My Top 3

Problem: Sales enablement toolkits across Philips have historically been disparate, piece-meal and inconsistent in quality, integrity, look and feel. They have lacked curation and understanding of what the sales team has truly needed to be set up for success.

Solution: I have worked with my virtual care colleagues at Philips in both 2021 and 2022 to perfect a sales enablement toolkit template that standardizes a memorable, curated model for conversation guiding and objection handling. We are working to drive wide adoption across the market as a sales enablement best practice.

To take that a step further, we also are working with an outside agency to build upon a normalized practice of delivering written elevator pitches, and demonstrate through high-quality audio and animation how to deliver the best of our Philips Connected Care “rights to win” in more simplified, confident ways. These wireframes will be built out using Seismic’s Tiled Experience
 

Problem: In the middle of the biggest virtual care growth boom in history, our Philips virtual care installed based has dwindled (down 40% in last 2 years).
 

Solution: A small, core group of Philips colleagues and I created the Virtual Care Focus Forum in order to:

1. Underpin and renew confidence in continued partnership with Philips,

2. Offer industry peer-to-peer sharing of best practices in virtualizing care,

3. Provide an interactive intro to our cloud strategy, healthcare informatics NPIs and Connected Care vision, and

4. Leverage cross-business synergies to scale healthcare informatics and virtual care solutions across key accounts.

Tailor-made for virtual care clinical and operational customer stakeholders, our day-long, hybrid event featured thought leadership content and customer-led peer-to-peer sharing sessions, as well as a showcase on Philips vision for virtual care capabilities, innovation and partnership. We also included an industry presence with key opinion leaders from the American Telemedicine Association, The Advisory Board and MIT.

My colleagues and I recruited and curated the entire program, led three audio/video production teams to run the event both on-site and online, and to film and photo our activities throughout the day for promotion after-the-fact. We exceeded our recruitment goal by double, drove several success metrics, including sales qualified leads, a renewal and reference agreement, and won the opportunity to duplicate this event in 2022

Problem: In the aftermath of several company reorganizations and leadership changes, knowledge-share was siloed across all facets of our Philips acute telehealth business and there was distrust in much of the piece-meal data being pulled together to show performance.

Solution: I invested several hours into doing a full product market analysis on our product competition, market share, win-loss ratio, implementation model, software pricing model, profit margins, costs of sales and more. I remain surprised to know how many people involved in the business were surprised to see some of what I uncovered. Since then, I’ve been able to refer back to that analysis, keep it updated and continue to reference it in comparisons and new report-outs. It has helped build my confidence and the confidence of my colleagues in me.