FinListics Case Study: Prospecting Webinar

Customized Webinars for Prospects to Articulate stronger Value Proposition

 Business Issue:

• Solution provider specialized in hospital offerings.
• Traditionally, sellers emphasized feature / function benefits to technical buyer like client CIO.
• Client economic decision-makers like CFO and CAO increasingly required business case with credible logic and good ROI to secure funding.
• Sellers not comfortable with linking solutions to hospital’s business pains and estimating financial benefits.

 FinListics Solutions Customization:

• FinListics worked with solution provider to link offerings to common hospital pains, business processes and activities.
• High-level estimates of financial benefits from solutions were developed to use in marketing efforts and during sales cycle.
• FinListics collaborated with provider to develop and deliver one-hour webinars targeting selected prospects.
• Webinar highlighted hospital industry’s challenges, how solutions helped meet some of these challenges, and potential financial benefits at an industry level.
• At end of webinar, prospects offered an one-on-one hospital-specific assessment of their performance using FinListics Company Summary Report. 

Results:

• Solution provider able to provide and articulate stronger value proposition.
• Significant number of leads generated as result of webinars.