Tag Archives: outsourced telemarketing

Customer Support And Generating Medical Software Leads For Mobile

B2B Leads, Software Lead Generation, Lead Generator, appointment setting, telemarketing, call centerClosely behind cloud computing trend, you now also have software geared towards mobile. And according to a report by MobiHealth News, the number of medical software applications is just going to keep rising:

 

Based on growth trends, by August 2012 there will be more than 13,000 iPhone health apps available for consumers.”

 

Take note, this not only includes medical software for patients and consumers but also for doctors and other medical professionals. This means that vendors in this new industry need to know who to target for medical software leads.

 

On the other hand, a popular criticism against this new trend is that it gives users a false sense of empowerment. As far as consumers go at least, some experts insist that no mobile application is a replacement for the care and expertise of certified medical professionals.

 

Logically, it makes sense. Reaching the level of a qualified physician is no mean feat. And while developers can create software that delivers accurate information like measurements and statistics, the advanced medical knowledge required to gain deeper insight from that data can take years of schooling and experience.

 

Instead of contesting the role of empowering patients, perhaps it would be best to focus on empowering the physicians first. Given that, vendors of B2B mobile medical applications need to execute proper B2B marketing strategies as well as adequate customer support in order attract enough interest from them.

 

Marketing

 

  • Healthcare Events – You don’t necessarily have to organize one yourself. You can also join any upcoming convention or trade show to demonstrate your applications live. Events can be a nice way to meet with potential prospects in person. Be sure to make a good impression and prepare any necessary marketing materials beforehand.

 

  • Telemarketing – You don’t necessarily have to try and sell directly over the phone (far from it). One of the advantages of telemarketing is that you can actually control the length of your message in relation to a prospect’s interest. Ask first a question pertaining to mobile and if the response is positive, point them to your website. Think of it as another way to direct traffic.

 

  • Email Marketing – If you don’t like to be too disruptive, you can try email marketing to direct traffic instead. Make sure the subject line isn’t too cut-and-dry and avoid being marked by spam filters. Content should also be informative but a light read at the same time.

 

Customer Support

 

  • Call Center – Since doctors can be busy people and applications can be virtually acquired from anywhere, you need to make sure they can contact you quickly and generate a response quickly. Telephone calls still allow for both.

 

  • Ticket Systems – Some people feel that a problem needs to be explained in detail and in text. Details are good though and reviewing the online tickets filed by customers can help get a more in-depth look at the problem if something goes wrong.

 

  • Appointment Setting – Appointments can scheduled for various purposes beyond software lead generation and making sales. You can use it to meet with current clients to discuss more complicated problems. You can even use it to discuss specific customizations that they’d been wanting to add.

 

At this point, it should be noted that customer service and marketing are both interconnected. The mediums used in one is most often also used by the other. Marketing raises expectations for customer service while customer service will affect your image for future marketing. This means thatboth should be considered if you want to generate and maintain interest in the relatively new market of mobile medical technology.

Turn Current ERP Clients Into Cloud Computing Leads (But Only If They’re Ready!)

Software Sales LeadsAs you may have heard, many big-names in the tech world are slowly making their way into the cloud and foreshadowing heavy competition. Like some of them however, you may have already felt the change in the winds and have started to lift up a version of your previous, on-premise system into the cloud. Now all you need is to start generating cloud computing leads.

 

But wait, since this is a new market and the competition is just starting to come in, new challenges are bound to surface. Finding new leads might be hard because companies are still trying to familiarize with not only the benefits but also the risks that come with using cloud-based software for their business processes. As a new cloud-based provider yourself, you need to be careful about approaching those who are still using on-premise systems. While it does sound like the cloud can give you an edge over competitors who still market those systems, they might be hesitant if you just appear out of the blue.

 

On the other hand, you might just have a better chance if you start turning your own clients first into cloud computing leads. You’ve already developed a cloud-based version of your software. Now it’s time you took your current client’s software into the cloud too.

 

Make no mistake, this doesn’t mean they’re not ready either. You still have to be careful. Still, the advantage is they’re already clients. They won’t be as surprised when you approach them. All you need to do is to ask yourself the following questions before approaching them.

 

  • How satisfied are they with your software?– Obviously, if even your traditional, on-premise system isn’t serving them as well as both of you had hoped, then how will the cloud be any better? Careful now, that question can become a double-edged sword. Maybe your cloud is better or maybe they’d first have their on-premise system improved in the same way you improved things in the cloud before considering it. Either way, you need to make sure your enterprise software solution is at least satisfactory.
  • How have you handled complaints and inquiries so far? – In other words, how good is your customer service? This is an age-old question but so is the relationship between marketing and customer relations. If you’re not there to help your customers during times of need, then how will shifting to the cloud give you more reason to do better?
  • Do they like your software but also wish it cost less? – A popular selling point among cloud-computing marketers is low costs. It may not always be the main concern but in this case, this would be a good time to say that your cloud-based software has the cost advantage over your previous products.
  • Are they looking to shift more responsibility to the cloud? – Another advantage of the cloud is having to devote fewer resources to technical maintenance. That responsibility will be shifted to you, the provider. However, not all businesses are willing to turn over that responsibility (even your current clients). Major (and tricky) issues like compliance are just some of the reasons. Properly using ERP software can be a hassle for both the vendor and the client but there are times when the latter likes to learn instead of giving up responsibility.

 

All these questions can be answered if you know how to gather information that indicates that your clients are ready. For a start, you can outsource telemarketing to do a quick survey or improve your customer service to acquire more information.

Some Basic Tips To Cut Costs Of Both EMR and EMR Leads

Software Leads

Cutting costs for the generation of EMR leads is a must nowadays.

Last week, Businessweek published a report announcing that SAIC is to buy maxIT Healthcare Holdings Inc., a healthcare IT company that possesses a wide variety of medical technology and has served over 600 hospitals in the United States and Canada:

 

SAIC, a scientific, engineering and technology applications company based in McLean, Va., said late Tuesday maxIT provides a wide variety of IT services to the health care industry including planning, electronic record implementation and management consulting.”

 

Seeing as how SAIC also has ties to several defense and security departments of the U.S. government, it only goes to show how much value there is in integrating healthcare with IT and other new forms of software technology. It also goes to show how it’s becoming more critical to use such technology in order to drive back the costs of healthcare:

 

SAIC said the combination will allow it to provide better service to health care providers, by helping them cut costs, use their data better and improve patient care.”

 

Sadly, the only way such cuts in costs can be achieved is through maximized use of the technology. Today, many physicians and other institutions still have trouble figuring out just that: what it means to meaningfully use medical software.

 

Setting that aside for a moment, it’s easy to see that no matter drives up these costs, the costs of healthcare has been a major concern in American politics. If you’re a healthcare software vendor, there’s no doubt that you’ve already heard some of the ways to help drive those costs down:

 

  • Meaningful Use – As stated before, educating a prospect on the importance of meaningful use is the key to unlocking the cost-saving power of technologies like EMR. Misusing EMR actually adds to the costs but proper usage and improved working processes will definitely accomplish the opposite.
  • Streamlining – The point of the technology itself is to cut the costs of lengthy processes and the acquisition of critical data. Please know that even a lengthy waiting period can kill patients if you don’t find ways to speed up time-consuming procedures.
  • Outsourcing Non-Core Functions – This might sound unlikely but it still makes sense. If you can save up on non-core processes that raise up the costs for your own business, then it’s another way to help lower the overall price of your EMR system. For instance, if you’re focused on educating prospects via scheduled appointments, then try using outsourced telemarketing to invite prospects instead of building up your own call center.

 

As you can see, what all three have in common is that they can directly affect costs by cutting back on the factors which contribute to them. Educating prospects can help them save time and therefore money when they effectively use things like EMR. The EMR system itself should naturally support such meaningful use and speed up time-consuming processes. And finally, even while you’re still struggling to achieve the other two, you can at least cut costs for yourself and outsource non-core functions like software appointment setting. And the more costs are cut, the closer you are to achieving the goal of more affordable health care.

ERP Software – Cloud Computing Currently Ahead

B2B Lead GenerationIt seems that despite the past disasters that have compromised the cloud, this new industry is still leaving its mark on the competition. In this article from Network World, statistics show that an increased spending in favor of the cloud is outrunning spending on IT overall:

 

Cloud computing is expected to grow 19% in 2012, becoming a $109 billion industry compared to a $91 billion market last year. By 2016, it’s expected to be a $207 billion industry, according to Anderson’s latest findings. That compares to the 3% growth expected in the overall global IT market. While it’s true that the $109 billion cloud market represents just a 3% chunk of the overall $3.6 trillion spent on IT globally, Anderson says it’s still responsible, in part, for a slowdown in growth for traditional on-premise hardware and software sales. ”

 

Now whether you’re offering a cloud-based version of your enterprise software solution or are still banking your sales on continued on-premise delivery model, this recent update should give everyone a reason to speed up their lead generation services.

 

Cloud-based Software

 

This increase in spending is an indication that the market is growing more promising for cloud-based software services. Regardless, you shouldn’t turn a blind eye to the challenges that are currently being faced by cloud-based software companies. Aside from the vulnerability of the infrastructure (due to storms and power outages), an even bigger threat is cyber crime. Given that there are major breaches even for web giants like Yahoo!, hackers and online criminals remain a popular cause of hesitation among software prospects. Be prepared to inform your clients (as well as potential clients) about the current status of your cloud-based system. Set appointments or use outsourced telemarketing to send out advisories that will recommend courses of action they can take in case of downtime or serious breaches in security. The market might have more potential in yielding cloud computing leads but don’t underestimate the opposition.

 

On-premise Software

 

All is not lost. While cloud-based software is gaining, the report also indicates that it’s merely 3% of total spending on IT. However, you shouldn’t waste any more time. You can either start developing cloud-based alternatives to your own software or you could also use the challenges as a basis to develop entirely new solutions (e.g. like a means to back up data lost on the cloud or additional security features). You still have a chance to catch up. Stay in tune for any updates on the cloud computing industry and use the information gained for your lead generation and marketing campaigns.

 

Either way, it’s clear that cloud computing is driving a change in the IT industry. As far as marketing is concerned at least, this is something everyone should have a stake in. As a matter of fact, despite how promising the market is for cloud-based companies, they still have to compete with each other. Furthermore, on-premise software companies are either shifting to the cloud themselves or are looking to cover for the current vulnerabilities in the cloud. The race is still on and change like this can only mean more reason for everyone to keep up!

Quickly Seek SCM Leads Elsewhere When Your Target Region Is Losing Interest

 Appointment Setting

A popular notion about the Chinese market is that manufacturing is it’s key to competitiveness. Well, as of this recent HBR study, it appears that this notion is in fact a myth:

 

“A quick look at the top rankers reveals that success for many came from actively pursuing an international strategy — 19 of the leaders in the top 50 ranking have done so. For example, the #2 in our ranking — Mr. Wang Dongming, Chairman of Citic Securities, the top firm in China’s securities market — used international diversification to reduce the risk of a potential slow-down in China. Likewise, the #3 leader, Ms. Dong Mingzhu, of air-conditioning company Gree Electric Appliances saw the global downturn as a “golden chance for overseas customers to recognize that they can pay less for the best quality machines.” Her strategy consisted of internationalizing Gree’s brands, not merely setting up plants all over the world.”

 

International diversification does necessarily involve SCM. Statistics like this could only point to a China that is no longer entirely dependent on manufacturing for growth. This decrease in priority could be mean that it may no longer be a suitable market for SCM software. Maintaining focus on such a market might no longer be a wise course of action for the following reasons:

 

  • Fewer Leads – Waiting for this sign already has debilitating effects on your sales. If you continue to make a drying region a primary target, then you’re more or less putting all your bets on a goose that’s laying fewer and fewer golden eggs. 
  • Lost Time – As the leads come fewer and farther in between, you end up investing more time than necessary in generating them. This could’ve been time spent seeking out a new market or even making leads out of it. 
  • Lost Opportunities – While you’re still trying to drain every last drop of software leads out of an increasingly parched watering hole, your competitors are moving ahead and pursuing leads in a new market. These same leads could’ve been pursued by you had you chosen to act early.

 

Fortunately, knowing these signs should enable you to act quickly in response. Be aware of things like changing economic and political factors. These in turn could spark a chain of events that will eventually lead to a more or less desirable market for SCM software solutions. Your awareness shouldn’t be just limited to one country as well. Be aware of global events and quickly identify the right market to pursue. In this case, the changes in China’s local manufacturing industry have prompted many companies to consider reshoring (the U.S. for example).

 

Now in case you might insist that you’d rather play it safe and continue seeking out leads as well as new markets, don’t be too eager to expend so much money in the process. Try outsourcing a lead generation company for either one or the other. That way you can at least have eyes and ears where they need to be in light of any changes in the international market.

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