DISCOVERY

In the spirit of sharpening the axe, we start by focusing on the Business of Healthcare versus healthcare benefits. In particular, we’re talking about your business and aligning priorities across your infrastructure, operational and organizational teams. More plainly, we review organizational goals, key strategies to attain those goals, operational process to enable the strategies, key initiatives to support process and external solutions enabled by the end-to-end alignment. We round out the alignment of priorities by taking inventory of every last document, brochure and video available. Yes, that means all fifty (50) PowerPoints will be on our war room walls. We absorb the information from both internal product, marketing and sales points of view as well as channel, competitor and customer points of view.

After clearly framing all stakeholder points of view we’re collectively in a position to categorize capability bundles and the corresponding offers packaged within those capability sets. What’s good? What’s bad? What’s missing? What’s hiding in plain sight?

• What capabilities/offers are clearly differentiated versus your competition?

• What capabilities/offers do you believe are lagging the competition?

• What capabilities/offers are missing?

• What capabilities/offers do you have that are unique, but you don’t realize it?

The final step in the Discovery phase leverages Flagship and stakeholder perspectives for the good, bad and missing, allowing us to complete a detailed problem diagnosis for key opportunities and challenges.

We’re done sharpening the axe, now it’s time to cut down the tree and move to design.

DESIGN

Any recommended action resulting from the discovery process requires integration and collaboration across product, marketing and sales.  Now that we’re equipped to jump from the Problem Space to the Solution Space, we’re ready to design a blueprint.

You wouldn’t build a house without a blueprint and we can’t bring together product, marketing and sales without a blueprint that leverages common language and common frameworks.  Discovery prepared us to recommend solutions with the greatest likelihood of success.

We ask our partners to be ready for hard work and to spend real time looking into the mirror for the good and promising and the not so good and wasted resources. It is only with this work that the future can be shaped in any meaningful way.

We therefore begin by determining the state of customer demand. Sure, having a great idea or product is excellent, but it will ultimately fall flat if there’s no space in the market. Through a series of collaborative tools, we analyze business priorities for each set of potential stakeholders. We identify all possible barriers to market penetration, and in turn select which distribution strategies and channels provide the best chance for success.

Then it’s really time for the fun to start.

Using proven “demand creation” and development techniques, we devise your plan for effective world domination. Or at least, a plan to majorly set you apart from your competitors. This results in a customer-specific solutions map and collaborative outline. We chart your value in healthcare…and maybe even beyond.

PLATFORM DEPLOYMENT

Once the Go-To Market Platform has been established, it’s time to put your capabilities and our platform and process into action. The blueprint contains clear objectives, consistent language, repeatable frameworks and our full project trajectory. Even after doing this for 20 years, we still love putting our GTM platform to work.

These startling facts keep us focused:

• Less than 8% of marketing resources can be directly linked to business results

• Less than 5% of sales managers’ times is spent leading and developing direct reports

• Less than 15% of sales transactions occur without unnecessary or excessive discounting

• Less than 15% of vendors are seen as strategic partners by their customers

• Less than 5% of sales teams practice “live” prior to customer interactions

• Less than 3% of enterprises successfully capture and transfer best sales practices

• Less than 50% of forecasted sales actually close

• Less than 25% of closed sales occur at the revenue and month originally forecasted

A solid platform combined with know-how helps to dramatically impact these all too common realities. Throughout the deployment process, we ensure the alignment of our mutual priorities. We expect you to become more:

We ask our partners to be ready for hard work and to spend real time looking into the mirror for the good and promising and the not so good and wasted resources. It is only with this work that the future can be shaped in any meaningful way.

We therefore begin by determining the state of customer demand. Sure, having a great idea or product is excellent, but it will ultimately fall flat if there’s no space in the market. Through a series of collaborative tools, we analyze business priorities for each set of potential stakeholders. We identify all possible barriers to market penetration, and in turn select which distribution strategies and channels provide the best chance for success.

Then it’s really time for the fun to start.

Using proven “demand creation” and development techniques, we devise your plan for effective world domination. Or at least, a plan to majorly set you apart from your competitors. This results in a customer-specific solutions map and collaborative outline. We chart your value in healthcare…and maybe even beyond.