Business Issue
Following strategic investments by KUKA AG and Midea Group in multiple healthcare technology companies—including Swisslog Healthcare, PipelineRx, and Savioke (now Relay Robots)—executive leadership tasked Andy Strunk with demonstrating a strong return on these investments.
To maintain and enhance board confidence and support, Swisslog Healthcare required a unified product strategy that would integrate software and robotics into a scalable, revenue-generating solution for health systems.
Action Taken
To maximize the value of the post-investment portfolio, Mr. Strunk conducted a comprehensive evaluation of all products across Swisslog Healthcare’s operating companies, under the direction of the CEO, leading to the development of a Meds-To-Beds program that streamlined inpatient medication delivery.
- Strategic Product Development & Investment Pitch: Developed a Market Requirements Document (MRD) and successfully pitched the Meds-To-Beds program in a stage-gate process to secure early-stage funding for product development.
- ROI Analysis & Business Case Development: Conducted primary market research, academic literature reviews, and SME interviews to quantify ROI, demonstrating the accretive potential of integrating software, inventory management, telepharmacy consultation, and bedside delivery robots.
- Executive-Level Stakeholder Buy-In: Presented the Meds-To-Beds showcase project to Midea Group’s Chairman and executive leadership, reinforcing the strategic value of the acquisitions and their integration into a novel, revenue-generating solution.
- Market Penetration & Sales Execution: Negotiated and secured pilot program agreements with executives from large health systems and executed contracts that included data collection rights, enabling the development of quantitative case studies and ROI tools for commercial sales enablement.
At Swisslog Healthcare (SLHC), one of Andy’s most impressive accomplishments was leading the development of the Meds-To-Beds solution, which integrated SLHC’s medication tracking software, Savioke’s robotic delivery system, and PipelineRx’s telepharmacy services. Andy’s leadership was instrumental in guiding the concept through SLHC’s rigorous stage-gate process, securing funding, and establishing a pilot program by successfully negotiating with health system leaders. He led the pilot program with precision, collecting evidence that informed the development of an ROI tool—a vital resource for sales enablement.
If your organization is seeking a leader who can innovate, build cross-functional partnerships, and deliver measurable business outcomes, I highly recommend reaching out to Andy. His ability to lead from concept to execution is truly remarkable, and I have no doubt he will bring tremendous value to your business.
Cory Kwarta
CEO, Swisslog Healthcare
Impact Delivered
Swisslog Healthcare successfully transitioned from investment realization to sustainable revenue growth, increasing enterprise value and demonstrating post-acquisition success:
- Introduced a new recurring revenue SKU, expanding Swisslog Healthcare’s business model beyond traditional capital sales.
- Validated the investment thesis for KUKA AG and Midea Group, strengthening board and executive confidence in the long-term potential of their acquisitions.
- Expanded market adoption, securing pilot contracts and leveraging data-driven case studies to accelerate commercial sales efforts.
By successfully navigating post-investment integration, product innovation, and commercialization, Swisslog Healthcare capitalized on its strategic investments and established a scalable, revenue-generating solution. This case demonstrates how companies can leverage consulting expertise to drive post-investment growth, align teams, and maximize corporate investment returns.
