Stryker SmartHospital & Mako Technology Sales Growth Plan
03
02
Sales Objectives & Market Mandate
Translate product breadth into focused platform conversations.
Objective
Commercial intent
Execution signal
Platform transition
Move from transactional device selling toward
ecosystem-oriented account planning.
Account plans organized around clinical and
operational outcomes.
Capital-to-consumable flywheel
Use enabling technologies to support recurring
procedure and portfolio adoption.
Placement
→
training
→
utilization
→
procedure
growth
→
expansion.
Hospital-system expansion
Develop enterprise relationships rather than isolated
departmental wins.
Executive sponsor + clinical champion + operational
owner.
ASC growth
Adapt the technology proposition to outpatient
constraints, workflows and capital discipline.
Compact workflow, implementation readiness and
bundled planning.
Market mandate
Prioritize accounts where technology can become embedded in the customer's operating model. For acute-care
systems, the opportunity is to connect patient-room infrastructure, communication and workflow capabilities with
broader digital transformation. For orthopaedic programs and ASCs, the opportunity is to combine robotic technology,
planning, guidance and implant workflows around procedure growth.
Planning principle
Sell the clinical workflow first, then the technology that enables it.
Each opportunity should define the customer
problem, stakeholders, adoption path, measurable value and expansion route before a product configuration is
finalized.