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This case study features TeleQuality Communications, part of Education Networks of America (ENA). The company’s role at the time of our contract involved expanding cellular and internet connections to rural areas across the United States.
While the company served multiple industries. But, they wanted to better understand the telecommunications and broadband opportunities amongst rural healthcare providers. With Healthcare Service Consultants’ guidance, TeleQuality Communications gained greater clarity about rural healthcare market opportunities.
1. Client Company Overview
When we entered our engagement with TeleQuality, they were a mid-sized, established, private entity. The company manufactured broadband telecom hardware. When HSC came on board, TeleQuality had made some inroads into the telehealth space. The company had targeted federal programs that fund rural telehealth programs. They had some success in selling their networking hardware and services through these channels. But federal funding cycles limited growth. They were looking for additional go-to-market opportunities when they contacted HSC.
2. Challenges
Perhaps the greatest challenges were:
- TeleQuality’s overall lack of knowledge about the rural healthcare space
- Their understanding of broader healthcare market forces and opportunities.
TeleQuality was not a healthcare company. But, they wanted to sell to rural health clinics, community hospitals, and other healthcare related entities. TeleQuality knew there was a demand, with nearly 25% of the U.S. having access to limited cellular and broadband connectivity. They just didn’t fully grasp the complexities, reimbursement dynamics, and clinical/care delivery dynamics of the healthcare space.
By enlisting our help, the company aimed to discover untapped opportunities and successfully refocus their business strategy and sales tactics.
3. How We Helped
HSC’s knowledge in the healthcare market drove our relationship with TeleQuality. We performed extensive market research, specific to telecom, to identify:
- CIO priorities and challenges
- existing market segments
- market drivers
- business and partnership opportunities within telehealth
Throughout, we investigated and analyzed:
- clinical applications in rural healthcare that require telecomm
- potential telecom partners
- previously identified target entities
With this information, we created four different reports for TeleQuality to digest. We also presented our findings and recommendation to the company’s board.
4. Results
Our efforts provided TeleQuality with the strategic information they needed in order to proceed with their expansion into the rural healthcare market. This clarity informed their leadership team to enable the development of new sales and business development strategies.
