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Varian Medical Systems | Prove the ROI

Varian LogoThe global leader for radiation oncology systems created an enhancement to their Eclipse treatment planning software system. RapidPlan lets hospitals use models to create a baseline to develop treatment plans for virtually every type of external beam radiotherapy. This reduces the time it takes to create plans, increases the consistency across plans and shares the knowledge of treatments developed at larger institutions.


Challenge

Prove the ROI to Community hospitals around the globe, which would most benefit from RapidPlan’s models, that were skeptical of the ROI they would achieve from this enhancement.


Solution

Since the richest target audience for RapidPlan adoptions was community hospitals, we decided to let the early adopters at smaller hospitals around the globe tell the story. This allowed the skeptics to hear from their peers, and they were therefore more likely to see themselves using RapidPlan. We filmed a short documentary video in Detroit, Michigan, Avignon, France and Guildford, UK for use at trade shows, on the web, and in sales presentations. This was followed up with emails, newsletter features and webinars.


Results

The RapidPlan launch took place in October 2015 so it’s too early to report results. However, we know that the video is the most downloaded sales video in Varian’s history and the requests for RapidPlan presentations has increased significantly.