Comments
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For Rauland [Platform Name] Technical/Clinical Design & Implementation Technical Solutions
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@Scott Siekmeier Thanks for the suggestion. This has been a really challenging year. Steven's third bullet really resonates. What I have to offer is not as sophisticated of an approach as employing Roger Martin's strategic choice cascade, but increasing regular and timely communication cannot be understated. Last quarter…
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I look forward to the session! We are experimenting with partner platform sales which have some the following characteristics: Some product backwards compatibility with the legacy system to reduce the up-front costs to existing/loyal customers. This makes it easier for our partners to call on our long-time customers and…
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Absolutely! Customers are demanding more self-service options and less vendor operated product-attached deployment services. We've doubled-down on effective scope writing, clear roles and responsibilities, and have been exploring more virtual collaboration tools which allow us similar touch points at a lower cost. I would…
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We have not seen a decrease in labor rates. I would agree with @Steven Forth. There is still a lot of competition. People who are currently employed (with a high demand skillset) seem uncertain about switching jobs (even for a better role/more pay) right now. We are hearing across our channel partners that open positions…
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We expect them to have both (within our channel) with centrally available resources and support (at the OEM) for more complex solutioning. The complexity of the product itself, the extent of the upfront design/engineering work required, and the ever-changing customer environmental considerations plays a huge factor. Our…
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Thanks Anne! We have a tried and true model by which to measure partner performance for transactional selling activities. What are your recommendations for short & long-term performance metrics (as part of partner management) as we grow our XaaS offerings?
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@Steven - so excited to see this question out there! I'd love to share our experience. As we prepared to launch our first SaaS solution with our healthcare customers, we engaged a national innovation and design firm to educate our team on design-thinking and utilization of some common tools to build out a new customer…
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Great question! Our healthcare customers are establishing new policies for vendors and new guidelines for onsite service delivery. It appears to be very dynamic right now. We have moved to digital as much as we could. I think the challenge remains establishing a new standard model, informed by customer input, that can be…
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Good morning, We did a poll this week with our professional services team which delivers technical and clinical consulting services for our healthcare customers. Here are the interesting results: We have been able to successfully deliver services via digital platforms and we are really driving customers to e-Learning as…
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We are standardizing the technology & tools we use to build digital education solutions. We have increased our subscriptions to the development tools to more roles and supported in-product training (from the provider) and facilitated custom training on our application and use for our customers. There is greater focus on…
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Thank you for the opportunity to participate and exchange ideas with TSIA members! One of my responsibilities is service product development for our organization as we begin our transition to developing and delivering XaaS solutions for our healthcare technology customers. We have a tremendous Systems Integrator channel…