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Case Study: Prosoft
When Chris O'Reilly, Director of Sales and Business Development for ProSoft,
a leading provider of software solutions to the healthcare market, needed to
connect with prospects and customers in a timely manner, he contacted Mac +
Lee.
The market for ProSoft's solutions is highly saturated so Chris knew he needed a clearly defined strategy and seasoned sales people to speak with his prospects.
"ProSoft wanted to communicate some recent developments in our software suite that directly address one of the major changes affecting health plans today - Patient Centered Medical Home. We needed to reach a large audience in a timely manner. But more importantly, we needed a team with the ability to speak fluidly about our solution when engaging in conversation - this was definitely not 'scripted calling,'" says O'Reilly.
Mac + Lee's team worked closely with ProSoft in a strategy session to examine the current market conditions, discuss the current sales cycle, target audience, marketing collateral, lists and service offering. The information from this session helped Mac + Lee to create effective messaging and positioning and to design a campaign that would effectively reach 250+ health plans. Three webinar events were planned - one for customers and two for prospects.
Through the course of the 8-week campaign, Mac + Lee reached out to 250+ health plans across the country. The Mac + Lee team was able to get 15% of these organizations to attend the webinars, and in addition, uncovered several prospects expressing an immediate interest in the newly evolved software. ProSoft's sales team is following up on these "A" leads.
Said Chris, "We couldn't be happier with the results from the campaign. The news of ProSoft's newly revised product suite has reached the right audience at the right time. We are currently working with these organizations to bring them further along the sales cycle."