Customer Value Community Member Spotlight
Heather, an enterprise value seller for a cloud-based healthcare analytics platform, was preparing for a discovery call with a large hospital network.
To structure the call she used the interactive Value Validation Framework (VVF):
- Objectives
- Tactics
- Root Cause Problems
- Metrics
- Targets
- Timelines
On the call, Heather engaged with three key stakeholders:
1. Chief Medical Officer (CMO)
2. Head of Data Analytics
3. Chief Financial Officer (CFO)
Heather shared with the group VVF 1.0.
VVF 1.0 was created using GenAI and served as a starting POV into the hospital network’s priorities.
There was quick alignment from the group on the stated objectives of improving patient outcomes and operational efficiency.
However, when discussing tactics, misalignments surfaced:
- The CMO wanted to focus on implementing predictive analytics for patient care.
- The Head of Data Analytics prioritized centralizing data from disparate systems.
- The CFO was most interested in cost reduction through resource optimization.
Delving into the root cause problems revealed fragmented data systems, inconsistent reporting methods, and a lack of real-time insights were core issues.
Each stakeholder viewed these problems through their own lens.
When addressing metrics, targets, and timelines, further divergences emerged:
- CMO: 20% reduction in readmission rates within 18 months
- Head of Data Analytics: Unified data platform implemented in 12 months
- CFO: 15% reduction in operational costs over 6 months
Heather resisted pitching a solution.
“I kept staying in the problem with them and working through the differences.”
Leveraging a collaborative digital workspace, Heather helped the group to align on:
- Implement a unified data analytics platform over this fiscal year
- Achieve 15% reduction in readmission rates
- Realize 10% operational cost savings through data-driven resource allocation
- Establish real-time reporting capabilities across all departments
Heather’s unique value was helping these three stakeholders find common ground.
This digital collaborative discovery approach, focusing on uncovering and addressing misalignments, exemplifies the next generation of discovery.
Discovery 2.0 is being a guide to help your customer decide.
Come join the Customer Value Community to see more examples of the next generation of Discovery.
