Core services
Market entry
US market entry
Positioning, pricing, channel choice, trade show plan and the first ten target accounts for foreign instrument makers. Edward has taken companies from zero US market share to top competitor.
New rep training and ride-alongs
Product, application and customer-conversation training, plus live coaching on real sales calls and demos. New reps become productive in weeks, not quarters.
Technical content
Application note generation
Technical application notes that scientists read and buyers cite. Edward ran an applications lab and has written application notes for years.
Strategy
Sales and marketing strategy
Territory design, pipeline process and messaging built for long capital-equipment cycles.
Integration
Post-acquisition change management
Keep customers and reps through a merger. Align teams, products and quotas fast.
Performance
Sales performance optimization
Find where deals stall and fix the process, coaching or collateral that causes it.
Engagements
How we can work together
Monthly retainer
Ongoing support after the assessment: monthly strategy sessions, rep coaching and pipeline review, with Edward working alongside your team.
90-day US market assessment
A review of your product, pricing, distributors and sales process, ending in a written 90-day plan for entering or growing in the US.
Not sure which service fits?
Tell Edward about your instrument, your market and your goal. In a 30-minute call he’ll tell you where to start, at no charge.
• Coming Soon
A sales tracking tool for small and new instrument companies, built for long capital-equipment sales cycles. Interested? Tell Edward and you'll hear first when it opens.