Prajwal Gadtaula’s Post

Since COVID it’s become increasingly difficult to see "decision makers" in Healthcare And now with decreased revenues, leadership is left, scrambling, and distracted. You might have the best solution since sliced bread, but who has time to eat to see it? After 35 years selling into healthcare, I have a method to go about this.. You would think CEOs and founders of HealthTech companies wouldn’t like it when I tell them they are wrong. But that’s what they pay me for. They want to get better and improve. So that - they can get there first beta sites, Proof of concepts or new clients. And, most of these companies are built by engineers and technical people, people with a vision, but not professional sales and marketing abilities. That’s where years of contacts, clients - a great rolodex helps. Trusted relationships. Not to mention the power of our LinkedIn network and marketing/contact approach.. If you would like to get a time to chat about how we help these companies and possibly new you - get new clients. Message me and let’s have a quick chat and see.

Do this if you want enterprises to buy your digitalization offerings.... If businesses don't digitalize they literally won't last. The data is clear. I love working in an industry that is helping so many businesses and enterprises do this and do it well. I really believe and feel like I am contributing to this new, digitalized, world that will be so much safer, better, and more creative for my kids to grow up in. But just like these businesses NEED to digitalize, you need to HUMANIZE how you face the market. If you can't present your brand, offerings, and managed services in a clear, human, empathetic, and relatable way none of it will matter. The last thing your buyers need is another confusing tool, platform, or sales cycle to be dragged into. Humanize your brand, offerings, and what makes you different as a firm. When you do, marketing, selling, and generating demand for something as complex as digitalization won't be so stressful and hard to do. .... #humanitysells #humancenterd #b2bmarketing #b2btech #b2bbranding #digitaltransformation

Any new technology purchase is under tons of scrutiny🔍 these days. There's more involved in the buyer process. Budgets are tighter. I think the stakes are even higher for B2B #salestech and #salesenablement platforms. They boldly position themselves as a platform that will help you do what every company is needing to do in 2024: close more new business. This article🔥 by Ayaz Nanji and MarketingProfs, is enlightening yet not surprising. Expectations and demands from companies are high when it comes to sales tech: - It should be cost-effective - It should have AI and analytics capabilities - It should be reliable - It should integrate with existing technology Another key find 🎯 : "the most common reasons sales technologies don't meet their expectations are because of internal organizational issues rather than issues with the solutions themselves". - Adoption - Capacity - Education We were one of the few partners at Salesloft RKO last week. Their theme is #bettertogether and I think that’s what customers truly need: vendor, customer, partner, and technology all being better together. I'm inspired about what they're doing to meet customers where they're at. Their product is stellar - checking all the boxes! Their team and partners are committed to ensuring adoption and success. Looking to do great things in 2024 for our mutual customers.

ABM leaders are → starving for innovation. 3 reasons why the practice has had a negligent lack of modernization: 1. The popular “pyramid-shaped” ABM deployment model featuring 1:1, 1:Few and 1:Many was released back in 2016 and hasn’t been updated since. 2. After the acquisitions of market research firms SiriusDecisions and TOPO in 2019, the mega size firms reduced investment in ABM. 3. Software companies that sell “ABM Platforms” are where leaders have been looking to fill the innovation gap - leading to several misconceptions. FOR THESE REASONS: → We launched ForgeX Not only to drive innovation and modernization across Account-Based GTM, but to provide a vendor-agnostic space for ABM leaders and practitioners to grow their careers & programs together. Today, we’re psyched to officially launch our *new* Research Hub 🚀 This will be our new platform that houses: ▶ Research, Frameworks, Benchmarks & Tools ▶ Agency Marketplace ▶ Tech Marketplace ▶ ABM Benchmarking Database ▶ Upcoming Events + A few surprises that we haven’t officially released yet 👀 👉Access Here: https://bit.ly/4bLR5dw ______ Huge shoutout to our partners at Folloze for powering our new Research Hub. #b2bmarketing #abm #accountbasedmarketing #b2b

Everything is being 'consumerised', so why stop before healthcare? In my newsletter this week, I described the 3 key reasons why D2C is a huge opportunity to make the healthcare industry more people-centric and drive startup growth at the same time: 📈 Most industries are 'consumerising' & health spend is soaring: It's normal for consumers to engage directly with brands and producers. At the same time, spending on health & well-being is trumping experiences or stuff. 🎓 Preventive medicine approaches are driven by consumer demand: Those who can afford it are becoming more ambitious about their long-term health, driving demand for preventive healthcare solutions. 🚀 Startups can quickly go-to-market and validate their service with D2C models. Even if they eventually expand to more traditional B2B sales channels to drive large scale. Read the full post on my Substack - link in comments below 👇

📢 New Paper on Digital Marketing Technologies Published in the International Journal of Research in Marketing   Companies are increasingly making substantial investments in the implementation of new digital technologies to enhance their productivity. However, as various studies show, these investments often do not pay off as desired. The new MIO study examines the reasons for the lack of successful impact of new technologies, based on data from over 300 industrial goods companies and objective performance indicators. A key finding is that the effectiveness of using new technologies such as VR or AI fundamentally depends on the complexity of the company's market environment and its specific product offerings.   These insights provide valuable information for companies preparing for their digital transformation. Read the full study to learn more about how your company can benefit from these findings. Maximilian Frieß, Till Haumann, Sascha Alavi, Dr. Alexandru Oproiescu, Christian Schmitz, Univ.-Prof. Dr. Jan Wieseke #digitaltransformation #b2b #innovation #technology https://lnkd.in/eeufqRzH

What an event! That's a wrap for the Forrester B2B summit. It was a brilliant opportunity to connect with both Sales and Marketing leaders to shed light on the future of Gen AI and the modern buyer journey. There's so much information I could share but here's my few key take away's: 𝗚𝗲𝗻𝗔𝗜 𝗶𝘀 𝘁𝗵𝗲𝗿𝗲 𝘁𝗼 𝗲𝗹𝗶𝗺𝗶𝗻𝗮𝘁𝗲 𝗯𝗮𝗿𝗿𝗶𝗲𝗿𝘀 𝘁𝗼 𝘆𝗼𝘂𝗿 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿: In short, Generative AI is there to 'converse' with your customers to help create something new. It's not simply a tool to add to your tech stack, it needs to weave seamlessly not only with your current tools but align with your processes. 𝗠𝗤𝗟 𝘁𝗼 𝗕𝘂𝘆𝗶𝗻𝗴 𝗚𝗿𝗼𝘂𝗽𝘀: This is what I see the most often, it's never a stand alone individual making the decision for an entire organisation. So from marketing's perspective, is it enough to qualify a single MQL as a qualified lead? Understanding the wider picture, including the multiple stakeholders early on in the process to get to a decision faster. The same works in reverse, Sales teams need to evaluate the buying group and feed that information back to marketing to hone in for future campaigns. 𝗧𝗵𝗲 𝗛𝗶𝘃𝗲 M𝗶𝗻𝗱: Is tech consolidation for you? Well that depends. This was a really broad topic covered in a short time, but to summarise the first step that needs to be evaluated is who owns what? Once that's determined, the next question is how do we communicate cross departments right now? If there's a disconnect here, then tech consolidation may not be the right option. When there is a clear pathway of communication between teams and regions (or you're trying to build that), consolidating tech not only will impact cost savings but overall productivity. Just a massive Thank You to Forrester for hosting this amazing event. Here's to the next one! #forrb2bsummit #sdr #sales #marketing

😥 B2B or B2C dilemma Imagine you have built a foundation model for age-related conditions and trained it on the latest research data: cancer, diabetes, Alzheimer, autoimmune... The question is, what do you do with it? On one hand, you go B2B. You build out software for the big players — clinics, research labs, the places already pushing the boundaries. They could use it to classify cancer types faster, more accurately. Or integrate it into liquid biopsies, giving precision medicine a serious edge. Tumor evolution? Predictable. Treatment options? Optimized. You become the intel behind the decisions that save lives. 🔬 Clinics. Labs. Researchers. They need this. But... on the other hand, you go straight to the source. The people. You, me, your neighbor, your grandma. You could profile their health, their aging process, give them something no one's ever really had before: a real-time view into their future. Predict disease, slow down aging. It won’t be cheap, no — not yet — but it's more affordable than waiting for something to go wrong and hoping the healthcare system catches up. Your tech could help people see what’s coming. Help them prepare, change their habits, maybe avoid disaster. But it’s a different game. B2C is crowded. It’s noisy. It’s… finicky. The margins, the marketing — hell, you’ll be swimming with sharks in the open ocean. But imagine the impact. Imagine the responsibility. Do you take the high road, build the infrastructure, power the next generation of healthcare providers? Or do you hand the tools directly to people, change lives on the individual level, but risk getting caught in the chaos of the consumer market?

⚡⚡AWESOME NEW RESEARCH ALERT ⚡⚡ My colleague, Vuk Janosevic, has come up with a fantastic way for tech companies to focus on, quantify, and articulate the #value and outcomes delivered by their offerings. It's called a Minimum Viable Outcome (MVO), and I think that this elemental concept will help tech providers in #b2bsales and #b2bmarketing (and presales and value engineering, when it exists) work with their clients to move from purchase to implementation to adoption and to value realization, a critical journey in the path to expansion and growth. Here are two opening paragraphs from the report I was privileged to co-author: "Tech CEOs struggle to gauge the real impact that customers achieve using their products because traditional engagement metrics don’t clearly show how much value users and clients actually derive. These engagement metrics, while common, don’t connect directly to key business outcomes such as revenue growth, customer acquisition or retention. Over 80% of top users agree that the frequency and depth of product usage significantly impact the value their organizations receive.1 By focusing on the outcomes, tech CEOs can better understand how user interactions translate into measurable business benefits, which is crucial for driving higher adoption, improving retention, enhancing upsell opportunities and providing marketing with compelling messaging for prospects." Gartner clients can use this research to build the muscle required to both undertand and quantify outcomes for and with clients. This will not only help with justification and business case construction; it will help build a foundation for value realization, renewal, and growth. And our research has shown that (1) clients want help with this and (2) prefer vendors that can help them do this.

🔍 How can tech startups ensure their products deliver measurable value? Since I joined Gartner almost a year ago, I have seen firsthand how early-stage ventures grapple with proving outcomes, advancing sales, driving adoption, and developing products. The challenge is real and often daunting. David‘s and my latest research outlines the concept of the Minimum Viable Outcome (MVO). Unlike the familiar MVP (Minimum Viable Product), the MVO focuses on user outcomes, emphasizing the smallest yet sufficient value that a product must deliver to be deemed valuable by its users. By adopting the MVO, you can: • 📈 Enhance User Engagement: Understand the true business impact users derive from their products. • 🚀 Drive Business Growth: Align product capabilities with market demands and user expectations. • 🔄 Advance Product Development: Use insights from high-impact users to iterate and improve continuously. Dear early-stage founders, it’s time to shift your perspective. Happy to discuss this research and how adopting MVO can transform your GTM strategy. #TechLeadership #GrowthStrategy #MVO #ProductDevelopment #UserEngagement #EarlyStageVentures #GartnerResearch