As a HealthTech Innovator, you understand the needs of your customers. You have developed a solution that answers them. Your product or service is ready and then comes the hurdle… you need to sell it. This challenge is even more important when you target Hospitals : complex organization, formalized purchasing procedures, tendering, heavy selling cycles…
So, to help get you insight about your Sales Cycle, the first seminar of our cycle “Sell it to Hospitals” will focus on the processes of public procurement.
As a HealthTech Innovator, you understand the needs of your customers and you have developed a solution that answers them. Your product or service is ready and then comes the hurdle… you need to sell it. This challenge is even more important when you target Hospitals: complex organization, formalized purchasing procedures, public procurement, long selling cycles…
To optimize your Sales strategy, the first step is to understand who you are talking to. Therefore lifetech.brussels organizes a 3 workshops, focusing on different aspects of Hospital Purchasing. The aim is to give you different points of view about the selling process : from a hospital’s perspective, from a lawyer’s perspective and from an entrepreneur’s perspective…
The third seminar of this cycle wih focus on Sharing experience from a succesfull Entrepreneur.
The presentation will cover the following aspects:
- How do you go from one customer / partner to a real sales strategy?
- What aspects should you focus on as a small innovative player in your sales pitch?
- Which profiles should you look for? What are the best ways to contact prospects? How do you get the best contacts?
- What are (un)realistic timelines?
- What types of hospitals do you want to be the first to prospect?
Dries Vanbiervliet is co-founder and general manager at Aexis Medical, that develops Hospital software for workflow support (CSSD, OR, Endoscopy dept.).
He is an Industrial Engineer Electro Mechanics, with an additional degree in Applied Economics. After working as a software developer and a quality engineer in different companies, he founded his first company C3 (Critical Care Company), as a spin-out of the company he was working for.
In 2004, he founded Aexis Medical, a company specialized in Hospital Software for workflow support in CSSD, OR, Endoscopy departments. With Sales around 3,2 M€ an 70% of Belgian hospitals is using their software, Aexis Medical has grown from a small startup to a successful SME (20 persons in Belgium ans 40 in Sri Lanka). They are currently in full internationalization, currently active in Belgium, Holland, France, Switzerland and the UK.