Focal Pointe Consulting ServicesOUR AREAS OF EXPERTISE

With over 25 years of Sales & Marketing experience bringing new products to market in the healthcare and medical device arena, our consulting services focus on our clients’ most critical issues and opportunities surrounding the commercialization of new and existing products and services.

Developing and small organizations carry all of the responsibilities of more tenured and larger companies yet are not always able to employ a portfolio of seasoned and experienced professionals. Finding outsourced talent that can easily “fit in” and deliver quality results can be challenging. Focal Pointe offers a strong network of diversified professionals and services from direct experience working in a range of large health care corporations to ground-level start up medical device companies. We understand and respect the infrastructure and formality of large corporations and simultaneously embrace the intensity, and necessity for multiple roles and skillsets in a start-up.

As consultants with first-hand experience, we recognize the challenges you are faced with and work alongside you to embrace the vision of your organization, identify and understand the gaps, and partner with the leadership to deliver services and products equivalent to that of a full-time dedicated team.

Our Focus on Health Care and Medical Technologies

Regardless of the size or tenure of your organization, in medical devices the responsibility are the same – to professionally and clinically meet the needs of the patients and healthcare providers while following the strict guidelines and protocols required for safety and efficacy.

As consultants, we strive to meet the needs of your organization where you are, taking time to understand your goals, your vision and help you find efficient solutions to get there. Highly experienced with multiple medical device specialties, we understand the complexity of the sale and the strategies to commercialize.

Preliminary Market Research

  • Concept Validation via Independent Customer Feedback and Market Research
  • Conducting Customer Surveys, Interviews, and Profiles
  • Preparing Investor Presentations
  • Coordinating Preliminary Clinical Testing and Validation

Sales & Commercialization Strategies and Implementation

  • Developing Sales Distribution Channels
  • Designing Compensation Models
  • Developing & Conducting Sales Training
  • Designing Sales Aids and Product Demos
  • Producing Competitive Analysis Matrix
  • Developing Value Propositions
  • Developing Messaging, Features & Benefits Platform


  • Targeting and Identifying Key Opinion Leaders (KOLs)
  • Developing a strong KOL strategy and outreach
  • Creating Tradeshow Strategy, Collateral and Design
  • Developing Messaging, Branding and Communication Channels
  • Are you in a new start-up company developing a medical device seeking unbiased customer feedback?
  • Has your product/s been developed but not launching with the pace you originally intended?
  • Are you unsure about a sales platform or strategy and seeking guidance and perspective?
  • Are you raising money and need a presentation that is simplified and powerful to get the attention and support of the investors?
  • Do you have a product and need supporting collateral for sales efforts?
  • Are you interested in attending a trade show but unsure of where to begin?
  • Do you have a team you feel is unaligned with the company vision and mission?
  • Do you have a powerful team with a gap in your sales or marketing efforts and need temporary support from experienced people?
  • Do you have a mix of sales channels and desire a consistent sales message, training platform and delivery?
  • Do you have multiple products for sale, and concerned that one or more are taking a back seat?
  • Do you desire a higher level of support from leading physicians and administrators but are newer to the marketplace?

“Sue is knowledgeable and connected in the medical device community. She quickly put together a concise and actionable sales and marketing plan for our surgical product. The plan she put together enabled us to generate the necessary funding to get our company off the ground.

Sue has been able to connect us to the right medical device sales partners for our technology, and she accurately pegged their personalities, approaches, and likely responses to partnering with us. I would highly recommend Sue as someone to move your development-stage product into the marketplace.”

Dan Mazucco, Founder & CEO, ZSX Medical

There are three types of people in the world:
Those who make things happen,
Those who watch things happen
And those that wonder what happened.
– Mary Kay Ash