Sales Enablement for the Healthcare Division of a Global Tech Brand
The Healthcare division of one of the major global technology brands and a leader in AI and cognitive computing solutions, was looking to enable sellers with easy to consume content on the data and evidence from various scientific studies that demonstrated the effectiveness of their AI platform to clients.
The healthcare division had grown through acquisitions, and each division was staffed with front line sellers who had limited appreciation of the range of offerings available. The division was losing opportunities to cross-sell and upsell within their clients and needed a program to enable sellers to effectively communicate the value propositions to clients and prospects. In particular, the challenge was to make complex scientific studies accessible in easy-to-understand formats for sales effectiveness.
Approach & Results
The Damo Consulting team was provided with a complete set of abstracts from scientific studies conducted across the globe to demonstrate the effectiveness of AI-enabled recommendation engines, through what is referred to as concordance studies. Working closely with the Chief Scientific Officer, our team gained a detailed knowledge of the studies as well as the compliance processes involved in communicating the study results to prospective clients. Each study was simplified to a set of “talking points” which were then uploaded on an internal site that could be accessed by sellers. The engagement was carried out over a 6-month period and covered over 60 scientific studies.