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E-Health Cloud Service
Transcript of E-Health Cloud Service
Strategy EWS Telemedicine service features Cloud Benefits - Can be Cost Effective - Makes Healthcare Efficient Matrix Partners preso! Harvard Business Review How to lower the cost of enterprise sales? e_Health cloud service What we offer Marketing strategy Why our service E-Health Cloud
Service High Level overview Conclusion Preview of our service Use the latest in asynchronous and online sales tools The Cost to Acquire a Customer (CAC) exceeds the Life Time Value (LTV) a customer brings us. This is my third go-around selling to large enterprises, SkyStream, Kontiki and now Qumu.
I like to explain to you the problem the way I see it, the changes I suggest to avoid making the same mistake again. and Travels to Clients Travels to clients to get to know them
Build report over lunch, dinner & golf events
Uses Social Media to find new leads
Closes deals face-to-face to relay commitment Single Point of contact
(SPOC) ` Marketing Plan Lead Gen Plan leads to leads to SlideRocket a-synchronous selling tool LinkedIn as a Sales Tool EchoSign - eSignatures for contracts Step 4: Implement a weekly training program Training: Coach your team! Organize like a sports team Provocative Meeting Prep Story Telling Using Prezi One Hour per week Skills: The Best and the Rest Tools Skills Methodology Skills (vs. annual 3-day training) Ryals and Davies identified 8 types of salespeople of which only 3 were consistently effective. The Effective Minority Meeting Preparation
Presentation & Rapport
The Sales Pitch
Rising to the Challenge WHAT EXPERTS DO BEST These are the skills that we must teach ! Visualization of the effective minority shows the corresponding behaviors of the most effective salespeople. Experts (9%) are good at all 7 skills. Consultants (15%) listen well and are good problem solvers. and Closers (13%) can pull off a big product sale, but their smooth-talking style does not work as well for selling services Experts! Methodology Training Tools Hire and develop along Web-Selling Skills Organize Skills Consultative with Provocative approach Latest in asynchronous selling tools Weekly training sessions with coach Flat/Sport team like organization, compensated on Logo, Use and Seats Most corporations get stuck at 100-300 customers Step 2: Hire along new Skills Customer Success Driven Step 3 - Re-organize in a new structure & RainKing - Get to the right prospects Most corporations get stuck at 100-300 customers Qvidian - Sales Playbooks Box - Hosting key documents Electronic Health Record EHR Telemedicin EWS Business
Structure Security Solution Trusted Virtual Domain (TVD) Promotions Features of E-health Cloud Service Marketing Strategy Business Structure Questions ? - Allows for Better Patient Care Flexibility
Reusability multi-domain environments same physical, different service and application security authority Interface Services layer
- Medication Prescriptions
- Health Insurance
- Immunization Chart.
- Specialist Results e.g. Cardiologist.
- Appointments and recalls.
- Billing records.