Learn About Health Cloud for Med Tech Sales
After completing this unit, you’ll be able to:
Explain why med tech companies need Health Cloud.
Learn how the provider data model visualizes provider relationships.
The Importance of Health Cloud for Med Tech Sales
The world is undergoing a digital revolution and that has paved the way for new medical innovation. Surgeries have become less invasive and faster, which means an increase in the number of procedures. To meet this demand, med tech companies must help their sales reps sell more and better with decreased facetime. But the challenges that sales reps face are huge.
Look at Leroy John, a sales rep at Vance Laboratories, a med tech company. His job provides a number of challenges and pain points. Here are a few of them.
He’s always expected to have information about products on hand.
He has to manage the personal scheduling of visits with customers.
He needs to have visibility into existing products at an account.
He must be able to filter accounts based on ordering patterns, for instance accounts that have Product A but have not ordered Product B.
He needs to offer recommendations on best products to up-sell. While planning a visit to his clients, he must get up to speed when it comes to knowledge of his inventory.
To tackle these challenges, Leroy needs the help of a CRM built for life sciences, and that’s exactly what Health Cloud provides.
Health Cloud connects patients, providers, and partners, allowing companies to unlock the power of data and leverage AI and automation to sell faster and better. It also helps sales reps keep track of product data, inventory, availability, and location, and gives them access to this information on any device while on the go.
Use the Provider Data Model
The medical field is massive, and if sales reps like Leroy don’t have information about their targeted providers, selling products could become an even more complicated task. For Leroy to make profitable sales and increase his sales orders he needs to be in touch with the right customers. This is where the Health Cloud provider data model comes in.
Through this model, sales reps can find the right information about a provider, their affiliations and specialities. For instance, Vance Laboratories manufactures pacemakers, among other things. If Leroy wants to sell them, he needs to be armed with information about his target market.
The provider data model helps him understand all the details about cardiologists at the StayHealthy Hospital, such as the number of surgeries they’ve done. Using this model, he can find the right doctors for his products, visualize their data, and be well-informed before he goes to meet them. This empowers him by helping him understand providers better and get an idea of what they need so he can talk to them in an efficient manner and sell more successfully.
An advantage of this model is that it’s highly flexible. You can add additional custom objects and fields to surface the data you need, such as the number of surgeries done by the provider, the kinds of surgery performed, and more.
The provider management data model represents practitioners, facilities, physician relationships, specialties, and organizational hierarchy for a network of providers. Look at what else it covers.
Physician and organization affiliations, such as hospitals where the physician has attending or admitting privileges.
Practicing locations and specialties offered by a practitioner at a location.
Practice administrators for healthcare facilities.
Operating hours for facilities or practitioner’s hours at a particular facility.
Practitioner license, education, board certifications, awards, and accreditation information.
Now that you have an idea of how the provider data model works, move on to the next unit to learn about how intelligent sales for Health Cloud, sales agreements, and forecasting help sales reps perform better.