Client case study - PATHFINDER market research

• Medical device client – UK operations
• PATHFINDER research project – designed to map pathways to success for the client
• Client products currently selected and initiated mainly by secondary care clinicians
• Increase in practice based commissioning will change market dynamics
• Product selection and initiation will shift towards decision-makers in primary care
• Client wished to capitalize on Department of Health’s world class commissioning drive
• Key stakeholders and influencers in primary care targeted for the PATHFINDER project
• Depth interviews performed
• Agendas, priorities, perceptions and needs of stakeholders and influencers identified
• New service concepts tested
• Opportunities and threats identified
• Potential pathways to success defined