- Industry: Healthcare, Technology
- Location: USA
Several hospitals and healthcare facilities in the United States currently avail of the Client’s software services, which include NLP-based computer-assisted coding (CAC), clinical documentation improvement (CDI), compliance auditing, and analytics solutions. The Client’s other services are medical coding, transcription, and revenue cycle management.
Because of a sales cycle that regularly lasts for more than six months, the Client has made a routine of hiring out initial prospecting activities to third-party agencies. The Client has also decided to put its in-house sales team to work on nurturing and following up qualified opportunities and let the third-party agency take care of cold outreach.
However, the Client has not yet found an agency that satisfactorily handled its series of marketing initiatives designed to support its recent refocus and product rollout. Its earlier partnerships have had mixed results, which contained several issues, which were:
- Prospect lists still needing further profiling and updating
- Lack of time dedicated to product knowledge training
- Too many no-show appointments
- Lack of proper vetting and qualification for several appointments
The Client was forced to reassign a sizable part of the prospecting work to its in-house sales team, which also netted unsatisfactory results. Their appointments fell to 4-6 per month. The number of proposals sent also dropped.
With these results, the Client realized that outsourcing to third-party agencies made the most business sense. They just had to make sure to partner with an agency that was able to devote equal attention to securing enough quality sales opportunities.