To ensure the safety of private patient health data against unauthorized access or breaches.
2. Diversify Reach: By enabling compatible functionality of Dexcom's CGM system on a broader range of smart devices.
3. Cost Optimization: To provide economic feasibility to the use of Dexcom's CGM systems regardless of patient's insurance coverage.
4. R&D Acceleration: To advance diabetes care by enabling research use, and clinical trial opportunities with Dexcom's products.

Sales Strategy

Step 1: Initial Outreach

Reach out to Dexcom’s decision-makers via LinkedIn, email, or phone. An impactful first message will underline the potential value in meeting their existing pain points.

Step 2: Discovery Call

The initial call will aim to understand the prospect’s business, uncover potential opportunities for the SaaS product to address their pain points, and establish a relationship moving forward.

Step 3: Presentation

Based on the discovery call, a tailored presentation will be made to highlight the capacity of the SaaS product to uniquely address Dexcom's needs.

Step 4: Follow-up

Send a follow-up email to detail key points discussed during the presentation and to establish next steps including getting feedback from Dexcom and setting up another meeting to iron out specifics.

Step 5: Proposal

Draft a proposal outlining the product offering, cost breakdown, implementation process, and expected ROI.

Step 6: Negotiation & Close

Negotiate contract specifics leading towards closing the deal with Dexcom's decision-makers.

Post-Sale Strategy

It's crucial to provide continuous support and check-ins with Dexcom to make sure that the product integration is seamless and efficient, and that our SaaS offering is consistently delivering value to Dexcom's operations. Regular follow-ups will pave the path for potential upselling or cross-selling opportunities.

Metrics to Track Success

1. Number of meetings set with Dexcom's decision-makers
2. Number of products demonstrations conducted
3. Percentage of deals closed
4. Overall customer satisfaction, repeat business, and referrals for other potential clients within the industry
5. Positive change in customer’s KPIs post product integration