NxStage Accelerates Deal Velocity with Mediafly

NxStage Accelerates Deal Velocity with Mediafly

About NxStage

Manufactures and researches technologies to improve the lives of kidney patients.

Company Info

Lawrence, Massachusetts
Medical Services, Medical Research, Technology

Key Outcomes

  • 300% acceleration in deal velocity
  • 28% increase in revenue
  • 10% increase in sales

Mediafly Value Selling Tools Drive Revenue Growth

NxStage Medical, Inc. is an American medical service company that researches and manufactures technologies for the treatment of kidney diseases. It also provides educational resources to support both patients and providers throughout the treatment process. The NxStage sales organization needed a solution for easily presenting their clinical value to customers.

The Challenge

NxStage has three distinct sales groups that target end customers, providers, and distributors. Prior to implementing Mediafly, the team was using a complex, cumbersome spreadsheet to try and communicate the value of their solutions.

Sellers were given full access to the spreadsheet tool and many ended up sharing the full spreadsheet with customers, instead of just presenting the output. As a result, they struggled to tell a concise and compelling story that effectively communicated the economic value of their offerings.

“Our goal is always to lead with the clinical story and ultimately, articulate how patients can have improved quality of life.”

Nick Castellano

Director of Channel Marketing, NxStage

The Solution

Deploying Mediafly’s value selling tools, NxStage transformed their spreadsheet into a beautiful, engaging interactive application. This intuitive tool enabled sellers to quickly walk customers through the economic journey, using customized marketing content with the clinical benefits of the solution at its core.

With this customized application, reps have quick access to relevant, tailored marketing content for every specific role. And customers now receive an automated, custom report following the meeting that includes marketing content curated for their needs.

Mediafly enabled NxStage to deliver compelling success stories internally, garnering buy-in from stakeholders across the organization. Through the platform’s comprehensive features and capabilities, NxStage successfully aligned their sales efforts, ensuring consistent messaging and optimal resource allocation. This strategic implementation empowered the company to exceed their sales objectives, driving growth and maximizing their market impact.

“We knew what kind of tool we needed, but we didn’t know how to present it to customers. Mediafly gave us so many options and the guidance to customize a tool for our unique business needs.”

Nick Castellano

Director of Channel Marketing, NxStage

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