For UK MedTech companies
Forty trusts on your books, but most are using you in one department
Existing NHS accounts that already trust your device represent a faster, cheaper growth path than new acquisition, yet most medtech teams have no systematic way to identify or pursue that expansion.
Two minutes. Solva follows up with specific account expansion options.
- Sales teams primarily engaging with a single department or clinical lead within a trust, despite broader applicability of their products
- Limited understanding of the full organisational structure, budget cycles, and clinical priorities across different departments within an NHS trust
- Absence of a clear account plan detailing expansion opportunities, clinical champions, and engagement strategies beyond initial product adoption
- Competitors gaining traction in adjacent departments within existing accounts due to a lack of proactive engagement
- Inefficient resource allocation as sales teams chase new, often harder-to-convert leads while neglecting warm prospects
- Missed opportunities for collaborative innovation and co-development with NHS partners
- Stagnant or declining revenue growth from established client bases, impacting overall company profitability
- Higher customer acquisition costs (CAC) due to over-reliance on new business development
- Perception of the MedTech company as a transactional vendor rather than a strategic partner within the NHS
- Risk of being overlooked for future tenders or innovation partnerships due to limited engagement
No verified UK data available
Source: No verified UK data available
Frequently asked questions
Why does this problem persist?
MedTech companies often focus entirely on new account acquisition and neglect the significant revenue opportunity within existing customers. A trust using a device in one specialty is a warm prospect for adjacent specialties, additional indications, or higher-volume use. Without a structured account development programme, this opportunity is left to chance.
What is the cost of leaving it unaddressed?
No verified UK data available
This is exactly what I do with UK private practices. Answer the few questions above and I'll come back personally with where to start. Paul.