This may be the most obvious KOL you work with in the medtech space. Typically associated with an academic center, they’re well published and work for an institution that is accomplished in clinical studies. These centers have the infrastructure in place to complete a study on time, making them ideal to use in your next trial. They’re the knowledgeable and objective voice you want on the podium delivering results and disseminating the data-backed information that your product has to offer.
Opportunities to Engage:
These KOLs shine as primary or sub investigators in clinical studies and are great for publishing. They have read all of your studies and the competitor’s studies as well. Get them involved early to help develop study protocol and incorporate the voice of the customer early in process. This is often your “go-to” KOL for speaking engagements as well. Workshops, podiums, booth presentations…they have the presenter chops and expertise to be a credible advocate.
Ways to Nurture:
Help them brush up on public speaking skills necessary to deliver study results — offer training opportunities to enhance their podium presence. Keep them engaged throughout the year and at major shows so they don’t fall prey to competitors.