PeriGen Knowledge Summit
OVERVIEW
Founded in 1995, E&C Medical Intelligence was the first-mover in clinical decision support for obstetrics. Private-equity owned, (Galen Partners), the Company was acquired in April, 2021 under its new name, PeriGen, by Halma an FTSE 100 global group of life-saving technology companies. (See our Corporate Identity / Branding write up of what we did for PeriGen.)
CHALLENGE
Chiefs of Obstetrics were PeriGen’s primary buyers. While some clients were using its perinatal clinical decision support systems across their health systems, many early adopters were using it in one or two select hospitals in the system. EMRs were also promoting labor and delivery modules they claimed were “just as good,” causing several large prospects to halt the sales process and take a “wait and see” approach to consider what delivery modules the EMRs were offering.
SOLUTION
PeriGen needed to raise its profile as the first-mover in perinatal decision support with clinical decision-makers, and build relationships with hospital decision-makers. We expanded a 2-day, annual Knowledge Summit conference held in Washington to include not only clients, but also prospects, and trusted members of the press. The Summit brought executives from client/prospect hospitals and health systems together with well-known outside speakers to address the key challenges in perinatal care.
Not only did the Knowledge Summit position PeriGen as the thought leader in perinatal safety, but it also gave the Company a larger profile that exceeded its actual size at the time. By including prospects who were at various stages in the sales process, we were able to provide them with an opportunity to engage with their peers, as well as hear directly about the value clients were getting from PeriGen’s systems and services. They were also able to meet PeriGen’s leadership team, and walk away with a solid understanding of the Company and its product and services roadmap. heading. The uptick in deals advanced and closed at the Summit was significant.
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