Sales and marketing
FDA clearance is only half the job: you still have to reach the people who buy, prescribe and use your product, with a message that makes them care. Whether your market is hospitals and health systems, outpatient clinics and physician practices, or patients who need a prescription from their doctor, Shorelight Medical builds your US sales channel and the brand behind it. We identify the right distributors and reps, introduce you through our network, help you recruit and onboard a sales team of your own, and create the positioning, messaging and marketing that support it.
Who It's For
- Device, pharma and life science companies with FDA clearance or approval, or close to it, that are ready to sell
- Startups without an in-house sales or marketing team
- Companies whose brand or message isn't landing with US buyers
- International manufacturers that need a US sales and distribution channel
What's included
Sales
- Channel strategy: the right route to market for your product: hospitals and health systems, outpatient clinics and ambulatory surgery centers, physician practices, or direct to patients
- Distributor identification and introductions: we find the distributors that fit your product and introduce you through our network
- Access to our rep network: introductions to experienced independent reps who already call on the hospitals, clinics and prescribers you need to reach
- Rep recruiting and onboarding: recruiting and onboarding sales reps directly for your company and product
- Hospital and health-system purchasing support: materials for value-analysis committees and group purchasing organizations (GPOs)
- Targeted outreach: limited outreach to key accounts or partners, when it is part of your scope of work
- OEM and licensing deals: finding partners who can sell or integrate your product
Brand and digital marketing
- Branding: a brand identity that fits your product and market
- Positioning and messaging: what makes your product different, said in words buyers and clinicians respond to
- Digital marketing: website, search (SEO), paid campaigns and email that reach clinicians, buyers and patients online
- Social media: strategy, content and management for the channels your audience uses, including LinkedIn
- Content and commercial storytelling: articles, case studies, videos and presentations that tell your product's story to clinicians, buyers, patients and investors
- Creative and sales materials: brochures, presentations, trade show materials and campaigns
- Growth positioning: adapting your message as you enter new markets and customer groups
Clinical and industry engagement
- KOL development: identifying and building relationships with key opinion leaders and clinical advocates who can speak to your product
- Medical education programs: programs that help clinicians understand and adopt your product
- Conference and trade show strategy: choosing the right events and making the most of your presence there
- PR and media relations: press releases, announcements and media outreach
- Patient advocacy outreach: building relationships with patient groups and advocacy organizations in your therapeutic area
How it works
Free 1-hour discovery call
We learn about your product, where it stands with FDA, who you want to reach and how you’re presenting it today. No cost and no obligation.
Proposal
If there’s a fit, we send a written proposal with scope, timeline and fees. Paid work, including any further discovery sessions, begins only after you approve it.
Channel and Message Plan
We map the current coding, coverage and payment landscape for your product.
We confirm who buys your product, recommend the right mix of distributors and reps, and sharpen your positioning.
Introductions and Launch
We connect you with partners, support rep recruiting and deliver your marketing materials.
Grow
We track results and expand into new regions, accounts and customer groups.
Why Shorelight
Our founder’s 17 years of award-winning sales experience, 13 of them in medical device sales, our US distributor and rep relationships, and a team that brings marketing strategy and execution give your product a head start with US buyers and prescribers.
- More than 30 years of combined experience in medtech and life science commercialization, spanning sales, product development, marketing strategy and market launch.
- Founder-led. Founder and CEO Stephen Brown brings 17 years of sales experience, 13 of them in medical device sales, along with experience in product development and new product launches.
- Marketing and commercialization expertise. Our team brings marketing strategy and execution plus hands-on commercialization experience, so your product launches with a clear message and a plan to reach buyers.
- One team, trusted partners. A vetted network of partners across every service (product development, regulatory and quality, reimbursement and market access, sales and marketing, and manufacturing and supply chain), all coordinated by Shorelight.
What you can expect
- A faster path to first sales: we work through distributor and rep relationships that are already in place, instead of building them from scratch.
- Better margins from the start: pricing and channel decisions shaped by how US hospitals, clinics and prescribers actually buy.
- A focused plan from day one: a sales and marketing plan built around your specific customers, so time and budget go where they will count.
FAQ
Are you a distributor?
We help you identify the right distributors for your product and introduce you through our network, so you can build the relationships directly.
Do you act as our sales team?
Not as a full sales force. We connect you with experienced reps from our network, or recruit and onboard reps directly for your company and product. Limited outreach can be included when it is part of your scope of work.
Do you handle branding and marketing too?
Our team brings marketing strategy and execution: brand and messaging, KOL development, digital and social media marketing, content, medical education, conference strategy, PR and patient advocacy outreach.
What kinds of products do you work with?
All types of healthcare and life science products (medical devices, capital equipment, pharmaceuticals, diagnostics and more) sold to hospitals and health systems, clinics and physician practices, or directly to patients.