Myomo: Getting Sales in Motion

Case Solution

Frank V. Cespedes, Shikhar Ghosh, Matthew Preble
Harvard Business School ()

In late 2012, the management team at Myomo, a startup that had developed a single arm myoelectric orthosis for patients with dysfunctional arms, decided which of the three proven sales models the company should follow as a future sales strategy. Each model had its own unique benefits and risks. The team planned to thoroughly examine each strategy to determine the best way to get the brace into the hands of those who needed it most, the patient, and see what myomo allowed it to grow.

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