About Motility COunt
Industry: MedTech, Fertility Devices
Use Case: Content Sharing, Partner Training, Deal Management
Effect: Better control of content sharing and more accurate deal forecasting
Hi Mogens! Tell us a little bit about MotilityCount.
We are MotilityCount ApS. We stated in 2011 as a small Danish start-up and now, 15 years later, I think we’d call ourselves a scale-up. We make medical devices for the fertility industry and have two main products. One is for home testing of sperm quality and that allows men to test whether they can make a woman pregnant without going to a clinic. We also have another product that we are now launching in fertility clinics, which helps couples who have not yet gotten a baby the natural way.
Interesting. Can you tell us a little bit more about your Go-To-Market tactic? If we understand it correctly you’re in Denmark but scaling globally?
Yes, we’re scaling to the world. First of all because Denmark is a small country with only around 6 million people. So, we have to go out to the world and now we are in around 30 countries with our sperm-quality test. With the SwimCount™ Harvester, which is our latest product, we are in almost 24 countries because there’s such a big demand.
We’re now in Japan, the US and the Middle East. We’re in Europe and all Nordic countries. But I think there are around 200 countries in the world so there’s still room to grow.
Exciting. And you do this through distributors? Have you faced any challenges related to this?
Yes, and back in the day we had a lot of challenges – for example when it came to sharing knowledge with distributors. We didn’t know better, so we used Dropbox. It took a lot of time to get people on board. Now, we use SP_CE which we’re very pleased with. The onboarding process is much faster, much safer, and distributors can be up and running in no time. We can even find out whether they are making use of the material. It’s so fantastic. SP_CE really helps us punch above our weight and we’re very, very pleased.
That’s great to hear. And if you look to the future, what’s the most important thing to get distributors to do?
So, we need to make sure that we have the right forecast, that we have the products ready at the right time. And one way of doing this is that we get the orders, the notice, so that we can produce and deliver.
Together with SP_CE, we’ve now developed a way for distributors to do this: they actually type their forecasts into SP_CE and give us a way to see exactly when they do it. This is very, very important.
Speaking of your collaboration with the SP CE team, how has the implementation process been?
It’s not a secret that took a long time for us to finally make the decision to go with SP_CE, and you have been ever so kind and patient. We were not there yet, but then we got to a point when we said “forget about Dropbox”. I mean, we still use it for internal things but when it comes to the outside world it’s not at all very easy to use. For example, when we want to update material, which we do all the time, SP_CE is much easier. We don’t have to update in 30 different places anymore: we do it in one place and it cascades down to every distributor.
The SP_CE onboarding was also very nice. You have given us everything we need to really understand how to get our team and distributors up and running with SP_CE. For example, we recently had a case in the US where a distributor needed, not 1 or 2 people to have access to material but around 7. It was so easy for us to add their email addresses, click done and give them access. And we could see who had been looking at the material, who had been using it, so we didn’t have to worry about a thing.
That’s an amazing feeling. Is there anything else you want to share? Anything that could be better with SP_CE?
I don’t think I can come up with any critique, I’m sorry about that. And I don’t think we’ll have any either.
