Our Work

Mid Cap Medical Device Company

Developed a comprehensive culture and accountability change program for an underperforming sales organization.
Built sales and contracting systems and processes enabled by technology that created consistent achievement of sales targets.
Led organizational design change to simplify the business and unlock value.
Optimized all commercial aspects of the S&OP process for a $450M business.
Drove out costs of $20M per annum through a capital asset optimization project.
Engaged cross functional executives to enable a successful launch of a new medical device that was a $300M capital investment over several years.

Computer screen for Open Water Sales dashboard

Early Stage Biotechnology Company

Turned around a struggling Commercial organization and grew revenue from $7M - $102M in 5 Years.
Improved financials of a publicly traded company from a $57.6M Annual Net Loss in 2018 to expected adjusted EBITDA break even in 2024 in large part due to top line growth.
Redesigned value proposition to resonate with a value based approach.
Led multiple organizational design changes and optimizations that led to a culture of winning and over-performance.
Created a multi year strategy that was instrumental in putting a simple approach in place to realize massive growth.

Lab Experiments showing Open Water Sales go to market processes

Large Cap Medical Device Company

Group of nurses looking at a process on a computer tablet

Delivered consistent double digit growth in multiple product categories.
Led Sales Training during a major sales team expansion over a 6 month period.
Created field representative partnerships to increase reach to the end market.
Developed Key Account & Key Opinion Leader strategies to prove out technology adoption and gain testimonials.
Ultimately navigated a Private Equity divestiture and rebuilt a sales team, sales systems, and sales culture.

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