athenahealth.case study
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Sales executive Bryan O'Neil used an effective discovery process he learned from Command of the Message速 to win a million-dollar deal with a medical group customer. During his initial meeting, he observed the receptionist's workflow and used open-ended questions to understand the customer's current pain points and future needs. This insight allowed O'Neil to demonstrate how athenahealth's solutions could significantly improve operations and business outcomes. Though the customer hesitated in their decision, O'Neil's differentiated approach positioned athenahealth to close the $1,052,000 deal.
athenahealth.case study
- 1. 息 2015 GROWTHPLAY 61 W. Hubbard St., Chicago, IL 60654 I info@growthplay.com I www.growthplay.com Command of the Message速 Sales Representatives at athenahealth know that Command of the Message速 drives results. Success stories are now the norm among their sales teams. Just ask Seattle-based Sales Executive Bryan ONeil. ONeil is one of athenahealths top Group Sales Executives in the country. He credits Command of the Message速 for one of his most-recent wins, a million-dollar-plus deal. athenahealth, Inc. is a leading provider of cloud-based services for physician practices. Its solutions help providers around the country improve billing and clinical operations. ONeil targeted a mid- level medical group in Washington that was looking for an electronic health record solution to manage growth, optimize profit and gain business visibility. Discovery Process ONeil began by meeting with the practices Director of Revenue for a day-long discovery session, but his knowledge gathering started in the waiting room. Thats when ONeil knew he had a solution to the customers current situation. We noticed the receptionist folding medical claim forms and stuffing them into envelopes. We used this before scenario as an opportunity to increase effectiveness in our dialogue, he said. This observation combined with trap- setting questions led the customer to describe the consequences of the organizations existing system and the positive business outcomes they needed to achieve. Our discovery process included a multitude of open-ended questions that led us into new directions and enabled us to fully understand their pain. Bryan ONeil Sales Executive athenahealth Sales Messaging Success Story - Effective Discovery Process Leads to Million-Dollar-Plus Deal Positioning the Deal We used this time to better understand what happened in the past, what was happening today, and what their organization was facing in the future, said ONeil. Our discovery process included a multitude of open-ended questions that led us into new directions and enabled us to fully understand their pain. This approach also showed how athenahealth could be a partner in the practice, not just another software system. This single day supplied us with the majority of tools that we would need to align athenahealth like no one else had and win this business, said ONeil. Ready for the Challenge The deal wasnt done, however. The practice wavered and even considered pushing the project back, possibly until the next year. However, that didnt happen, and when they made a decision, ONeil was ready to deliver a solution. Because we had differentiated our company from the software-based competition, when the time was right, the answer was athenahealth. Thanks to the techniques ONeil learned with Command of the Message速, the deal closed at $1,052,000. ONeil is positioned to sell another service line with the medical group in Q4 of this year. athenahealth Case Study Customer Impact