Case Studies
OBS Medical: The Visensia Index, predictive software, needing fast access to market
In October 2014 The Rodnight Partnership was approached by John Morrish, Sales Director of OBS Medical, makers of Visensia, with a view to gaining swift market access into South Africa.
The task was to identify a minimum of five potential distributors for the South African market, and then to assist in the decision making process thereafter.
The agreement was for a fixed term and fixed fee. The Rodnight Partnership made two separate visits to South Africa to identify suitable candidates, both from our existing portfolio of known distributors and from other distributors found from research. By the end of the second visit we were able to present OBS with a comprehensive report on the market opportunities and risks, as well as the requested shortlist of five distributors.
In January 2015 a visit was organised for Sales Director John Morrish to South Africa to visit not only the five potential distributors, but also some high level KDMs identified by The Rodnight Partnership. The visit was fully organised and choreographed by The Rodnight Partnership and was acknowledged by all to have been a huge success. The product was accepted and the decision made about which distributor to choose. Since then the relationship between OBS Medical and that distributor has gone from strength to strength and there are a number of trial installations of the software programme underway.
Following the success of this project, we were then asked to repeat the exercise in the UAE. This project was started in October 2015, and culminated in a similar visit by John Morrish in early 2016 in order to make the decision and appointment, again, organised entirely by The Rodnight Partnership. This time the shortlist was down to just three distributors, and a final decision was made soon after Arab Health.
Commenting on the outcome, John Morrish said: “The work done by the team at The Rodnight Partnership was outstanding. The South African visit went like clockwork and we were introduced to five extremely good candidates, as well as some very high level medical personnel. None of this would have been possible without their help, especially in the given time frame. The final decision was clearly the right one, and we look forward to a lot of good business in the coming months and years.”
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