Enterprise Strategy¶

Overview¶

This document outlines BrainSAIT's strategy for acquiring and serving enterprise healthcare organizations in Saudi Arabia. Enterprise accounts represent high-value, complex opportunities requiring specialized approach.

Enterprise Market Definition¶

Target Organizations¶

• Large hospitals (200+ beds)
• Hospital groups and chains
• Academic medical centers
• Government healthcare facilities
• Large private health systems

Market Landscape¶

• 100+ enterprise healthcare organizations in KSA
• High claim volumes (50K+ monthly)
• Complex IT environments
• Strategic decision-making
• Significant budget authority

Enterprise Characteristics¶

Typical Profile¶

Key Stakeholders¶

• CIO/CTO - Technical direction
• CFO - Financial approval
• Revenue Cycle Director - Operational owner
• CMO - Clinical impact
• Procurement - Vendor management

Decision Dynamics¶

• Multiple stakeholders
• Formal evaluation process
• Technical proof required
• Risk mitigation focus
• Long-term partnership

Value Proposition¶

For Enterprise¶

"Transform revenue cycle performance with enterprise-grade healthcare AI"

Key Messages: - 50%+ rejection reduction at scale - Enterprise integration capabilities - Full NPHIES compliance - Measurable ROI in 90 days - Strategic partnership approach

Enterprise Differentiators¶

• Scale: Handle massive volume
• Integration: Complex IT environments
• Customization: Tailored solutions
• Support: Dedicated team
• Security: Enterprise-grade

Sales Strategy¶

Account-Based Marketing¶

Tier 1 Accounts (Top 20): - Named account executives - Executive sponsorship - Custom campaigns - High-touch engagement

Tier 2 Accounts (Next 50): - Territory coverage - Targeted campaigns - Regular engagement - Solution selling

Sales Process¶

graph TD
    A[Identify] --> B[Research]
    B --> C[Connect]
    C --> D[Discover]
    D --> E[Qualify]
    E --> F[Demo]
    F --> G[Pilot]
    G --> H[Propose]
    H --> I[Negotiate]
    I --> J[Close]

Typical Timeline¶

Proof of Concept (POC)¶

POC Objectives¶

1. Validate technical integration
2. Demonstrate outcome improvement
3. Build stakeholder confidence
4. Establish success metrics

POC Structure¶

Scope: - Single department or payer - 30-60 day duration - Defined success criteria - Clear governance

Success Metrics:

POC to Production¶

• Success criteria met = proceed
• Executive presentation
• Full rollout plan
• Contract negotiation

Solution Design¶

Assessment Process¶

1. Current state analysis
2. Pain point identification
3. Requirements gathering
4. Gap analysis
5. Solution architecture
6. Implementation planning

Typical Solution Components¶

• HealthSync Platform
• Multiple AI agents
• Custom integrations
• Analytics dashboards
• Professional services

Integration Requirements¶

• EMR/HIS connectivity
• PACS integration
• Financial systems
• NPHIES connection
• SSO/Directory

Pricing Approach¶

Enterprise Pricing¶

Model: Per-claim with volume tiers

Typical Range: 2-4 SAR per claim

Contract Terms: - 3-year initial term - Annual true-up - Volume commitments - SLA guarantees

Total Contract Value¶

Implementation Methodology¶

Phase 1: Foundation (Weeks 1-4)¶

• Project kickoff
• Technical assessment
• Integration planning
• Environment setup

Phase 2: Build (Weeks 5-10)¶

• Integration development
• Configuration
• Data migration
• User setup

Phase 3: Validate (Weeks 11-14)¶

• Testing
• User acceptance
• Training
• Parallel run

Phase 4: Launch (Weeks 15-16)¶

• Go-live
• Monitoring
• Optimization
• Transition to support

Customer Success¶

Enterprise Support Model¶

Dedicated Resources: - Named Customer Success Manager - Technical Account Manager - Executive sponsor

Support Levels: - 24/7 production support - 4-hour response SLA - Quarterly business reviews - Annual strategic planning

Expansion Strategy¶

1. Land with core use case
2. Prove value quickly
3. Expand to additional agents
4. Roll out to additional facilities
5. Deepen integration

Competitive Strategy¶

Enterprise Win Themes¶

1. Proven Scale - Handle enterprise volume
2. Integration Expertise - Complex environments
3. Local Presence - Saudi-based team
4. Partnership Approach - Long-term commitment

Competitive Displacement¶

Against Incumbent: - Highlight AI innovation - Show outcome improvement - Demonstrate ease of integration - Build champion coalition

Against New Entrant: - Emphasize local expertise - Show reference customers - Demonstrate stability - Prove implementation capability

Risk Management¶

Common Risks¶

Success Metrics¶

Sales Metrics¶

Customer Metrics¶

Related Documents¶

• SME Playbook
• GTM Strategy
• Pricing Models
• RFP Response Guide

Last updated: January 2025