![]() ![]() Tell us about some of your upcoming (core) sales plans for Castlight Health? As a vendor partner, be really thoughtful when you’re trying to get time on somebody’s schedule. People may seem more accessible, but they still have boundaries that should be respected. In addition, in a world in which many of us are working from home, we need to be really mindful about how and when we reach out to people and the expectations we have for them. You may not fit in at this point in time, and you have to be very comfortable with that versus continuously pushing forward. I’ve never had a higher level of empathy for our health plan partners and our employer partners (and the consultants who support them)-they are in this crisis mode, from “How do I keep people safe?” to “How can I get them to return to work?” You need to try your hardest to understand what they’re trying to accomplish. With respect to sales, one of the things I’m continuing to learn is how thoughtful you have to be. ![]() With the COVID-19 Test Site Finder, Vaccine Navigation, and VaccineFinder ( which we partnered on with the CDC and Boston Children’s Hospital), we equipped our health plans and employer customers-in addition to the public-with trusted sources of data that allowed their members and employees to know exactly where they could get tested for COVID-19 or receive the COVID-19 vaccine. I feel very proud of the work Castlight has done in an effort to help the country during a time of crisis. The pandemic has been really difficult for everybody. Read More: SalesTechStar Interview with Jason Davis, Senior Director of Sales and Marketing Practice at BTS The pandemic has driven demand for platforms like Castlight Health, given today’s dynamics though – what are some of the biggest pandemic driven sales and salestech learnings you’d like to highlight? When leveraging the Castlight digital platform, a simplified and unified experience that positively impacts healthcare outcomes, and pairing it with the high-touch concierge service that our Care Guides offer, everyone wins-employers, health plans, members, and employees. Organizations everywhere are trying to simplify healthcare for their employees or members, and Castlight has done a really great job of harnessing the goodness of all the exceptional point solutions out there, as well as the various programs health plans offer, while still making it easy for individuals to navigate their personal health journey. I truly believe the version of Castlight we have right now-the intersection of data, navigation, and the human touch-is exactly what the market needs. ![]() My role at Castlight is to help educate the market on the value that Castlight’s platform can unlock. Castlight has always had this magical culture, and I think Maeve O’Meara (Castlight’s CEO) has done an exceptional job building a world-class executive team and a fantastic group of customers that believe in what our team is doing and our vision of how we’re going to make healthcare and health benefits easier to use. There are three main reasons I decided to return: the timing of the market, Castlight’s data-driven technology, and the team. I’m thrilled to say this is my second time working at Castlight I also worked here from 2011 to 2014. _ Hi Frank, we’d love to hear about your journey through the years…tell us about Castlight Health and more about your (new!) role here?Ĭastlight Health is a leader in healthcare navigation-we partner with Fortune 500 companies and health plans and provide a world-class digital platform and a team of clinical and benefits experts to help individuals easily connect and engage with the right care at the right time. At a time when empathetic leadership is critical to overall business success, it is important for employers to pay attention to digital health needs of their staff as well Frank Jennings, SVP and Chief Sales Officer at Castlight Health talks about this need while sharing a few pertinent B2B sales and salestech tips in this quick chat with SalesTechStar: ![]()
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