HealthTech CRM
In health technology sales the decision is not made by one person: the clinician wants the product, IT questions its security and procurement unlocks the budget. Three separate conversations are held with three people, their objections differ, and which one went unresolved only becomes clear when the sale stalls.
A hospital is an account record; the clinician, IT and procurement are separate contacts tied to that same account. Who raised which objection sits in the notes on the opportunity record.
- Follow the clinician, IT and procurement as separate contacts under the same opportunity, and tie each one's objection to the record
- Run the pilot installation as a chain of tasks with dates and exit criteria, and see which institution is at which stage
- Follow the tender and quote calendar with submission deadlines, and attach specification and technical document versions to the opportunity
- Record integration requests with their scope and areas of responsibility, and move the go-live process forward under the same account
| Multi-Stakeholder Selling | A hospital is an account record; the clinician, IT and procurement are contacts tied to that account, and objections sit in the opportunity's notes. |
|---|---|
| Pilot Installation Tracking | The pilot is a chain of tasks with a start and end date; the exit criterion is written in a field, and its outcome is tied to the opportunity. |
| Tenders and Specifications | A tender is an opportunity record; the submission deadline is in a field, and versions of the specification and technical documents are kept as attachments. |
| Permissions and Visibility | Fields relating to patient data are tied to permission level; which role sees which field is defined on the record type. |
In HealthTech the sales cycle is measured in months and the file changes hands: the demo runs with the clinician, the security questionnaire with IT, and price and specifications with the procurement department. Once the pilot installation starts, the subject is no longer commercial but operational — which clinic it will be installed in and when, which field will map to the hospital's existing system, and by which criterion the pilot will be counted a success are all discussed separately. When those conversations stay in e-mail, months later at the contract table who promised what becomes disputed.
Rapitek CRM keeps every stakeholder as a separate contact under the same opportunity; who raised which objection and what it was met with sits on the record. The pilot moves forward as a chain of tasks with dates and exit criteria; and the connection to the hospital's information system is one we build — there is no out-of-the-box module, its scope is defined in the project and it is built over the REST API. Because health data is special category personal data, which field is visible to whom is set at permission level.
The scope of the plans and the separately priced items are written on the pricing page.
