Client Profile

This client offers a turnkey care management application consisting of web-based out-of-the-box content and process management application consisting of a wide variety of modules designed to effectively manage workflow and business processes. They have been in business for 25+ years and have numerous customers including 23 Blues plans across the country as well as several life insurance plans, AAA and Sun Life Financial. They are a Premier Business Partner with IBM and a Gold Certified Partner with Microsoft.

Challenge

The CEO of this company originally asked Envision to help augment their sales and marketing efforts around its core product, a disability case management solution built on the IBM platform. He asked us to work with their internal marketing coordinator to refine messaging, update collateral and create a sales expansion plan.

Envision quickly observed and participated in a product demo. We observed that their solution would be an excellent fit to automate, integrate, and modernize health plan care management operations. They had previously considered entering into this market but did not know how to execute an implementation plan.

Solution

Envision Health conducted a thorough discovery process during which we performed a SWOT analysis and a detailed competitive assessment of leading care management solutions. In addition, we assembled a team of industry experts experienced in information technology, healthcare research, interoperability, predictive analytics and clinical consulting that provided comprehensive market validation of this proposed new solution.

Envision provided valuable insights based on years of actual experience using competitive care management solutions. Utilizing a “storytelling” approach that incorporates real-life scenarios woven into a narrative that captures the imagination of the audience without seeming like an overt sales pitch we were able to gain significant traction with IPD’s prospects.

Results

Envisions role continued to evolve and we served as care management practice Leaders on behalf of our client to generate, nurture and close sales. We helped build the clinical framework for the product, support client demos, refine product messaging and collateral, update the website, build a targeted prospect database and host a webinar featuring the partnership between our client and IBM.