Product Naming

Product Naming

Challenge

The problem in a nutshell: stagnant sales from the market leader and inventors of a revolutionary knotless tissue closure technology.  The Matchstick Group started by conducting VOC research to determine why. What became clear from our interviews was that in order to reach the ‘tipping point’ the brand would need to transition from the ground up in developing a solution.

Objective

Increase brand penetration by determining which aspects of Quill™ motivated the early majority segment and then refine the campaign based on those findings.

Strategy

Create a relevant message for a new target - the early majority. This pragmatic segment is more risk averse than early adoptors and they respond to proof. They like case studies, best practices, data, and peer-to-peer references. SSC needed to walk away from the breakthrough and transformation messages to communicate convincing evidence that the Quill™ represented a clear advantage to traditional sutures.

Execution

The Quill Device website was the first communications channel to receive a refresh. A new, bolder creative look that made use of the primary branding

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Surgical Specialties Corporation Brand Architecture

Surgical Specialties Corporation Brand Architecture

Challenge

Surgical Specialties Corporation, formerly Angiotech, was a perfect storm of company growth, corporate reorganization, decades of branded product acquisition, and newly established branding among flagship products. Hospital administrators did not relate to the SSC brand and few made the connection between products they had been using all along and the new company identity.

Objective

Define and communicate corporate as well as umbrella and family brands to create a modern, streamlined, synergistic brand architecture to reflect the new SSC corporate identity while retaining the equity of its legacy. This would be a complete branding overhaul organizationally and creatively.

Strategy

Identify and unify three major family brands under the new Surgical Specialties Corporation brand: The Quill™ Knotless Tissue Device; BioSentry™; and SSC sutures, knives, needles, and related surgical products. Bring the branded legacy products into conformity with the new branding. Launch a new Website to introduce the corporate and individual brands.

Execution

The Matchstick Group along with our digital partners at New Haircut created a new look and feel for the organization. Old assets work together by combining the new SSC branding with their familiar and established identities. Leadership brands stand out boldly. The family brands and sub brand work together in hierarchy, structure, and importance. From logo to layout, to digital execution the identity is clean, clinical, fresh, and inviting.

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SABER

SABER

Challenge

The Cordis team was looking to launch a new PTA balloon catheter into a crowded competitive marketplace. But this wasn’t just any product launch. It was one of three new product launches that year (after a bit of a drought) that served as an opportunity for Cordis to draw a line in the sand and retake their position as an innovator and leader in the endovascular space. So it needed to be BIG!

Objective

Create the perception among internal and external stakeholders that SABER was a high-performing PTA Dilation Catheter that was sure to become the new gold standard.

Strategy

Define a differentiated positioning for the product and build a brand that the team - and their customers could become passionate about.

Execution

We started at the top with SABER defining the brand’s positioning as the balloon that delivered more - more performance, more durability and more sizes to enable physicians to treat more patients. The Matchstick Group spun that out into packaging, printed promotional materials, a series of internal campaigns and with our app development team at LifeScience Media, an HTML5 app with interactive portfolio matrix. The launch of the product was so successful and the branding so well defined that the team is leveraging the new equity to build an entire line of extension and complimentary products around it.

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Biosentry

Biosentry

Challenge

Surgical Specialties Corporation was bringing a new product to market that would revolutionize the way interventional radiologists (IRs) thought of pneumothorax caused by percutaneous lung biopsy. However IRs didn’t really want to talk about the issues of pneumothorax and certainly didn’t want to admit that a pneumothorax happened in up to 10% of their cases

Objective

Define a new category AND overcome the perception that pneumothorax was not an issue and find a way to break down the barriers of communication

Strategy

Define new brand language and unique lexicon that spoke not about treating a pneumothorax but about protecting patients from one

Execution

We started with market research - spending time talking to IRs about some of the issues, fears and situations that they faced every day when performing percutaneous lung biopsies. We uncovered the relevant insight that these physicians hated the idea that they might cause a pneumothorax in a patient when what they really wanted to do was to protect them. From there, we developed a unique brand position in the market, executed a compelling creative campaign and rolled that out across multiple channels. The first of which was a product animation that not just showcased the product features, but really sold the overall value proposition.

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