Kevin Price, Host of the Price of Business on Business Talk 1110 AM KTEK (on Bloomberg’s home in Houston) recently interviewed Rod Brown.
About the interviewee
Rod Brown is the COO of OnceLogix, a minority-owned and operated software company that specializes in web-based solutions (software-as-a-service) for the behavioral health care industry.
Tell me about your firm (number of employees, location, type of companies you work with, etc.).
OnceLogix, headquartered at 111 N. Chestnut St Suite 302, Winston-Salem, North Carolina, has 13 employees. It has worked with more than 200 companies and thousands of employees, primarily in the southeast U.S. are using sharenote.com. Most of the company’s clients are in the behavioral healthcare industry.
What type and size of companies do you have as clients?
The nine-year-old, Winston Salem-based company focuses on the behavioral health care category with its signature product – ShareNote. Our primary clients are small- and medium-sized agencies and independent practices.
What comes to mind when you see this topic?
When Rod Brown and his other business partners – Trinity Manning and Tyrone McLaughlin, they initially went after major companies. But they quickly realized that they couldn’t compete with the larger, Electronic Healthcare Record agencies. So, they focused on small and medium sized firms in the behavioral healthcare segment that couldn’t afford the higher price tag of the larger firms. What that taught Rod and his team is that when it comes to B2B, you’ve got to target your product and services with competitive pricing and a high quality of service to compete effectively.
What are the best practices when it comes to this issue?
Among the biggest challenges he faces pitching his product to health care professionals is getting them to:
1) Understand why they need the product;
2) How easy it is to use the software;
3) Understanding the pricing
Many medical practices and offices are comfortable with doing business like they’ve always done it. Key decision makers at these medical officers don’t like to make time to hear about new products, making it anywhere from a 60 – 90 day sales cycle.
As more companies are licensing ShareNote, he and his business partners are able to get to decision makers quicker because they now have real-life case studies and experiences from others to share.