Questions

Our target customer is hospital systems for our remote monitoring software, with many interested in pipeline, how do we close short term paid pilots?

We are starting to see significant interest from hospitals in doing clinical research studies with our behavior change remote monitoring software. We'd like close these small research pilots to continue self funding before an angel raise. Best tips to close interested enterprise prospects remotely without travel? It is a pure software product, with detailed plan to implement among patient populations?

3answers

You need to fully understand marketing to hospitals, the FDA, and how clinical trial management works. I would highly recommend finding a local friend/advisor/investor/etc. who is a doctor involved in clinical trials or better yet a clinical trial manager. There are a lot of hoops to get a clinical trial underway and you want to make this as easy as possible and put on paper and give to prospects up front how you have already cleared all the paths and made this a low risk trial.

Of particular concern will be your strategies around HIPAA compliance and how your store patient identified and de-identified data. How does what you are doing compare to software systems that are already FDA approved? Do you interface with all the main electronic heard record and other systems?

I have some friends in the clinical informatics space. These are the types of people you need on your advisory board.

Feel free to call or contact me.


Answered 5 years ago

There are a couple of ways to do this. First off you need to schedule a time to have a "live demo" of the software. Make sure during this demo you have real world applications they can see right away.

Make sure this live demo is a video chat with your best rep you have in the office. I am assuming the software has a nice price tag to it so make sure it is a non pressure presentation. Show off the software and make sure that you answer questions quickly. The demo should follow their needs so start it off by asking what they want to use the software for.

You will grow quickly with live demos. Any high dollar service needs proof before customers are normally ready to buy.


Answered 5 years ago

I worked in Intel's Digital Health Group for a few years and my experience was that anything involving hospitals will be slower and take longer than you think. I can't possibly imagine a customer facing trial happening without a face to face meeting and some training. Lots of people can say no - the CFO, the CEO, the CMO, CIO, the head of nursing - and none can completely say yes. Granted, this market has changed a lot in the years since I left it, and it is getting more nimble, but be prepared for a drawn out process. And I'd budget for some plane tickets.


Answered 5 years ago

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