Case Study #2: Quest

Case Study #2: Quest

As an Account Executive, you were checking Hubspot Contact Sales Inbox for leads. You saw a demo request from Quest Diagnostics and responded immediately with your available schedule.

At this point, research about the company to learn more about them.

Multiple Choice

Great! Now that you know how big Quest is what would you do next?

• Escalate to Milton and invite him on your demo call.

• Customize your demo slides for Quest’s use case.

• Send a laundry list of VSee Clinic’s features to know their specific requirements prior to the call.

The purchasing timeframe in the submitted form in Hubspot tells us that it is an immediate need by Quest.

Study the Activity Log on the next slide and let us know if you can see any sign of urgency coming from the lead. 

Open Ended

Was there any sign of urgency from Singh?

(explain why)

Open Ended

Your calendar invite states that you will be sending a meeting link on a separate email. Why is there a need to do this?

Open Ended

During the meeting, it was determined that Quest needs SSO Integration. What does SSO mean and why would big companies want this kind of integration?

Multiple Choice

What would you do next to address the SSO integration requirement?

• Request for customization from Admin

• Send API documentation

• Ask dev team how much to quote for the SSO integration

Open Ended

Professional Services



Quest requested for a free pilot and access to the sandbox environment. What is a sandbox environment and why would they want one?

Open Ended

You also found out that Quest needs state mapping.

What is state mapping - do we have that feature available?

Open Ended

They would also like to have a group notification for their providers wherein they will receive a daily summary of their upcoming appointments. This can be done individually through our platform, but can we do the notification as a group?

Open Ended

Quest workflow is only for In-Browser calling. Why would Quest choose in-browser calling over VM for the observed Covid testing use case?

Multiple Choice

Negotiation

During the back-and-forth conversations in coming up with the agreement, which of the following formats should not be used in presenting the offer (includes pricing)?

• Body of the email

• Word document

• PDF

The SAAS Agreement has now been finalized.

Let’s look at the Statement of Work (SOW) on the next slide and let’s try to determine their Monthly Recurring Revenue (MRR)

Remember what MRR means. This may be tricky.

Open Ended

What is the MRR for the first 3 months?

Open Ended

The SOW mentioned concurrent seating.

What does

100 subscriptions of VSee Clinic at $225/concurrent provider/month mean?

Multiple Choice

In 4 days, we were able to implement Quest’s request for Go Live. This became possible through

• 250 points of configuration

  without writing code

• Smart intake forms

• Uber-like dispatching system

Multiple Choice

One of the firsts that we did for the Quest Project is the roll out of a Dedicated patient support system: 

Many considerations had to be made for its success – including: manpower, training, and technology among others.

Which VSee values are important in carrying out a project like this?

• Keen attention to detail

• Team Player

• Customer obsessed

• Graceful under pressure

• All of the above

Thank you for participating.