We market to those who reimburse and prescribe.
Promotion started with a new web site, based around a ProClinica-directed video of the company's first customer, and that customer's first patient. Through a Constant Contact emailing to a panel of permissioned prospects gathered at a series of medical meetings, ProClinica helped Tibion generate a panel of prospects on which its small sales force and clinical support team could focus.
As soon as the company had a few more customers, ProClinica produced a series of patient-clinician videos, and a new web site that hosted and featured them. To better present those videos in a patient-friendly format, ProClinica developed www.onstroke.org, a web site that provides the families of stroke patients with the information they need to make informed choices of post-stroke rehab for family members and friends.
In 2007, facing the first evidence of purchasing uncertainty in the recession, Biodex hired ProClinica again to prototype its www.biodexseniorriehab.com web site, and a new series of case histories demonstrating how its customers use the Biodex Balance System, Gait Trainer, Unweighing System and BioStep to attract profitable Medicare and managed care patients. ProClinica developed a white paper on how Biodex customers can profit under the Affordable Care Act.
Today, ProClinica is helping Biodex enhance sales of its systems to skilled nursing facilities and outpatient clinics seeking to attract patients needing rehab following joint replacement or falls due to neurologic conditions like Parkinson's disease.
Biodex first hired ProClinica in 1987 when it entered the physical medicine marketplace with its multi-joint rehabilitation system. After interviewing its first few customers, ProClinica developed the Biodex "Clinical Advantage" program documenting how those clinics and hospitals used that initial product to achieve recoveries never achieved as quickly and cost-effectively with other therapeutic techniques.
Then, in the early 1990s, when Biodex introduced its first Balance System, it again hired ProClinica to support its launch. To this day ProClinica remains a key component to the Biodex marketing strategy.
Hocoma develops and markets some of the world's most sophisticated rehabilitation equipment. Its robotic Lokomat is the world's premiere gait recovery system for spinal cord and traumatic injured patients, and a pediatric version is tranforming the lives of many children with cerebral palsy. Its Armeo system for stroke patients has a proven record of helping patients recover a high degree of shoulder and arm function.
For three critical years, ProClinica generated a series of Lokomat Clinical Reports and an Armeo Clinical Report, explaining how leading U.S. and European clinics use Hocoma's innovative systems to attract referrals and improve the lives of their patients. In addition, ProClinica developed new convention-exhibit backwalls and support programs, and a financial rationale document showing prospects how Hocoma customers attract profitable patients using their equipment.