Allscripts' Prescription for Key Account Success
22
-
Upload
revegy-inc -
Category
Sales
-
view
258 -
download
0
Transcript of Allscripts' Prescription for Key Account Success
Allscripts Prescription for Key Account Planning Success
Shad WilliamsDirector & AVP
Tim BramanVP, Corporate Strategy
Agenda
The Allscripts Customer Landscape
Strategic Account Strategy: Goals & Objectives
Why Technology
An Innovative Approach to Account Planning
Lessons Learned
Speakerslogo
Execute across the healthcare continuum
Ambulatory
HospitalsHealth Systems
…
Home HealthLong-Term Care
HospicePrivate Duty
…
PharmaciesLabs
SpecialistsIn- and out-of-network
physiciansYMCA’s…
Physician PracticesClinics…
Acute Post Acute Community
Patient Engagement TechnologiesPortals
Wearable TechPersonalized Medicine
…
Consumer
45K+PHYSICIAN PRACTICES
12M+REFERRALS
180KPHYSICIANS
7.2M+PATIENTS USE PORTAL
2,500HOSPITALS 19K
POST-ACUTE FACIL ITIES
An Open, Connected Community of Health™
Our Customer LandscapeClient base grew heavily through M&A
Growing suite of 30+ solutions meant that client plans were transactional and focused on the department where products are in use
No defined processes or consistency around account planning
Account planning was specific to the geographic region or client department – no consistency
No centralization of plans - lost key documentation when associates left
Unable to mine data – insights weren’t being shared across organization
Variation in formats and processes across teams – no common voice or methodology
Missed out on opportunity to track meaningful activity through sales cycle
Speakerslogo
Technology was the answer…
• Technology is in our DNA!
• We understand the value of technology in automating processes and driving internal consistency and collaboration
• Buy vs. Build – find a solution designed specifically for what we wanted to accomplish without limiting us in terms of flexibility
Speakerslogo
COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Revegy Value Proposition presented to Allscripts
• Visual & Collaborative
• Flexible to enable the ‘Allscripts Way’
• Automate to Focus on Strategy/Tactics, not Data Entry
• Cross Plan Analytics
Copyright © 2013 Allscripts Healthcare Solutions, Inc. 10
Account/Opportunity Planning for Account Owners: AOE Community and Professional Premier Accounts
November 2014
Need for Standardized Account Planning Tool
Creation of the AOE program in late 2013 created a business need for Account Planning tools
Business Need
• More usable and “sales” friendly• Sales process agnostic in order to allow flexibility
• Ability to create whitespace reports and strategic roadmaps directly into the system that can be customized by Sales Teams
• Create more meaningful reports on whitespace and account health/risk based on data inputted directly in the system
• Graphical interpretation of Account relationships that is driven from SFDC data
• Ability to produce client-facing summaries based on data within the Tool
Current State- Salesforce.com
• Not user friendly, not mobile ready• SFDC is a data entry tool that requires customization to meet specific needs
• Difficult to build whitespace, strategic roadmap templates directly in the system (manual files used instead)
• Data is stored in manual files, hard to produce Territory, BU reporting on whitespace, account health/risk
• Contact information is text• Sales/AOEs have to create manual client-facing summaries and are typically lost during associate transition
Tool Selection Process 4 Vendors were invited to participate in the RFP, 2 Vendors moved to the business requirement evaluation phase.
Allscripts Out of the Box Functional Score - Revegy scored 84%, Other vendor scored 68%
Revegy’s Key Benefits:
• Provides a comprehensive solution that can be customized easily for our needs
• Fully Integrated with SFDC as a tool in the Salesforce AppExchange
• User Interface is “Sales friendly”• Enable standardization of SFDC-native Whitespace Reports, Strategic Roadmaps, etc.
• Create standardized client-facing summaries and internal reports
COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
Stakeholder Mapping in Salesforce.com
Relationship/Stakeholder Maps
Map: Strategic Imperatives MapC U S T O M E R L A N D S C A P E
White Space/Heat Maps
Execution/Action Plans
Strategic Engagement Model
19
AOE Operational Excellence Objectives
Lessons Learned
Speakerslogo
Understand your organization’s culture around account planning
ü Focus on methodology FIRST
ü Take steps to be organizationally and technically ready
ü Get management involved
Other world-class SAM organizations using Revegy
