Inovalon Investor Conference Presentation Deck
Continued Investment in Go-To-Market Processes
Through 2019, Inovalon continued to significantly improved its go-to-market processes: investing in streamlining sales processes, improving
account profiling, revamping digital marketing materials and content, and focusing on the client and their success.
Revamping of Digital Marketing Materials
Streamlining of Sales Processes (Project "Simplify")
Product Value Messaging
Proposal
Contracts
Marketing & Sales Enablement Configure, Price, Quote (CPO)
Improved Account Profiling
Channels
Top
40%
A(10)
B(6)
C (17)
D (33)
E (27)
SHARE OF WALLET
XXXX: Redacted numbers for the purpose of confidentiality
35%
5%
34%
20%
6%
.
HEE
Implementation
DESCRIPTION
A: Accounts with
combined MA and ACA
enrollments >=XXXXXXX
B: Accounts with
combined MA and ACA
enrollments >=XXXXXXXX
C: Accounts with
combined MA and ACA
enrollments >XXXXXX
D: Accounts with
combined MA and ACA
enrollments > XXXX
E Accounts with no
combined MA and ACA
INOV Investor Presentation (1.14.20) v1.0.0
Pipeline Velocity
Client Experience
Faster Revenue
Recognition
- Client Retention
and Expansion
Opportunities
Market
Understanding
of Brand
FY 19 GTM FOCUS
- Dedicated and Aligned Rep
Coverage
Protect and Grow Install Base:
* Work Closely with CS
+ Win New Contracts while growing
existing
Look for cross-sell (Avalere)
Created focused territories aligned
around T2/3
Aligned comp model for seliers
Aggressive Product Positioning
Leverage CDEaaS, NLPaaS™, IHA
anovalon
M
inovation
DATA HAS A STORITO TELL
WE GIVE IT A VOICE.
INNOVATION:
THE INOVALON ONE PLATFORM
The avalan ONE" Plutar
Focus on the Client
Client Advisory Board
inovalon
In late 2017, Inovalon launched
its Client Advisory Board, a group
of the Company's leading clients
Members are regularly asked for
their input, feedback, and
recommendations
Results include greater value and
impact from existing solutions, as
well as potential new offerings
M
IN
Enhanced Client Services
Over the past year, Inovalon has
significantly enhanced the tools,
processes, and integration of its
Client Services teams
Results include improved
standardization, scalability, and
client focus, as well as greater
understanding by clients of the
value-impact achieved
NATURAL LANGUAGE PROCE
SERVICE
SPEED TO VALUE HOW DATA DRIVES
CLINICAL INSIGHTS
Implementation of Net Promoter
Score (NPS) Initiative
NPS is a leading tool measuring
the willingness of clients to
recommend Inovalon's platform
solutions to others
During 2018, Inovalon launched
a widespread NPS initiative, part
of putting the client at the center
of all Company process success
definitions.
16View entire presentation