Customers & Pilots¶
Document Purpose: This document tracks pilot hospital engagements, customer pipeline, and deployment status. It serves as the single source of truth for GTM execution.
See Also: GTM Overview | Pricing & Tiers | Hospital Onboarding Playbook
1. Pilot Program Overview¶
Pilot Objectives¶
- Validate Technical Integration: Prove HL7/FHIR/PACS integration with diverse hospital systems
- Demonstrate Clinical Value: Measure time saved, adoption rates, clinician satisfaction
- Prove India-Specific Capabilities: Hindi OCR/ASR accuracy, ABDM compliance
- Build Reference Stories: Create case studies for sales enablement
Pilot Selection Criteria¶
| Criterion | Ideal Profile |
|---|---|
| Oncology Volume | 100+ new cancer patients/month |
| System Diversity | Different EMR, LIS, PACS than other pilots |
| Executive Sponsorship | Medical Director + CIO buy-in |
| Integration Readiness | HL7 or FHIR interface available |
| Geographic Diversity | Spread across Tier-1 and Tier-2 cities |
| Language Mix | English + Hindi documentation common |
2. Pilot Hospital Tracking¶
Active Pilots¶
| Hospital | City | Tier | Start Date | Status | Key Metrics |
|---|---|---|---|---|---|
| [Hospital A - TBD] | Mumbai | Tier-1 | TBD | Planning | - |
| [Hospital B - TBD] | Delhi NCR | Tier-1 | TBD | Planning | - |
| [Hospital C - TBD] | Chennai | Tier-2 | TBD | Planning | - |
Pilot Pipeline¶
| Hospital | City | Stage | Next Action | Owner |
|---|---|---|---|---|
| [Prospect 1] | Bangalore | Discovery | Schedule demo | Sales |
| [Prospect 2] | Hyderabad | Proposal | Send POC scope | BD |
| [Prospect 3] | Pune | Interest | Initial meeting | Marketing |
3. Pilot Engagement Process¶
Stage 1: Discovery (2-4 weeks)¶
Goal: Understand hospital needs and assess fit
| Activity | Deliverable |
|---|---|
| Stakeholder interviews (Medical Dir, CIO, Oncologists) | Needs assessment document |
| Current system audit (EMR, LIS, PACS brands) | Integration feasibility report |
| Data volume and quality assessment | Data readiness score |
| Regulatory review (NABH, ABDM status) | Compliance checklist |
Stage 2: POC Proposal (1-2 weeks)¶
Goal: Define scope, success metrics, and timeline
| Component | Description |
|---|---|
| Scope document | Departments, patient volume, integrations included |
| Success metrics | KPIs for go/no-go decision (e.g., clinician adoption >50%) |
| Timeline | Deployment milestones and review points |
| Pricing | POC fee (if applicable) and path to MVP license |
| Roles & responsibilities | Hospital vs. Entheory.AI accountabilities |
Stage 3: Pilot Deployment (4-8 weeks)¶
Goal: Integrate, train, and go-live
| Week | Activities |
|---|---|
| Week 1-2 | Environment setup, integration development, test data load |
| Week 3-4 | Integration testing, UAT with clinical users, training |
| Week 5-6 | Soft launch with limited users, feedback collection |
| Week 7-8 | Full go-live, monitoring, bug fixes |
Stage 4: Value Demonstration (8-12 weeks)¶
Goal: Measure outcomes and build case study
| Metric | Target | Measurement Method |
|---|---|---|
| Clinician Adoption | >50% DAU among target users | Login analytics |
| Time Saved | 5-10 min per patient | Before/after time studies |
| Data Completeness | >80% of modalities ingested | Data audit |
| Clinician NPS | >40 | Survey at week 8 |
| Bug Rate | <5 critical bugs/month | Issue tracker |
Stage 5: Contract Conversion (2-4 weeks)¶
Goal: Convert pilot to annual subscription
| Activity | Outcome |
|---|---|
| Pilot review meeting | Present results to stakeholders |
| ROI calculation | Document time saved, efficiency gains |
| Contract negotiation | Agree on MVP/Enterprise tier, pricing |
| Expansion planning | Roadmap for additional departments/sites |
4. Success Stories (Template)¶
[Hospital Name] Case Study¶
Background:
- Hospital type: [Cancer specialty / Multi-specialty]
- Oncology patient volume: [X patients/month]
- Existing systems: [EMR brand, LIS brand, PACS brand]
- Key challenges: [Data fragmentation, time per patient, etc.]
Solution Deployed:
- Modules: [Ingestion, Imaging, Oncology Workflows, etc.]
- Integration scope: [HL7, FHIR, custom adapters]
- User groups: [Oncologists, coordinators, IT]
Results:
- Time saved per consultation: [X minutes]
- Clinician adoption rate: [X%]
- Data completeness improvement: [X%]
- Clinician satisfaction: [NPS score]
Quote:
"[Testimonial from Medical Director or CIO]"
5. Key Contacts¶
Hospital Stakeholder Mapping¶
| Hospital | Medical Director | CIO/IT Head | Primary Oncologist | Admin/Finance |
|---|---|---|---|---|
| [Hospital A] | TBD | TBD | TBD | TBD |
| [Hospital B] | TBD | TBD | TBD | TBD |
Internal Owners¶
| Role | Name | Responsibility |
|---|---|---|
| Account Executive | TBD | Sales, relationship management |
| Solutions Engineer | TBD | Technical pre-sales, integration |
| Implementation Lead | TBD | Deployment, training |
| Customer Success | TBD | Ongoing support, expansion |
6. Pilot Metrics Dashboard¶
Aggregate Pilot Metrics (Updated: [Date])¶
| Metric | Target | Current |
|---|---|---|
| Active Pilots | 3-5 | 0 |
| Total Patients Enrolled | 5,000 | 0 |
| Average Clinician DAU | 50 | 0 |
| Average Time Saved/Patient | 5-10 min | TBD |
| Pilot-to-Contract Conversion | >60% | TBD |
| Average NPS | >40 | TBD |
7. Learnings & Iteration Log¶
| Date | Pilot | Learning | Action Taken |
|---|---|---|---|
| TBD | Hospital A | e.g., HL7 ACK timing issues | Implemented retry logic |
| TBD | Hospital B | e.g., Hindi OCR accuracy lower on handwritten notes | Added manual review queue |
Document Owner: Customer Success & GTM Team
Last Updated: 2024-12-09
Next Review: Weekly during active pilot phases