The situation
Enztec design and manufacture orthopaedic surgical instruments in Christchurch, and almost everything they make leaves the country. Their instruments go to implant companies and surgeons across North America, Europe, Asia and Australia, and they carry the certifications that go with it - MDR, CE, FDA, TGA.
So this is a technical sale, into international markets, where credibility and precision matter far more than volume of activity. The selling, though, was relationship-led and informal. It worked, but it was hard to see what was actually driving growth.
What we did
- Focused the sales effort on a defined, targeted push rather than broad activity
- Worked the technical sale alongside the team, on real opportunities
- Tightened the commercial process underneath it
The result
The push exceeded the plan, and demand beat every projection. Far enough that supply, not demand, became the constraint.
Worth being straight about what that means. Outrunning your own supply is a good problem, but it is still a problem - and it is one worth planning for before you create it. A sales push that works changes what the rest of the business has to be ready for.
At a glance
Enztec
Sector
Medical device manufacturing
Stage
Grow, and Go Global
Work
Technical sales, RevOps
Headline result
Exceeded the plan - demand beat every projection
Exceeded the plan
Demand beat every projection, to the point where supply became the constraint.
Why this is a Go Global story
Enztec were already exporting. What they needed was not a new market, it was a repeatable way to sell into the ones they had. Technical, high-stakes selling is the same discipline whether the buyer is in Christchurch or Chicago. See how Go Global works.