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Case Study

Clinical Specialist Role Supports Smoke Evacuation Product Sales

Clinical Specialist Role Supports Smoke Evacuation Product Sales

Clinical Specialist Role Supports Smoke Evacuation Product Sales

IQVIA
Pages 2 Pages

A medical device maker sought to boost adoption of its smoke evacuation product amid rising regulatory pressure for smoke-free operating rooms. Partnering with IQVIA MedTech, it built a team of registered nurses as clinical specialists to provide peer-to-peer education and case coverage. Starting with two RNs, demand quickly expanded the team to 10, aligned with sales regions for stronger collaboration. These specialists not only educated OR staff but also trained account executives, becoming trusted resources. Over five years, the program has grown into a valued initiative, enhancing sales impact, customer engagement, and regulatory readiness.

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