Market entry strategies, launch and acquisition of new revenue through partnerships is discussed for cloud based technology platform providing healthcare solutions, IT outsourcing and consulting to remote/rural markets.

1. Contact: ©2014 Client Success Group
Bill Ezell, Founder, owner Inland Northwest – Silicon Valley and Beyond
Cell 408 807 0917 www.clientsuccessgroup.com
bezell@clientsuccessgroup.com www.linkedin.com/in/billezell
Client Success Group
Overview
Health and wellness care to remote and rural organizations and clinics.
Markets
Rural & Community Hospitals
Clinical Provider Services
Wellness Provider Services
Applications
- Cloud services platform
- Data and integration support
- Application and hosting support
- Telemedicine, eHealth
Profile
- One of largest providers
- Clients are largest organizations serving rural markets
- Security, telecoms and mobile expertise
Keys to Revenue Acceleration – Our Focus
Market: Value proposition weak or market timing off
Business Model: Customer acquisition costs under-estimated
Strategies: Failure to uniquely differentiate your company and offering to answer the question, “Why is your business exceptional?” and “Why should I buy from you?”
Management Team: lacks execution and customer acquisition experience.
Finance: Lack of cash needed to reach milestone(s)
Product & MVP: Not aligned to buyer’s needs.
Case Study: Expanding Healthcare to Remote & Rural Markets
Situation
A leading provider of quality Healthcare IT services for the rural and community markets is experiencing exceptional growth in their target markets. They are the primary provider of healthcare and IT services for one of the largest community healthcare organizations in the country and are present in 82 data centers.
Needed was way to continue growth through expansion of strategic partnerships, applications and services. Further, the company desired to achieve these goals without significant increase in budget or resources.
Solution
After an assessment of their current portfolio, we began discussions around adding applications that enhance their current portfolio, both performance and value.
We began working with one of our partners who specializes in the rapid acceleration of innovative technology into established enterprises. Within 5 weeks we’d identified several healthcare and wellness products we felt were a great fit to their existing portfolio, two already added and in their channels.
In addition, CSG has identified three additional healthcare solutions well suited for distribution which significantly increased their exposure to qualified markets and buyers.
The Five Essentials for Launch and Expansion
1. Planning: What are we trying to accomplish and how will it be measured?
2. Vision & Strategy: How will you enter the market? Why are you exceptional? How do you want to be perceived by your markets and customers? Competitors?
3. Readiness Assessment: Do you have resources and budget to achieve GTM?
4. Segments & Targets: Have you changed the rules to create new markets or minimize competition? Is your messaging compelling and aligned to your buyer’s requirements? Is your offering aligned to your buyer’s requirements? Do you have metrics to measure business value received?
5. Go to market & Product Launch: Defined milestones? Is your sales process aligned to buyer requirements? How do you know? Are your channels defined and in place? Do you have metrics for market/customer adoption?