Billian's HealthData: Case Study

Case Study

Background:

Craneware, Inc. is the market-leading supplier of healthcare financial improvement software solutions. Their applications empower healthcare providers to optimize revenue, improve daily operations, encourage compliance, and utilize information more efficiently to impact business decisions. The company is known for excellent chargemaster management, maintenance software and outstanding client support. Over 950 U.S. Hospitals rely on Craneware software to manage their CDMs.

Challenges:

Prior to consulting Billian's HealthData , Craneware 's contact management software relied on manual employee input for all contact information. Over time, this practice led to a database filled with unqualified and unverified prospect information. Additionally, unrecorded personnel changes within individual hospitals made the database even less reliable, which in turn led to lost productivity for the new employee.

Craneware licenses its applications based on the number of registered hospitals within a healthcare system, and its license fees are based on the number of beds within these hospitals. Due to the lack of reliable content, sales staff added this data directly to the contact management database, or a separate database was accessed to ensure that licensing records were accurate. Incomplete and inaccurate data entry occasionally led to contracts being issued for sums significantly lower than list price, without sales management being aware of any lost revenue opportunities.

Craneware also found that it was extremely difficult to map its production databases together with the contact management software, because there was no common key to link them together. Therefore, the administrative staff wasted hours manually mapping these records or even creating new ones due to inconsistent or incomplete information.

Finally, the data inconsistencies also meant that Craneware had no means to verify whether sales territories were equitable across the country, due to the IDNs based outside the individual territory or lack of hospitals within. Without external verification, this issue was difficult to rectify internally from the existing sales automation database.

Solution:

With the addition of Billian's HealthDATA market intelligence solutions and the replacement of its current contact management software with a full function CRM application, Craneware 's CRM data is now organized. Each contact is now attached to the specific account directly related to hospital entities cross-referenced to Billian's data.

As a result of Billian's HealthData solution implementation:

Utilizing a common key of Medicare provider number and Billian's Directory Code, information in multiple internal applications is easily integrated and Craneware can now easily quantify the potential sales in each territory. It's also easier to determine the healthcare system spread, allowing healthcare system deals to be regionally managed rather than requiring corporate involvement in each deal. The impact on each territory of these healthcare systems can also be quantified.

Craneware 's sales teams can now spend their time closing business rather than double-checking hospital websites for bed size and number of facilities. Accurate information about these critical statistics will also ensure that all revenue opportunities are maximized, due to complete information about the target customers.

Sales teams can now filter through numerous trade show leads and qualify the best prospects.

Data is far more complete and reliable, allowing new sales team members to be more effective overall.