Customer Story: Exactech

Exactech Taps Qstream to Boost Channel Sales Effectiveness in Minutes a Day

With an 11% increase in baseline product knowledge in just weeks, Exactech makes Qstream its platform of choice for strengthening sales channel performance.

Exactech is a leading provider of bone and joint restoration products and relies on a network of independent sales representatives to sell the company’s orthopaedic products to physicians and hospitals nationwide.

The Challenge

As competition in the global knee replacement market heats up, Exactech needed a way to ensure the highest levels of sales force product knowledge to differentiate of the company’s total knee replacement systems effectively. The company’s agents are highly mobile, requiring a solution that supports their daily routine, is non- disruptive to selling time, and provides management with a way to measure their understanding of core messages.

The Solution

Following Exactech’s national sales meeting, company executives deployed Qstream’s mobile sales performance platform across their sales channel. Using any mobile device, representatives responded to short, scenario-based challenges followed by brief explanations that reinforced core product knowledge. Qstream’s game mechanics ensured high levels of engagement, and motivated reps to compete for points on the leaderboard based on their responses.

“After evaluating several technologies, we chose Qstream for its unique ability to engage, motivate and train our sales force, ” said Joseph Pizzurro, director of knee marketing at Exactech. “We have been quite impressed with Qstream and its mobile approach. In just minutes a day, Qstream helps Exactech reps prepare for dynamic, value-added conversations that differentiate our company and its clinically recognized knee system with our surgeon partners.”

Qstream’s analytics engine synthesizes rep response data, providing management with actionable insights, targeted coaching opportunities and critical sales proficiency metrics. “Among Qstream’s key differentiators is its one-of-a-kind analytics. Real-time data and reports, combined with increased rep feedback, have enabled us to quickly adapt our curriculum to enhance critical selling skills, ” added Pizzurro.

The Results

Using Qstream, Exactech increased baseline product proficiency by 11% in a matter of weeks – with 85% average engagement among those attending the sales kickoff where Qstream was introduced. An internal survey showed that 98% of the sales team said they would enjoy using Qstream regularly.

Qstream’s advanced reporting and manager dashboards instantly identified the most challenging topics for the sales agents. To address these gaps, the Exactech team created separate Qstreams to break down concepts into multiple parts, making the material easier to master. By being proactive, Exactech was able to cultivate product and selling proficiency across the entire channel, and remove barriers to accelerating sales growth.

About Exactech

Based in Gainesville, FL, Exactech develops and markets orthopaedic implant devices, related surgical instruments and biologic materials and services to hospitals and physicians. Exactech’s products are used in the restoration of bones and joints that have deteriorated as a result of injury or diseases such as arthritis. Exactech markets its products in the United States, in addition to more than 30 markets in Europe, Latin America, Asia and the Pacific. For more information, visit www.exac.com.