Solventum
ABM Account Playbook
Prepared For STAR Trade Shows & Events | Date January 2026 |
Table of Contents
1.0 Introduction
This playbook is STAR’s guide for building pipeline and partnerships with Solventum across clinical solutions, oral care, and health information technology. It consolidates business context, buyer priorities, brand posture, and a quarter by quarter execution plan.
Objectives
- Secure 6 to 10 qualified meetings across Infection Prevention, Surgical Solutions, Wound/Skin, Oral Care, and Health IT in North America.
- Generate $500k – $1.2M in first-year program value through clinical education environments, standards-based demos, and modular exhibit systems.
- Position STAR as the preferred experiential partner for two priority workstreams (Infection Prevention education & Health Info workflow).
Methodology
- AI-assisted scan of 200+ data points triangulated with product portfolios, clinical guidelines, regulatory disclosures, and conference calendars.
- Persona modeling by care setting and role, focusing on hands-on practice stations and measurable outcomes.
- Opportunity scoring by value, feasibility, regulatory complexity, and path to decision.
2.0 Account Overview
2.1 Basics & Firmographics
Solventum operates as a global healthcare technology and products company. The portfolio spans operating room and ICU consumables, infection prevention barriers, negative pressure/advanced wound care, oral care materials, and health information coding technology. The company sells into health systems, ambulatory surgery centers (ASCs), dental practices, and payers.
2.3 Business Group Focus
| Lane | Strategic Focus | Target Audience |
|---|---|---|
| Infection Prevention & Surgical | Sterility, barrier performance, perioperative workflow. | IP leaders, perioperative directors, value analysis. |
| Wound & Skin | Advanced wound care, negative pressure, skin integrity. | Wound care nurses, inpatient nursing leadership. |
| Oral Care | Restoratives, adhesives, cementation, clinic workflow. | Dental practice owners, group practices, distributors. |
| Health Information Tech | Coding, clinical documentation integrity (CDI), analytics. | Revenue cycle, HIM leadership, CIO/CTO. |
2.4 Philanthropy
Common themes include patient safety, health equity, skills development for clinicians, and sustainability in healthcare. Packaging reduction, reprocessability, and responsible sourcing are active topics.
3.0 Strategic Initiatives
3.1 2026 Priorities
- Infection prevention and perioperative efficiency with compliance clarity.
- Wound care protocols with measurable healing metrics and LOS impact.
- Oral care productivity and predictability for group practices.
- Health information integrity and automation for coding and CDI.
- Sustainability and packaging reduction with credible lifecycle measures.
- Education and credentialing that change practice behavior.
3.2 Tech & Data Integration
| Integration Target | Application for STAR |
|---|---|
| EHR & Coding Data | Visualization walls for denial reduction and documentation quality. |
| LMS Integration | On-site skills stations with tracked completions. |
| Device Telemetry | Usage logs and protocol adherence linked to KPI counters. |
| Sustainability Data | Packaging and waste reduction counters by product family. |
4.0 Addressable Market
Infection Prevention & Surgical Audience Hospital ORs, Sterile Processing, ASCs. Events AORN, AAMI eXchange, APIC. | Oral Care Audience Private Practices, DSOs, Education Institutions. Events ADA SmileCon, IDS Cologne. | |
Wound & Skin Audience Inpatient, Outpatient Wound Clinics, Home Health. Events SAWC, WOCNext. | Health Information Tech Audience Provider Revenue Cycle, HIM, Clinical Leadership. Events AHIMA, HIMSS. | |
4.2 Key Personas
| Role | Care Abouts | Needs |
|---|---|---|
| Infection Prevention Leader | Compliance, HAIs, Guidelines. | Evidence tables, audits, hands-on technique stations. |
| Perioperative Director | Case flow, turnover, staff training. | Standardized packs, layout simulation, time/motion visuals. |
| Wound Care Nurse Leader | Protocol consistency, outcomes. | Product fit stations, documentation prompts, healing metrics. |
| Dental Practice Owner | Chair time, predictability, remakes. | Technique bays, failure modes visualized, economics/procedure. |
| Revenue Cycle / HIM Leader | Coding accuracy, denials, staffing. | Workflow demos, analytics, integration narratives. |
| Supply Chain / Value Analysis | Total cost, evidence strength. | Comparative claims, peer-reviewed support, contracting data. |
4.3 Competitive Edge
Rivals: Incumbent procedure pack providers, wound therapy firms, dental materials leaders, health IT vendors.
- Evidence and guideline alignment that reduces clinical variation.
- Workflow tools that save minutes and reduce errors.
- Documentation integrity that protects revenue and compliance.
- Packaging and sustainability improvements meeting system goals.
5.0 Brand & Marketing
Solventum positions as a partner that connects proven science to daily practice. The brand balances clinical rigor with approachable training and reliable supply. The narrative is outcomes first, then simplicity, then sustainability.
Safer Care: Observed through correct technique and audit trails. Faster Workflows: Measured with time and motion results. | Healthier Economics: Modeled through LOS, remakes, and denials. Responsible Ops: Counted with packaging and waste reduction. |
2026 Marketing Mix
- Trade Shows: Skills theaters, checklist practice, observed competency.
- Sim Suites: Education suites at customer centers/hospital days.
- Dental Roadshows: DSO training cohorts with standardized kits.
- Health Info Labs: Connecting EHR workflows to coding/CDI analytics.
- Sustainability Showcases: Material timelines and packaging counters.
6.0 Opportunities for STAR
6.2 Five Priority Plays
Format: Guided skills theater, barrier technique, room turnover sim.
Metrics: Competencies recorded, turnover time deltas, value analysis meetings.
Format: Hands-on donning/doffing lane, audit visualization, barrier demos.
Metrics: Audit tool downloads, facility trials, IP director meetings.
Format: Product fit bays, neg-pressure workflow staging, EHR prompts.
Metrics: Protocol adoption pilots, product conversions, doc accuracy commitments.
Format: Two chair-side technique bays, remakes dashboard, economics.
Metrics: DSO cohort signups, remakes reduction pilots, kit orders.
Format: Coding/CDI workflow outtakes, denial scenarios, data stories.
Metrics: RCM leader meetings, sandbox access requests, proof of value.
7.0 Strategic Themes
Value Propositions
| Lane | Value Proposition |
|---|---|
| Infection Prevention | Safer procedures with fewer breaks, faster turns, clearer audits. |
| Wound and Skin | Faster healing and fewer complications through protocol consistency. |
| Oral Care | Fewer remakes and less chair time through predictable materials. |
| Health IT | Stronger documentation and fewer denials through guided analytics. |
Shared Measurement
- Pipeline created (meetings, trials, proposals).
- Behavior shifts (competencies, practice station usage, checklist adoption).
- Business outcomes (time saved, remakes reduced, denial rate impact).
- Brand impact (clinical confidence, message clarity, references).
8.0 Execution Plan
8.1 Targeting
| Tier 1: Corporate/Enterprise | CMO, CNO/Quality, Sustainability/ESG, CIO/CTO. |
| Tier 2: IP & Periop | IP Director, Periop Leadership, Value Analysis, Sterile Processing. |
| Tier 2: Wound & Skin | Wound Program Leaders, Nursing Education, Supply Chain. |
| Tier 2: Oral Care | DSO Clinical Directors, Regional Leads, Distributors. |
| Tier 2: Health IT | VP Revenue Cycle, HIM Director, CDI Leadership, IT Integration. |
8.3 GTM Timeline
| Phase | Key Tasks |
|---|---|
| Jan: Research | Map decision webs. Produce 'Why Now' briefs for IP and Health IT. |
| Feb: Narrative | Create mini eBook (4 versions). Build skills checklists & visual packs. |
| Mar-Apr: Activation | 3-touch sequence. Align with early show node. Offer on-site skills audit. |
| Apr-May: Conversion | Secure one pilot per priority lane. Deliver measurement plan. |
Seller Narrative Hook
"We convert clinical guidance and documentation workflows into hands-on practice and visible results. Whether the audience is a perioperative director focused on turnover time, a wound care team pursuing protocol fidelity, a DSO seeking predictability, or a revenue cycle leader reducing denials, the value is clearest when people can see it and do it. Start with one education day and one show node. We will deliver a Perioperative Turnover Lab, a Wound Protocol Bar, a DSO Productivity Pod, and a Health Information Integrity station, and we will leave with meetings scheduled, pilots in motion, and numbers that leaders can use."