Waystar Tightens Product Messaging, Scales Up Training With Data-driven Sales Enablement
Customer Company Size
Large Corporate
Region
- America
Country
- United States
Product
- MindTickle’s data-driven sales readiness platform
- MindTickle’s Quick Update capability
- MindTickle’s video role-plays
Tech Stack
- Learning Management System (LMS)
- Mobile, on-demand platform
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Digital Expertise
Technology Category
- Application Infrastructure & Middleware - API Integration & Management
Applicable Industries
- Healthcare & Hospitals
Applicable Functions
- Sales & Marketing
- Business Operation
Services
- Training
- Software Design & Engineering Services
About The Customer
Waystar is a leading provider of revenue cycle technologies for healthcare organizations. The company has more than 450,000 clients generating 2 billion transactions annually. Waystar's mission is to help healthcare providers manage the complexity and gain the revenue visibility they need to ensure their financial wellbeing. Waystar’s sales teams work diligently to understand and meet customers’ needs for improvements to their revenue cycle. The company has a sales force numbering above 70 and counting.
The Challenge
Waystar, a leading provider of revenue cycle technologies for healthcare organizations, faced several challenges. The company wanted to reinforce its sales representatives' understanding of a complex, constantly changing industry and improve their product knowledge and sales pitches. The company also aimed to scale enablement for a large, rapidly expanding sales team and reduce reliance on resource-intensive instructor-led training. The company's sales enablement depended heavily on instructor-led training, which meant taking sales reps away from productive activities in the field and into a classroom. The data on training participation was dispersed across multiple spreadsheets and stored in various online repositories. Without objective measures, managers could only fall back on subjective impressions of reps’ sales readiness.
The Solution
Waystar identified MindTickle’s data-driven sales readiness platform as the best fit for its short-term and long-term objectives. The company consolidated a broad variety of industry background training and solution training content on MindTickle. Sales reps now have mobile, on-demand or scheduled access to the sales readiness resources they need for successful onboarding as well as ongoing learning. MindTickle’s video role-plays enable reps to practice and hone their product pitches and receive comments and suggestions. MindTickle’s Quick Update capability enables continual learning both for new reps and for those who have been with the company awhile. The company has migrated much of its instructor-led training content to the MindTickle platform, and expects to move more in the near future, but it continues to leverage some classroom-based instruction.
Operational Impact
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