Case Study 1

Otto Bock - Market Research

Otto Bock Health Care has long provided continuous passive motion (CPM) devices used to help improve range of motion and aid recovery following surgery on the knee, ankle, shoulder, elbow, wrist or hand.  And insurance companies have long reimbursed the cost of these devices when they are used for treatment following joint surgery.

Recently, the company became interested in the possibility of extending the application of CPM devices to also help stroke patients increase mobility. 

The place to begin the exploration: A literature search to determine if clinical studies evaluating CPM device use in stroke patients had been published.

Lacking internal personnel to conduct the search, Otto Bock turned to Vallon LifeScience.  The need was to identify an experienced clinical researcher to quickly and thoroughly search the literature and produce a report.  It would also be helpful if the professional had knowledge of stroke and CPM therapy.

After a thorough assessment of the assignment, matched with the expertise of one of its colleagues, Vallon introduced an experienced colleague to Pat Chelf, Vice President of Sales and Marketing at Otto Bock.  Vallon’s colleague brought extensive experience in market research and development, gained in service to large medical device and health care companies both as an employee and a consultant.  According to Chelf, she understood what the company needed to know regarding the potential modification of the product for long-term use.

“The first step in making a decision,” said Chelf, “is in knowing whether or not you want to make the leap and then to gain a clear understanding of whether taking that leap will result in the ability to succeed.” 

Otto Bock saved time and money by turning to Vallon LifeScience to place the interim expertise needed for what Chelf described was specialized “detective work” that led to making an informed decision.

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