Case Studies

From clunky to seamless: enhancing MedTech sales efficiency with AI

How a global MedTech leader streamlined field operations and boosted medical rep performance using Pitcher.

Pharmaceutical salesman talking to a doctor while drinking a cup of coffee in the cafeteria at the hospital - healthcare and medicine concepts

Improving field performance at scale 

MedTech sales reps work in high-stakes environments, where every interaction with healthcare professionals (HCPs) must be impactful. But many field teams struggle with outdated, fragmented technology that slows them down. 

A MedTech division of a multinational pharmaceutical, biotech, and medical technology company needed to give its reps an easier way to access marketing content in the field, pull up critical data in real time, and receive personalized coaching — all without complicating their workflow. 

The company’s reps also had a significantly low rate of adoption for existing sales enablement solutions, leading to incomplete customer data in the CRM and inaccurate forecasting. Reps that did use the solutions found them to be complex and inefficient, which consumed significant selling time and added friction to the customer experience. 

What was missing

The company looked for a single solution that could: 

  • Deliver personalized presentations: Give MedTech sales reps a fast, compliant way to access marketing materials and present them to HCPs. 
  • Enable mobile and offline access: Ensure reps could retrieve CRM data, customer history, and inventory details — anytime, anywhere. 
  • Provide AI-driven coaching: Offer targeted feedback and training to help reps continuously improve their sales performance. 

The new reality

The company chose Pitcher to equip its MedTech sales force with a single, AI-powered platform that streamlines workflows and improves customer interactions. 

After an initial rollout, the company saw rapid adoption and measurable improvements in rep efficiency, engagement, and skill development. 

Here’s how Pitcher made a difference:

Rep adoption and efficiency 

Pitcher is the intelligent selling solution reps actually want to use. The company reported that over 75% of its field team adopted Pitcher within weeks, contributing to record-breaking sales performance. 

With Pitcher, MedTech sales medical reps also improved efficiency in their meeting prep, content access, follow-ups, and overall customer interactions. Because of the early success, the company plans to expand the use of Pitcher to additional business units. 

AI-powered coaching for better sales outcomes 

With Pitcher’s AI-driven insights, managers provided real-time coaching tailored to each rep’s needs. Reps received actionable feedback, helping them refine their approach and close more deals. 

Mobile-first access to critical sales tools 

Reps gained seamless access to CRM, customer history, and compliance-approved content, even offline. This enabled them to run more effective meetings without disruptions. 

Continuous improvement with dedicated support 

Pitcher provided a dedicated developer to work closely with the company’s team, ensuring the solution was continually improved and adapted over time to meet their needs as they evolved. 

Key Features Deployed

  • AI-powered coaching and real-time feedback to help reps continuously improve and close more deals
  • Mobile-first access to the CRM, customer data, and sales materials, even offline
  • Dedicated support and customization with a Pitcher developer ensuring continuous improvements

Customer Results

  • 75%+ user adoption, giving reps a platform they actually want to use
  • Increased sales performance with faster meeting prep, improved content access, and more effective follow-ups
  • Scalable AI-driven coaching, providing targeted guidance for better sales outcomes

See how Pitcher can work for your sales team

Equip your field reps with the tools they need to sell smarter, work faster, and engage customers more effectively.

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