Sales strategy and PoC development for a medical data business
Turning the value of accumulated medical data into customer value: sales strategy, proposal templates, and offshore demo and PoC development, supported as one engagement.
The challenge
A new category customers struggle to picture
Selling data is new territory, and medical institutions find it hard to picture what they would actually do with the data they receive. Without a concrete picture of improved operations, better decisions or higher revenue, many conversations stop short of an order.
Sales and solution teams short on product grasp and proposal skill
Which institution, opened on which problem, offered which data, and framed how: none of it was organised, so selling ran on individual instinct. Proposals that meet each customer's own problem were hard to make.
No PoC or development capacity to make proposals visible
Words alone rarely carry the value of data use; demo screens and PoCs are what lift the win rate. Yet building several prototypes stretched the available development resource, speed and budget.
