MedScout Sales Rep of the Month - April 2023
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Sales Reps are the core of who we are here at MedScout. Each month, we want to recognize one of our users for standout utilization of MedScout and sales performance at their respective companies.
We are excited to announce our April MedScout Rep of the Month: Steve Kassis of Elevation Spine!
Steve Kassis has been an active MedScout user since March 2023. Just this month,Steve has analyzed more than 50 Physician profiles to learn more about referrals, Open Payments, and CPT history.
Discussion
This past week, we had a chance to catch up with Steve to learn more about his experience with MedScout.
“Where are you located, and what territory do you cover?”
I am located in Carlsbad, CA, and I cover the West territory.
“How long have you been with Elevation Spine?”
We’re going on month six, now. I have been in medical device, however, for 22 years and have run the gamut during that timeframe.
“What tools have you used in the past to find new opportunities?”
When I was a pharmaceutical rep, we used Script Track to identify the highest volume surgeons per Rx product used. We’d tailor our call plan based on that. For Med Device, it was a lot of asking the Doctor, Physician’s office, or Hospital “Hey how many procedures that this guy do? Does he do ALIF…does he do cervical procedures?”. It was really hit or miss, and that data was not reliable. There were times when you would go all in with the surgeon and have there be some disappointment on what their true volume was.
“How does MedScout changed your day-to-day?”
It’s really been game-changing to be completely frank with you. And with the integration with HubSpot, it's even taken it to another level. And I think, honestly, it's an invaluable tool for any company to have. Because essentially, not only from the targeting per CPT code, but also I've used it with one really good surgeon friend that I had him peek behind the curtain and I showed him what I had. And he was blown away. He goes, “...Really?”. So we went through and showed him that I knew who he referred to. And I know who your referring physicians refer to, and also who else competitively they refer to. So we went through this exercise about a week ago and he was blown away and he's like, “I gotta spend more time with this guy, I gotta spend more time with this guy”. So from a value standpoint, the value that I brought to him was increased exponentially.
“How have you been able to use the Open Payment data in MedScout?”
I like to have visibility on the surgeon that, if he's a super high-volume surgeon for a given CPT code, I'd like to determine who my competition is. And if I see where he is getting paid, consulting fees (and I love the way that that's broken down) or by royalties. If it's a royalty and I'm going after competitive business, then it could be a nonstarter and it could be me just wasting time and resources with that particular surgeon.
“What is your favorite feature of MedScout?”
The obvious one of course is that you can put the CPT code in and you could see exactly how many procedures a surgeon's doing.But, for me and my mindset, I think it is really just the referral patterns and being able to see those referral patterns and see where they are being generated. You can also see the diagrams (the bar graphs) to see the highest specialties they’re referring to. So you can compare to understand that “hey this guy refers a lot to ortho or neuro surgeons”.
“How do you celebrate big sales wins?”
I guess it would be surfing - the surf session is more enjoyable, and I’ll have some fish tacos after!
Summary
The MedScout team wants to congratulate Steve on being our April Rep of the Month! We built the platform for reps like Steve and are grateful to have the opportunity to work with him and the other team members at Elevation Spine.
Links:
Elevation Spine is a medical device company with a proprietary technology platform, Saber Technology, which is an advanced and differentiated approach to fusion.
Saber Technology was designed to improve patient outcomes while providing surgeons with a high-tech, yet simple approach to spinal fusion procedures. The first FDA cleared Saber Technology product, Saber-C, is comprised of a zero-profile anterior cervical plate that accepts multiple spacer material and fixation options and provides a proprietary single-step integrated-fixation. Traditional fusion technologies utilize a plate and screws to fixate the spine during a fusion procedure. Alternatively, Saber-C’s robust and versatile implant offering utilizes a unique curved spike device which eliminates the large working space that a straight screw requires, therefore minimizing incision size and simplifying the surgical technique. As a result, the Elevation Spine fusion procedure is highly efficient while remaining minimally invasive.
Learn more here https://www.elevationspine.com/.
