Does your partner technology stack have your back? Partner channel success is pretty much impossible if it doesn’t. A top-notch tech stack puts you on the fast track to sales success. So how is yours stacking up?
Every tech stack is built out of a combination of the hundreds, if not thousands, of solutions out there. Partner channels are unique, and require a very specific combination of tools and technologies. When that optimal mix comes together, it melds into a seamless, smooth-flowing and effective partner program. Here’s a tried-and-true recipe for a partner technology stack – and partner channel— success.
First up, customer relationship management (CRM) software is an absolute must-have. How are you going to sell smart if you don’t have a complete view of your pipeline? A CRM allows for partner data and indirect sales data to be housed in your source of truth, which makes it easy for analysis and segmentation. Your PRM helps manage your relationships with partners and provides partners with enhanced visibility into the deals they’ve registered.
The bridge between Allbound and your CRM allows you to be able to assess your channel health, as well as see all of your deal registrations in one tool while still providing your partners with visibility into their deal progress as it moves through your buying stages. Your CRM helps streamline lead flow for internal sales teams while also tracking revenue potential at various stages of the sales cycle.
Let’s face it – marketing is of utmost importance, but it can be a real time suck getting effective collateral to each and every partner. That’s why an automated marketing platform is key to include in your technology stack. It will automatically deliver partner campaigns and selling tactics to channel partners as they need them, and should sync perfectly with your Partner Relationship Management (PRM) platform. An automated marketing solution is a tech stack win-win: it’s going to take the weight off your shoulders, while consistently providing partners the impactful collateral and know-how they need.
You can toss all the content you want at your partners, but if it’s not organized, engaging and effective, what’s the point? A great partner technology stack will include a stellar content creation agency like SmartBug. In essence, it will add a team of marketing gurus to your roster to help you create and execute a compelling marketing game plan. Look for an agency that specializes in partner content. That expertise will help you build the effective and curated content strategy that’s a must-have for success in today’s market.
How’s your pipeline of potential partners? Keeping it filled with strong prospects can be a never-ending challenge. That’s why your tech stack should include a tool that makes filtering quality prospects a lot easier by shedding light on just how aligned you and a potential partner are. Crossbeam is a game changer in this regard. It compares your prospects and a potential partner’s prospects, then shows you the overlap without revealing your whole pipeline to them. If their target market aligns with yours, it’s a strong signifier that the prospect is a good fit and that your partnership will be a successful one. An alignment tool is a must if you want to make it easier to prioritize partner leads.
Last but certainly not least: what good would a channel partner tech stack be without a PRM solution? It’s the thread that weaves all the other elements together. It’s going to provide your new partners with an automated onboarding process, welcoming them and helping them get acquainted with your tools and resources. It gives them a home base, and puts a spotlight on engaging them. Because really, if partners aren’t engaged, the rest of the tools in your tech stack aren’t going to be used to their full capacity. Among so many other awesome features, it’s also going to provide you the analytics that will help you constantly analyze how your processes, tools and resources are working.
The perfect partner technology stack is proof that the whole is so much better than all its parts. These solutions are all awesome on their own, but it’s only when you bring them together that you create a seamless, synchronized experience that is going to empower channel partners and drive your mutual success.
The post The 5 Key Pieces of an Effective Partner Management Technology Stack appeared first on Partner Relationship Management Software (PRM).
It may sound a little weird, but I kind of feel bad for the dinosaurs. They were just sitting around—hunting, fighting, escaping Jurassic-themed parks, and generally minding their own business—when an enormous asteroid careened out of the sky, slammed into the Earth, and ended everything they knew in one big blaze of fire. It’s a little tragic, right? They were regular ol’ creatures expecting to live another regular ol’ day, but they were smacked in the face with some meteoric consequences.
It was another regular ol’ day when CMS first toyed with the idea of implementing PTA and OTA payment cuts—and now that those cuts are final, some therapists are feeling like they’re in the same position as the dinosaurs: facing an unstoppable meteoric force of budgetary consequences that will trigger an industry-wide extinction event.
Fortunately, the PTA and OTA cuts are looking like they might be fairly manageable—and they almost certainly won’t make rehab therapy go extinct. In fact, making up for the revenue lost to these cuts might be as easy as strategically organizing and packing your clinic’s schedule. In any case, there’s no reason to panic. Even though rehab therapists must start using the PTA/OTA modifiers in 2020, the associated reimbursement reduction won’t take effect until 2022. So, you still have the better part of two years to figure out how to minimize the impact of these cuts as much as physically possible. Here’s how to get started.
Before you can even think about trying to negate the effects of the PTA and OTA payment cuts, you have to understand when they apply—because they don’t necessarily take effect every single time an assistant contributes to a patient’s outpatient treatment. So, let’s cover the facts included in the 2020 final rule:
If you’d like to walk through some real-life examples of when to apply these modifiers, check out this post.
One of the biggest takeaways here is that an assistant can treat alongside a therapist without negatively affecting Medicare payments—so, you don’t have to worry about rescheduling the PTAs and OTAs who assist with complex treatments.
It is absolutely critical that you divvy up the work in your clinic by scope of practice. What I mean by that is PTs and OTs should provide services that specifically require their skill set (e.g., evaluations or joint mobilizations) while PTAs and OTAs provide the rest (e.g., therapeutic exercise or functional training). This, in theory, should free up your therapists to take on more patients—thus improving the clinic’s overall productivity and increasing your bottom line.
This advice comes straight from Heidi Jannenga, who personally took this approach in her own clinics: “Logistically speaking, we should be leveraging assistants to improve efficiency and increase patient volume,” Jannenga said. “Rehab therapists must get out of the mindset that PTs and OTs need to stay with their patients throughout the entirety of the appointment, because that frankly is not always the case.”
Over at 6 Hands Physical Therapy and Wellness, Business and Compliance Operations Manager Melissa Swinehart takes the same approach to improving clinic efficiency. “Techs prep rooms and equipment/supplies,” said Swinehart. “PTAs perform treatments, while PTs perform evals and some treatments.”
The idea of divvying up work by scope of practice doesn’t only apply to therapists and therapist assistants; if your assistants are overwhelmed by work that could be completed by someone who doesn’t require provider credentials—like a technician or aide—then it’s probably time to shift those responsibilities down the line. Offloading tasks like hot and cold pack preparation, equipment sanitation, or patient intake can free up your PTAs to help provide even more services.
You’d never want to see a therapist wandering around the clinic half the day, trying to figure out what to do, right? It may be nice to have someone around who can jump in to help with treatments when necessary, but it’s much more efficient—and cost-effective—to assign individual tasks and responsibilities to individual people. Essentially, what I’m saying is that therapists have fixed schedules that clearly outline what they need to do that day—so, why should that be any different for PTAs and OTAs?
Jannenga made separate schedules for the assistants in her practice: “The assistants never hung around, waiting to pick up a therapist’s slack; they followed their own patient treatment schedule and worked with purpose each day,” she said.
Unchain your assistants from your side give them some autonomy. They are perfectly capable of interacting with patients one-on-one; they don’t need to be glued to a therapist’s hip at all times. This will, again, boost the clinic’s overall productivity and ability to take on more patients—especially non-Medicare patients.
And there’s no need to be nervous about patients feeling unhappy with this change—as long as you get their buy-in on the ground floor. In Jannenga’s clinic, she made sure patients were introduced to the entire team during their first appointment, thereby establishing that care would come from a dedicated group of people. “Our patients were very satisfied with their care, they achieved stellar outcomes, we could leverage therapists more efficiently, and we were able to use our assistants to their greatest potential,” she said.
Now, I realize that a good chunk of this advice suggests increasing your clinic’s efficiency and overall productivity levels. I want to make it perfectly clear that mitigating these cuts doesn’t boil down to telling therapists and assistants to work more—or drastically increasing their productivity requirements. When people overburden themselves and work too much—regardless of their field—the quality of their work plummets, and they’re sent careening toward burnout. That is never the answer.
Instead, I’m suggesting that you delegate effectively and reshuffle job duties in a way that allows staff to do more without any significant increase to their workload.
This last suggestion has less to do with strategic scheduling, and more to do with strategic billing. In the 2020 final rule, CMS specified that therapists could split up units of a billable service onto two different claim lines, and affix the assistant modifier only to the units it applies to. So, for example, if an OT provided 15 minutes of 97110 (therapeutic exercise), and then a COTA separately provided another 15 minutes of 97110, you could give each unit its own claim line. One unit would require the CO modifier—and would receive the 15% payment reduction—and one would not.
These payment reductions are definitely not ideal for any rehab therapy clinic’s bottom line—but they’re probably not the death knell that you think they are. This is not rehab therapy’s extinction event, and you shouldn’t have to lay off your assistants in droves to stay afloat. I have full confidence that PTAs and OTAs will still be kicking in the next trillion years—or something like that.
The post Strategic Scheduling: How to Minimize the Impact of the PTA and OTA Payment Cuts appeared first on WebPT.
Let’s face it: building a website from the ground up is no walk in the park. Your site can be the determining factor that draws an undecided visitor off of the cyber streets when they need you to make their decision for them. “Are we eating Indian or Thai tonight?” Once they arrive, the decision of what tools you’ll use to create a memorable experience is an important one–you want them to keep coming back. Thankfully, there are website builders a-plenty at our fingertips, as well as resources on how to set the table for your target audience and keep them interested. These simultaneously help you learn more about your audience each time they visit so you can better cater to their specific needs – “John always gets the Chicken Tikka Masala”.
So, you landed on a site builder and you’re off to the races. Now that your web presence has been established, the fun is just beginning. As a marketer for an established organization, small business owner, or even a one-man wolfpack, seeking to determine what about your visitor’s behavior you should take notice of is extremely valuable. With several useful third party platforms offering their take on your site’s activity, it can get overwhelming to keep up with it all. Now you need something to hold it all together.
There are four key elements that are vital for understanding and getting started with Google Tag Manager: Container, Tags, Triggers & Variables
It all starts with a container. You need a place to store all of the code you’ll eventually be deploying across your site. Immediately after naming your GTM account (with your business name, or perhaps college nickname) you will be prompted to choose a container. Within this step you decide amongst 4 options for your “Target Platform”: Web, iOs, Android & AMP.
Next, we have the tag. Google calls a tag the “segment of code provided by analytics, marketing and support vendors to help you integrate their products into your websites or mobile apps.” Essentially, it is the “what” in the equation. Without having to piecemeal your site together by trudging through lines of unending (and often indecipherable) code, Google Tag Manager allows you to create a space for these individual tags to live. Later, they get sent to your page do the dirty work of site monitoring and statistics gathering.
After you’ve set up a few tags, your next step will be to implement a trigger or call to action to set these tags in motion on your site after a specific event has occurred. Think of a trigger as the “how”. In other words, if the end result of your tag is a bonfire, the trigger is the match that sets it all ablaze. Ultimately, you are deciding how your tag fires.
To take it a step further, you can also employ variables along with your newly triggered tags, which serve as an even more detailed means of drilling down into the specifics of both what your tags do and how and when they are triggered in particular scenarios. A common example of this use case would be if you wanted your tag to fire upon being triggered by the unique scenario (variable) of a visitor clicking a specific link or by landing on a certain page of your site.
Now that we’ve taken a peek under the hood of our new set of digital wheels, it’s time to hop in and put it in drive – let’s talk installing Google Tag Manager on your website!
While you won’t need to have graduated top of your class at HTML University, Google Tag Manager does require some intermediate knowledge of website code. That said, there are several resources available that aid in understanding where to input the two necessary pieces of GTM code on your site before beginning your tag-creating journey.
After this is complete, you’ll be ready to shout “Send in the tags!” Before doing so though, it may be worth your while to watch a few instructional videos on this installation or grab a helpful set up guide [like this one] to model your Coding 101 efforts after. Better safe than sorry! After all, if this isn’t installed properly from the onset, you’ll run into issues with the tags themselves not firing properly on your site – and as you’ll see in the next portion, a misfire (or no-fire) is the last thing you want.
“With CallRail’s advanced analytics and reporting, you’ll know with certainty which marketing tactics drive qualified leads for your clients. It’s the single source of truth you need to efficiently grow ROI and prove the value of your work.”
The code provided by CallRail (that you’ll eventually want to create as a tag in GTM) powers one of the major foundations of CallRail’s attribution services – dynamic number insertion. After installing it on your site and creating numbers to track your marketing efforts, this code snippet uses DNI to detect your business number in your site’s source code. That number gets swapped with your CallRail number, which then displays to the visitor who navigated to your page through one of the sources you’re tracking. When your call is complete, depending on the types of numbers you create, everything from the source of the call, keywords searched, and more will be captured in your CallRail account. Pretty neat, right?
The same code applies to the logic behind CallRail’s Form Tracking. As long as the code is placed on the page where the form you wish to track exists, we’ll also capture the same data here and report it in your account.
Plus, now that you’ve gotten the hang of creating tags in GTM, lining them up with what you have in CallRail will be a piece of cake. And just in case you aren’t already sold on this easy-to-use solution for installing our code on your site, using Google Tag Manager with CallRail offers you the option to bypass bringing on heavy hitters on the developer side (again, you’ll still need to know what HTML is). Getting to the finish line will only take 5-10 minutes and a few clicks to complete. Upon logging into your Google Tag Manager Workspace, it will only take a few easy steps to get integrated with CallRail and thus get this powerful tag created & firing on your site.
Like a dream come true…
Start by selecting New Tag from your GTM Workspace.
Give your newly created tag a name and then select the Tag Configuration box.
Select Custom HTML in the Custom section of the Tag Type side bar menu.
Choose your trigger by selecting the Trigger Box. While you can do whatever you want here, our recommendation is to set this script to fire on all pages of your site. You can be sure this gets taken care of by selecting the + at the top right of the Choose Trigger page and finally by clicking Page View and subsequently, All Page Views.
Looks like we made it…
Click the ever-so-important Save button which will add this tag to your Workspace.
Last but not least, click Publish at the top of the GTM Workspace page to deploy our script on your website.
See! What’d I tell ya? Piece of cake.
As a rule of thumb, it’s always a good idea to test out your installation before waving the masses onto your website where calls & form tracking should now be enabled. To do this, we recommend simply opening an incognito window within Google Chrome and navigating to your site through whatever means/sources you are set up to track with CallRail. If your number swaps and your form submits to your CallRail dashboard, you’re all set! If not, it may be time to go back and ensure everything was initially installed correctly on the front end with GTM’s Container Snippet, and then confirming CallRail’s code was properly copied into your newly created tag.
GTM & CallRail
No matter the size of your business, this piece of code (that should clearly be easy to implement) can help you determine what’s working and what’s not – or simply put, what the truth is – in your digital marketing efforts.
By: Hannah Beth Moorhouse, Digital Marketing Intern
You might be brand new to SEED SPOT and recently came across our work on social media. Or you may be a long-time supporter who attended the very first Demo Day, mentored an entrepreneur or two, and has a collection of SEED SPOT T-shirts in their closet.
No matter what your involvement may be, we appreciate you. We are thankful for your interest in furthering SEED SPOT’s mission of educating, accelerating, and investing in impact-driven entrepreneurs across the nation. But it’s time for a refresh.
Since launching in 2012, SEED SPOT’s theory of change has adapted to best support the needs of idea and early-stage entrepreneurs. We want to make sure that you, an incredible friend and SEED SPOT ambassador, are equipped with the latest and greatest information on SEED SPOT programming when you bump into an inspirational entrepreneur at your next networking event. #BrandAmbassador
Here’s a breakdown of our current programming options:
Impact Entrepreneur Meet-Up
The Impact Entrepreneur Meet-Up (IEM) is a free monthly education program for impact entrepreneurs, tech leaders, and future founders. Designed to increase access to resources, networks, leading investors, and service providers for entrepreneurs, the IEM is a 90-minute workshop hosted on the third Friday morning of every month in Phoenix, AZ and Washington, DC.
IEMs foster inclusive, empowered entrepreneurial networks and build the local community’s ability to support social impact. In the past, SEED SPOT has partnered with organizations like General Assembly to teach entrepreneurs developer “cheats” for collecting highly-impactful user data and Persosa to demonstrate how to launch an app without a technical co-founder. To see an upcoming list of IEMs, visit https://seedspot.org/communities/.
2-Day Launch Camp
SEED SPOT’s 2-Day Launch Camps are 48-hour programs designed for idea and early-stage entrepreneurs to explore and start their impact-driven ventures. SEED SPOT partners with local Community Organizers passionate about entrepreneurship to leverage their intimate understanding of the local entrepreneurship ecosystem and expertly empower local entrepreneurs.
Entrepreneurs that benefit most from the 2-Day Launch Camp experience are individuals who have an idea they keep coming back to time and time again. They’re the folks that work a full-time job, but are dreaming of leaving their 9-5 jobs to become their own bosses.
The curriculum walks innovators through identifying their target customers, analyzing their target market, developing a Minimum Viable Business (MVB), and constructing a one-minute elevator pitch that clearly conveys their value proposition. Participants will gain access to mentors, content experts, globally-renowned social innovation curriculum, and a network of startup enthusiasts ready to provide support. The program includes an interactive Mentor Breakfast and culminates with a live Pitch Night at the end of the second day.
To date, SEED SPOT has run 2-Day Launch Camps in Phoenix, Santa Barbara, Seattle, Minneapolis-St. Paul, Tampa Bay, Philadelphia, and Washington, DC. To see a comprehensive list of upcoming 2-Day Launch Camps, visit https://seedspot.org/communities/.
At last, the crème de la crème of SEED SPOT programming: the Impact Accelerator, a longer-term program designed for entrepreneurs who have achieved in-market traction and are looking for support with fundraising and scaling operations. Previously known as SEED SPOT’s Full-Time program, the Impact Accelerator is only available during the Spring in Phoenix, AZ and Washington, DC.
The typical participant may be post-revenue, have experience launching a pilot or beta, have early adopters/customers, and have sales to show for their efforts. They are in the process of gathering customer feedback to implement while iterating on their product or service. Many entrepreneurs are ready to leave their job in order to pursue the venture full-time.
The program takes zero equity and features mentorship, workshops, curriculum delivered by content experts, and interactions with accredited investors. It meets twice weekly in the evenings and equips entrepreneurs with pro bono legal support, PR opportunities, one-on-one mentorship, and the chance to win up to $15,000 in unrestricted grants at the culminating Demo Day. To learn more about the Impact Accelerator, visit https://seedspot.org/communities/.
Once an entrepreneur completes the 2-Day Launch or the Impact Accelerator, they become a SEED SPOT alum and gain lifetime access to a wide variety of resources. These include one-on-one mentorship through SEED SPOT’s National Mentor Network of 250+ industry experts, up to $10,000 in 0% interest loans through Kiva, strategic introductions to national venture funds, up to $150,000 in Amazon Web Services cloud computing credits, discounted office space, and discounted or pro bono legal, marketing, and branding services. SEED SPOT’s post-program support is always expanding to better serve alumni as their ventures grow and create impact!
Congratulations, you are officially up-to-date on SEED SPOT programs! If you ever meet an aspiring founder in need of a welcoming community, we encourage you to connect them with a member of the SEED SPOT team to determine which program is best for their unique needs. General inquiries can always be sent to firstname.lastname@example.org!
Our programs are made possible by SEED SPOT champions like you – help us empower more impact-driven entrepreneurs across the country by making a one-time gift or joining the SEED SPOT 500! For every dollar donated to SEED SPOT programs, our entrepreneurs have generated 6x in revenue, received 2x in grants/donations, raised 5x in capital, and positively impacted one life. Thank you in advance for your consideration!