The Revenue Execution Survey

Originally Published MX November/December 2003

ADVERTISING, DISTRIBUTION, & SALES

A study of medical device company revenue execution strategies was conducted in April and May 2003. Of 130 companies polled, 45 completed surveys that were administered by Model N Inc. (South San Francisco, CA) and Jenkins Research (San Francisco), an independent research firm.

Companies that responded to the request for survey included 11 firms with annual revenue of $100 million to $500 million, 10 with annual revenue of $500 million to $1 billion, and 24 organizations whose annual revenue exceeded $1 billion. Participating companies had contract administration groups averaging 23 people per organization. The median size was 11 people.

Surveyed companies reported an average of 80% of U.S. sales relating directly to customer contracts. Like this one, all statistics cited in this article are based on the responses of the companies characterized above to questions asked in the revenue strategy survey.

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