Corza Medical: Commercial Excellence for $30M+ PE-Backed Company

Company

Corza Medical is a medical device company specializing in innovative surgical and medical solutions, with a mission to improve patient outcomes. Formed through a spin-off from a publicly traded medical technology company, Corza Medical is private equity-owned and headquartered in the UK. With a talented team and a commitment to excellence, the company generates over $30 million in revenue annually, serving healthcare markets across Europe and beyond.

Situation

The VP of EMEA engaged us to conduct a workshop for the entire sales team, with the SVP of EMEA in attendance. Following the company’s recent spin-off and private equity acquisition, the team faced challenges such as demotivation, lack of clarity, and coordination issues, which affected performance. The workshop aimed to motivate the sales team, develop practical strategies, and re-engage the pipeline to close more deals.

Actions

• We first met with the VP and SVP of EMEA to understand the situation, objectives, challenges, and available resources.

• Next, we conducted interviews with key stakeholders across Corza Medical's European commercial team, including sales, marketing, customer success, and revenue operations.

• Based on these conversations, we created an initial report for the executives, highlighting key opportunities and challenges, along with recommended strategies to address them.

• We then organized a two-day workshop in Frankfurt, Germany, attended by the SVP, VP, and the entire commercial team. The workshop began with sessions on commercial excellence, followed by collaborative brainstorming to identify actionable sales opportunities. The team also discussed improvements to the CRM system to better support their sales efforts.

Results

The workshop delivered key results:

1. The commercial team moved from a state of low morale to one of optimism and energy.

2. The team left with a list of tactical, realistic sales strategies capable of driving revenue in the short to mid-term.

3. The in-person interactions also strengthened team spirit, and improvements in the CRM system were identified to support their sales processes.

Context

• Capabilities: Team building, workshops, change management, commercial excellence, sales strategy, sales workshop, CRM, trade shows, email marketing

• Technologies: -

• Locations: Frankfurt, Germany

• Industries: Medical Devices