Paul Writer launches SAP Think Tank ,
Video interview series with Head of Sales highlighting best practices

Sumanta Ray,
CMO,
Narayana Health Hospitals & Healthcare

On your organization approach from ‘selling to customers’ to ‘helping customers buy’…

Well-being a healthcare organization we do not actually sell to customers, there is nothing to sell- it is about treating and curing people. As a major initiative which we typically do probably would be akin to sales in other industries is screening the customers, who are the patients for diseases. What has happened recently which is similar to the transformation which we were talking about is the transformation from the curative to the preventive space. So hospitals and other healthcare organizations like ours- traditionally have been focused on the curative side but today the change is along with the maintaining the focus on the curative side there is a lot of focus also on the preventive side so there is a lot of screening, a lot of awareness creation goes on to prevent diseases rather than just curing. Even though it is a similar kind of shift, the trend has changed overtime.

“Today the change is along with the maintaining the focus on the curative side there is a lot of focus also on the preventive side so there is a lot of screening, a lot of awareness creation goes on to prevent diseases rather than just curing.”

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