Solta Medical, Inc.Executive Summary

Executive Summary

Solta Medical, Inc. is a global leader in the aesthetics medical device industry with the strongest portfolio in its space. The company has eight major brands in the market segments of skin tightening, body contouring, skin resurfacing and rejuvenation, and acne. Our priority is to continually develop innovative products for medical professionals to grow their aesthetic business while providing safe and effective treatments to their patients. As market leaders, brand awareness is unmatched.

Companies in the industry are up against several challenges from intense competition, rigorous compliance, while trying to maintain a marketing advantage. Critical sales challenges involve weakening pipelines, information availability and reduced physician face time. Moreover, the fast-changing sales environment that is influenced by new media and mobile technology that requires more personalized and targeted messaging. These combined pressures are forcing sales and marketing teams to seek more innovative ways for driving sales and marketing effectiveness. Therefore, it has become vital for sales force to be empowered with information and tools to facilitate faster decision-making and engage with customers in ways that improve their sales performance.

Solta's sales executives spend significant time collecting product information materials and preparing for meetings by downloading and printing collateral containing all information to take with them. Not only is this process time consuming, it might not be the latest accurate information. Additionally, given the short physician face time, reps struggle to differentiate themselves and make impactful presentation. Subsequently, generating a marketing buzz is crucial to our business; it is hard to manage all the recent news segments, magazine articles, and educational workshops regarding our products. Currently, sales are receiving email updates called "Who's Talking about Solta Brands in North America" which is not effective because frequently emails are overlooked or deleted. Another issue is the convoluted creation of proposals and return on investment. Sales representative often estimate numbers prior to meeting, then editing after obtaining more accurate figures from doctors, therefore, delaying sales cycle. Essentially, the business issues to address are content management and sales force automation by streamlining process.

With