NoW #2: Why Demo Environments are critical?

High-level architecture diagram of Healthcare IVD example for Demo environments

Business Problem & Proposal

üLack of demo environments: Our marketing and sales could use customizable demo environments to introduce instruments and middleware. We have a few non-customizable vendor-controlled site. Proposal: Ideally, we must fully control sites and DB and give marketing/sales the ability to customize for target customers.

üRemote demo interface: Customer installation and configuration for middleware is traditionally OnPrem for most software. However, demos must be remote to boost marketing/sales targets and reduce customer acquisition time. Proposal: Build a demo web interface (PWA preferred) with simulator APIs for instruments and assays.

üUnlock Options (Gamut of features): To entice customers, tiers of Middleware with a range of features are imperative. The default will be the basic tier. We don’t have feature-rich tiers for middleware to cater to varying customer needs. Proposal: To withstand fierce competition, a tiered MW with value-added features is a must. Basic features can be free and default, but advanced features are required to generate purchase interest. The product license key (PIL configuration) will drive features available to customers during the trial and after becoming customers.

üCustomization: The demo software lacks the flexibility for our marketing and sales teams to customize (branding, labeling, and maneuver feature data) to the taste of our target customers. Remember, the first attempt will be our best for sale. Proposal: Provide limited DB access to specific tables for customization and personalization for each customer.

Build the ability to clone the demo and sandbox environments. Controlled permissions to certain roles.

üDummy data repertoire: The demo sites controlled by vendors come with stale and fixed data. Proposal: R&D must provide a primary dataset and some flavors, with marketing and sales able to modify and customize the data for specific customers.

üTraining: The demo sites lack training material for learning instruments, assays, and middleware, which could lead to purchase. Proposal: Build self-train documents and videos to learn instruments and middleware that go with the demo sites. The content can be access-controlled from complete to specific.

üCustomer Sandbox: We are unable to provide customers with sandbox/playground environments. Proposal: Develop the ability to clone controlled sandbox environments so prospective customers can learn about our instruments, assays, and middleware. When prospective customers are converted into actual customers, migrate the content and configurations from the sandbox to the real environment.

Why demo environments are critical?

Sales & Marketing Enablement – Customize to delight the customers.

§Increase Acquisitions: To better equip sales and marketing with tools to achieve higher customer acquisition targets.

üReduced customer acquisition cost (CAC).

üReduced time to acquire.

üDemo the capabilities that solve the customer’s problems. Play in the sandbox as a prospect and migrate to real as a customer.

§Keep Customer retention high

üBy introducing new features ahead of competitors, they can get demoed or get firsthand experience (sandbox env).

üIncreased Lifetime value (LTV).

üTraining/learning of instruments, assay, and middleware to reduce costs and improve performance and operational efficiency.

Customer Engagement - Product teams armed to inspire.

§Differentiation

üSolve customer problems to drive a purchase by showcasing at conferences.

üIntroduce new features for competitive advantage. Unlock feature options for subscription/monetization (tiers).

üAnalyze data and build insights.

§Customer Feedback Loop

üBeta testing or dogfooding with friendly customers to get early feedback

üDiscovering new customer needs and ideation.

üUnderstanding value prop via. Customer journey and diverse actors

Empower R&D – Innovation, Creativity, Cost Reduction, and Productivity.

§Prototyping & Design Experimentation

üRapid prototyping and refining by iterating.

§Testing & Validation

üTest instruments and assay performance across scenarios. Dummy test data to analyze and improve.

üFaster feedback loop – test and dev cycles of finding and fixing early defects before they become a field issue.

§Performance

üModel different configurations and settings to test concurrency, load, and efficiency to assess the impacts.

üExperiment with complex setups and integrations.

Demo Environment Modules

• Instrument Simulation

  • Hardware Simulation: Mechanical, optical, and electronic components. Sensors & interfaces.

  • Operational Simulation: Sample loading, reagent mixing, detection methods, data acquisition)

• Assay Protocol Simulation

  • Modeling Chemical reactions

  • Reaction Kinetics

  • Reagent Behavior

  • Data Analysis Simulation

  • Workflow simulation

  • User Interaction

  • Performance and Sensitivity analysis

  • Regulatory Compliance V&V Testing

• Middleware Simulation

  • Order Management

    Broadcast to instruments

    Host Based on a specific instrument

  • Result Management

    Assessed to accept or reject

    Sent back to single or multiple LIS

  • QC Management

    Analyze QC data, Automated Alerts

    Trend Analysis

  • Workflow Automation

    Process automation includes order entry, result validation, report generation, sample tracking, and Reflex testing.

  • Data Integration and communication

    Seamless connectivity, standardization, bi-directional communication.

  • Data Management & Reporting

    Data storage, audit trails, reports

  • Regulatory Compliance & Security.

  • Monitoring and Alerts

  • User Management & Access control

• Training & Learning

  • User guides of instruments, assays, and middleware.

  • Video/audio instructions on how to use instruments, assays, and middleware.

  • Learn troubleshooting techniques without actual samples or reagents. Looking at the logs

  • Compliance training, including SOPs, audit logs, and quality and safety training.

  • Best practices training for operational efficiency, maximizing productivity, reducing costs, and increasing profits.