Getting buyers and decision-makers to Ireland to engage in product learning, and meeting the company’s management team can often be key to locking in uncertain customers as well as keeping distributors motivated, well informed and on side, but how to go about it? An international user conference held by Two-Ten-Health in Dublin this summer provides a possible template.
The company, based at Dublin’s Dental University and Hospital and a developer of enterprise software solutions for dental schools and university hospitals, has been successful with the sale of its Salud software suite across five continents, most recently to universities in Saudi Arabia, Chile, Canada and Italy. Two-Ten is completing what has been a successful innovation investment in mobile technology in partnership with Enterprise Ireland and Waterford Institute of Technology (TSSG).
“The discussions and workshops were very enjoyable, and we used substantive user content relating to the use of Salud for patient care, student education, research and return on investment,” explained Two-Ten-Health’s international account manager Leah-Ann McHenry. “Additionally, we looked at our future developments in technology such as cloud computing, user management dashboards and mobile technology. There was also consideration of overall trends in worldwide dental and oral health and international ‘connected health’ initiatives, focusing on its relationship with university management. We had a section on the Irish National Connected Health initiative, which inspired great interest.”
The conference used a round table format to facilitate the greatest amount of sharing between delegates, which included university deans, vice deans, CTOs and heads of operations and business. “I think one of the reasons we were successful is that we never presented an implementation of Salud as an IT project,” McHenry said. “Our focus was on its benefits from a clinical perspective and how it helps the clinical people, the administration staff and the management who use it. The conference worked because we were focused on making the clinical experience even better and sharing the lessons that we each had learned.”