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Leading Irish Healthcare Software Provider, entering new market region and seeking strong regional partners in the Middle East
Client, Sectors and Market Regions
Helix Health is the leading provider of healthcare software in Ireland with solutions for Primary Care Centres, Retail Pharmacy, Hospital Pharmacy and more.
Helix Health’s Objectives
With plans already underway to launch in the UK market, Helix Health sought to enter the Middle Eastern healthcare market through partnerships to grow its user base and sales revenues.
Services Provided
The company engaged Maidsfield Associates to assist in entering the Middle Eastern markets through securing relevant corporate partners within the region.
From project kick-off, within six weeks and working through the stages of the partnering process, Maidsfield had:
- Reviewed the company’s products and business objectives to clarify the partner strategy.
- Assessed the target markets through producing an Ecosystem and Trends reports to understand the structure of the market and help decide on the most suitable partner types.
- Identified a list of potential target System Integrator partners with the relevant skills and track record to meet Helix Health’s partnering objectives.
- Analysed the partner prospect list to assess best-fit partners, scoring each one and selecting seven target prospect companies to progress to the next stage.
- As Helix Health’s VP of Alliances, Maidsfield initiated contact with the relevant decision makers to secure interest and progress discussions.
From securing interest from prospective partners and then verifying suitability, Maidsfield then worked with Helix Health to progress discussions and select the most suitable partner.
Results
Through a number of telephone calls, web conferences and visits to their Dubai headquarters, Helix Health continued to develop a working relationship with the company. Within four months, from the selection stage, the parties have signed a memorandum of understanding and are progressing with joint marketing activities and building a sales pipeline in the Middle Eastern market, starting at the Arab Health Congress in Dubai in January 2010.
Client Testimonial
“We engaged Maidsfield Associates because we needed a detailed review of a market that we had very little previous experience in. We found the research outcomes and general advice offered invaluable. This was key in helping us build strong relationships with stakeholders in relevant support bodies and with partner companies in the UAE and wider GCC region. ”
- Howard Beggs, CEO, Helix Health – www.helixhealth.com
“We found Maidsfield at all times professional, efficient and clearly experienced in the work they carried out for us on the UAE Healthcare market. We have now signed an exclusive partnership agreement with strong local company, giving us an excellent platform on which to tackle a very attractive market”
- Crevan O’Malley, Sales & Marketing Manager, Helix Health – www.helixhealth.com |
