How Ossiform Effectively Engages Surgeons in New Markets
Ossiform, a Denmark- and UK-based MedTech company, is working to redefine orthopedic and spinal fusion surgeries with advanced 3D-printed bone graft substitutes.
Ossiform developed a technology to give shape and structure to the well-recognized material, β-tricalcium phosphate. The material has been used clinically for the past 40 years, primarily in non-structural forms like paste. Since our bodies recognize it as bone, it carries minimal risk of complications and fully remodels into natural bone over time.
Leveraging this novel technology, implants can be printed with carefully controlled structures and resorption rates to match the specific demands of various applications. For every indication, there is a sweet spot between the porosity that enables robust bone ingrowth and controls how fast the implant resorbs, and the biomechanical factors that ensure structural stability during bone healing. Hitting that sweet spot – to achieve optimal bone healing outcomes and enable metal-free solutions that surgeons have confidence in – is what Ossiform is aiming to bring into clinical use. Moreover, Ossiform will provide surgeons with more size options to fit more patients, both small and large, without needing to manually adjust the graft.
As the team started preparing their entry into the U.S. market, they faced a challenge: identifying and targeting key early adopters for their products in the vast and highly complex healthcare landscape.
In regard to contacting the relevant physicians effectively, Monica Wellejus, Sales and Marketing Manager at Ossiform, pointed out that the team at Ossiform asked themselves an important question: “When we’re ready to reach out to these physicians to set up meetings, how do we best reach them?” This led them to look for a solution that would enable them to connect more effectively with the most relevant healthcare professionals. So, to help optimize their market research and outreach efforts, they chose Alpha Sophia.
Key Takeaways
- Optimized Outreach: Ossiform uses Alpha Sophia to successfully reach and connect with physicians across various platforms, helping them come prepared when engaging their target audience to foster meaningful and productive conversations.
- Data-Driven Market Research: Alpha Sophia provides Ossiform with valuable market insights, including trends in reimbursement and procedure volumes, helping them stay ahead in the evolving U.S. market.
- Faster KOL identification: Ossiform uses Alpha Sophia to find the right Key Opinion Leaders (KOLs) by analyzing procedure volumes and billing data, enabling them to focus on the most relevant experts who would use their innovative bone printing solution once cleared by the FDA.
Eliminating Barriers to Growth
- Time-Consuming Search Processes: Prior to implementing Alpha Sophia, identifying the most relevant healthcare providers and potential early adopters of their bone reconstructive solution was a very time-consuming task.
- Limited Outreach Effectiveness: With limited access to contact details of surgeons, Ossiform found it challenging to effectively connect with their target audience.
- Inadequate Market Insights: Requiring detailed market data, Ossiform needed a better way to understand evolving trends in the U.S. healthcare landscape.
How Alpha Sophia Helped Transform Ossiform’s Processes
- Targeted Search by Specialization & Procedures: Ossiform uses Alpha Sophia’s powerful filters to find relevant organizations and practitioners based on their billing data and procedure volumes. This helps them target the most relevant surgeons for their solutions and importantly, properly prepare before reaching out. With Alpha Sophia, Ossiform easily identifies key practice locations, ensuring that their outreach efforts are focused on the most relevant sites and regions when first entering the U.S. market.
- Well-Informed Omnichannel Engagement: According to Monica Wellejus, one of the greatest advantages Alpha Sophia has provided Ossiform is the ability to identify and connect with their target audience more effectively by providing detailed insights and comprehensive contact information, such as emails, phone numbers, and links to Doximity profiles. As Monica noted, “Better preparation leads to more meaningful and productive conversations.” This approach allows the team to gain a clearer understanding of their audience’s needs and preferences before making contact, leading to more personalized, tailored, and effective outreach.
Results That Matter
- Optimized Surgeon Identification: Ossiform can focus their efforts on targeting specific groups of surgeons using specialized search filters, ensuring they are finding the most relevant practitioners that find interest in their orthopedic solutions.
- Effective Engagement: With Alpha Sophia’s omnichannel engagement capabilities, Ossiform can easily contact physicians across multiple platforms and engage with surgeons where they are most active, via their preferred communication platform.
- Precision in Territory Planning: The Alpha Sophia platform also allows Ossiform to identify key territories, such as major cities in terms of procedure volume, enabling them to strategically plan where to focus their initial efforts for the best market impact.
Conclusion
By implementing Alpha Sophia, Ossiform has gained quicker access to vital market and practitioner information, allowing for more productive market research and outreach activities. What’s more, Alpha Sophia’s highly specialized physician targeting capabilities have enabled Ossiform to easily contact the right practitioners across various platforms and start purposeful and fruitful conversations based on detailed market insights.
The Ossiform bone graft substitutes are not yet cleared for clinical use by the FDA and are therefore not approved for sale. First clinical use is expected from early 2026.
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