Clinical Workflows & Buying Decisions for a POC Diagnostic Device

The Challenge

Our client was a leading manufacturer of clinical diagnostics solutions for haemostasis and critical care markets.  After acquiring a global leader with a product portfolio focused on patient blood management, our client was able to expand their footprint in this market. Now developing a next generation product, they approached us to gather voice of customer feedback related to workflow, GUI and connectivity/access for this new device.

As the client began developing a next-generation point-of-care haemostasis device, they needed to better understand how these technologies fit within clinical workflows and how hospitals evaluate and purchase these systems.

The client therefore wanted to gather voice-of-customer insights related to workflow integration, graphical user interface (GUI) design, connectivity features, and the factors influencing hospital purchasing decisions.

Key questions included:

-How are haemostasis devices currently used across different clinical specialties?

-What workflow challenges limit effective point-of-care haemostasis testing?

-How do clinicians perceive the usability and interface design of existing systems?

-How do hospitals evaluate and select haemostasis testing devices?

-Which connectivity and innovation features would be most valuable in a next-generation device?

Our Approach

1. Workflow and Clinical Context

We explored how haemostasis testing fits into real clinical workflows across key specialties to understand when and how these devices are used in practice.

2. Stakeholder Market Research

We conducted face-to-face depth interviews with physicians involved in critical care and surgical settings, including:

-Cardiothoracic specialists

-Trauma specialists

-Obstetric specialists

-Purchasing stakeholders

Fieldwork took place in Boston, Chicago, and London over a three-week period.

Respondents evaluated stimuli including device concepts, interface designs, and video demonstrations of the proposed system. We also explored how haemostasis devices are evaluated within hospitals and which stakeholders influence purchasing decisions.

3. Insight to Product Strategy

Findings were consolidated into a strategic report with recommendations to guide the development of the client’s next-generation device.

Deliverables

The project delivered:

-Workflow maps showing how haemostasis testing is used across specialties.

-Insights into when and how point-of-care devices are used in practice.

-Understanding of how hospitals evaluate and purchase haemostasis testing devices.

-Feedback on GUI design, usability, and connectivity features for the next-generation system.

Impact

The research revealed that haemostasis devices were often not used for their intended purpose of supporting real-time point-of-care decision-making due to delays associated with blood sample processing.

We recommended several actions to improve adoption, including the development of in-situ capabilities to enable earlier testing and faster clinical decision-making.

The study also provided clear guidance on GUI design, connectivity, and usability improvements, ensuring the next-generation device better aligned with clinician needs and hospital purchasing priorities.

These insights were incorporated into the client’s R&D roadmap and helped refine their launch strategy as they approached FDA approval.