Case Study: Generating ROI for a Healthcare Data Analytics Company
The following Q&A is taken from a client review VSA Prospecting received on Clutch:
VSA generates leads and sets appointments for a data analytics company. They contact relevant prospects, explain the software and other available services, and send follow-up information to a salesperson.
Introduce your business and what you do there.
I am the vice president of sales and marketing. We are a data analytics company that provides benchmarking services to home health agencies, hospices, hospitals, and accountable care organizations.
What challenge were you trying to address with VSA?
We engaged VSA to contact potential clients and set appointments for our sales team. When I joined the company about three years ago, I recognized a need for a lead-generation initiative, specifically in the home health space. Before, a lot of our sales were the results of agencies calling us directly. It was a reasonably easy sales process, but at some point, we realized that we needed to be more proactive in our outreach.
What was the scope of their involvement?
We gave VSA a list of home health agencies that were not our customers at the time. We identified the individuals within those organizations that would be the most likely user, influencer, or purchaser of our software. VSA contacted those organizations to provide them with information and pass along the offer for a more detailed demonstration of our software. Once they set appointments with those clients, our sales team would follow-up with the prospect about a demo.
What is the team composition?
Our account lead is our direct line of communication. They have a large team available to make the calls and set the appointments, but the overall team size dedicated to our account fluctuates based on staff availability and the workload.
How did you come to work with VSA?
We learned of VSA through a referral. We evaluated them against some of the other companies we considered, but we responded well to their culture and how they manage the team by giving their employees a lot of flexibility.
Results & Feedback
What evidence can you share that demonstrates the impact of the engagement?
We’ve seen a substantial ROI as a result of our work with VSA.
How did VSA perform from a project management standpoint?
We have biweekly check-in calls with our account lead where we hash out any outstanding issues. Their responsiveness has been much appreciated. When we request something or have a question, we receive a response almost immediately.
What did you find most impressive about them?
They deliver a positive ROI year after year, which speaks to practical methods and training on their side. Also, after our initial training sessions, we haven’t had to have more, as VSA has implemented a successful training and shadowing program for teaching new callers.