Medtech, quoted right the first time.
A hospital tender asks three things: answer fast, answer right, at the right price. Miss one item and you lose the deal; add more to be safe and you lose on price.
Same system, same hospital type, same year. The discount depends on who quoted it. And an unnecessary item is paid on every unit in the award.
What changes on a tender, step by step.
Small scope. First results fast. Then the whole organisation.
Discover
One session, on your documents.
Prove
A narrow pilot, measured with Finance.
Scale
Roll-out once the reps ask for it.
Before your team asks.
The five questions that come up in every first conversation with a medical and laboratory equipment manufacturer.
Yes, and that is where the bundle is decided. Clinical requirements, technical specifications, service SLAs and price weighting are extracted together, each linked to its source page. Steero shows which accessories, software modules and service levels are mandatory, which score points, and which carry no weight. The bundle is complete and compliant without paying for items the evaluation committee will not reward.
Compliance comes first and is never traded away. Steero applies the rules your regulatory and product experts already use: which certifications and configurations are required for the intended use, and which approved alternatives exist for each item. Only above that line does commercial judgement apply. Today those rules live with a few experts who get pulled into every tender; Steero writes them down so every seller applies them when the offer is built.
Yes. The discount you give on the equipment sets the baseline for everything that follows: service pricing, consumables volumes, software renewals. Before the seller commits to a number, Steero shows the full picture from comparable installations: what was quoted, what was awarded, at which discount, and what service and consumables revenue came after. A two-point difference on the initial award is repeated on every unit, every year, for the life of the contract.
Both work. Key account managers negotiate price back and forth with procurement and clinical leads. The bid desk answers a public tender with one submission and then waits. Two different jobs under two different kinds of pressure. Same rules underneath, different screen in front of it. Most of our medtech work runs both at once inside the same company.
We look backwards first. Give us 12 to 24 months of tenders and we’ll show you what your own teams did on comparable systems: who bundled what, how wide the discount spread got, how many bids were lost on completeness or won with margin left behind. You see that number before committing to anything, and Finance is welcome to pull the calculation apart. Rollout comes after, on the modality and market you pick, measured against a group that isn’t using it.