Inogen partners with Ashfield to enhance go-to-market capabilities

Inogen, a medical technology company offering respiratory products for use in the homecare setting, has struck a strategic partnership with Ashfield, part of UDG Healthcare, to enhance its go-to-market capabilities.

The partnership will support Inogen’s growth strategy by expanding its sales team and driving the performance of its commercial clinician organisation through access to Ashfield Engage and Ashfield Health’s best-in-class capabilities that are anchored in proprietary insights and data.

Inogen will benefit from Ashfield’s commercial offerings, analytics tools, sales operations support, and concierge services. Ashfield representatives (25) will join Inogen’s existing sales force and team up with Inogen’s existing (47) referral development managers to enhance its capabilities and drive growth.

As well as the commercial framework provided by Ashfield Engage, GRAVITYai, a global healthcare intelligence data platform developed by Ashfield Health, will also be included in the Inogen programme. GRAVITYai, incorporates artificial intelligence, predictive analytics, data modelling, and human consultancy to unlock effective and efficient omnichannel experiences. The powerful platform identifies ideal customers and audiences, predicts their behaviours, and measures their interactions with confidence.

Nabil Shabshab, chief executive officer and president, said: “Forming this relationship marks an important milestone in our strategic plan of improving market penetration for portable oxygen concentrators (POCs) with one of the most critical constituents, the clinicians.

“By enhancing our coverage of select clinicians and increasing our collaboration with healthcare prescribers overall, we will raise awareness of the importance of the POC’s role in oxygen therapy and of Inogen’s leading offerings. We believe this will further enhance our ability to better serve oxygen therapy patients right at the start of their diagnosis and ongoing to maximise the impact we can deliver.”

Ashfield will support Inogen in its mission to improve freedom and independence for respiratory therapy patients through innovative products and services.

George Parr, executive vice president and chief commercial officer said: “Collaborating with Ashfield expands the impact we can have on patients by building on our direct-to-consumer capabilities and is in line with our commitment to invest in our commercial operations and enhance our go-to-market strategies within the clinician channel. Through the efforts across both direct-to-consumer and clinician channels, we are confident of our ability to favourably drive POC penetration and improve results.”

Speaking about the partnership, Mike Stout, president, commercial services at Ashfield Engage added: “Collaboration is in our DNA at Ashfield, which is why we can provide a turnkey commercial solution by combining the depth and breadth of expertise at both Ashfield Engage and Ashfield Health.

“We are proud to be an Inogen partner and look forward to activating an integrated program that will drive meaningful impact for Inogen and its patients.”