Providing an on-point, creative solution that increases a client’s return on technology investment and produces the Raving Results we constantly seek to deliver.

The Client: Methodist Family Health

The Account Representative: Andrew Watson

As Andrew Watson says, he’s had his sleeves rolled up on this account for a while.

Methodist Family Health is a large account with a long history with Datamax. When the need for an upgrade came up this year, he had his work cut out for him. Even more so, Andrew had an even bigger mountain to tackle.

Transitioning as the “face” of this account (Cody Simon had previously handled this account), he had a lot of trust to earn from the CFO there.
How did he do that? One meeting, one conversation, one insight, and one spreadsheet at a time.

The Business Challenge

The story here begins in 2019, when a cluster of five or six machines was coming up for renewal in the Spring of 2020. The pandemic shut this conversation down initially, as the CFO chose to “pump the breaks.”
Meanwhile internally, Cody has been grooming Andrew as the go-to for this account.

“We have treated the last two years as sort of a runway for me to continue to build on that relationship,” Andrew said. “I can’t take any credit for establishing the relationship, but it was up to me to carry it forward.”

This Spring, Cody, and Andrew approached the CFO about how to move forward. At this point, more than three-quarters of the fleet was up for an upgrade.

“During the pandemic, multiple times I’ve had a chance to get with Cody and report to them, even though we’re not selling equipment. We meet to share with them about monitoring their volumes, and all the while finding ways to help them save money.”

Essentially, the torch was passed to Andrew last summer. Now, it was time to move forward with an upgrade.

The Thought Process

One thing Andrew did notice was the 10+ leases that existed across the fleet.

“Just because of the number of workbooks I had to create to organize our materials, I could tell this was confusing for all parties involved,” Andrew said. “To me, it made sense putting them on the same lease. It is easier for them to cost track. If I make a move, I don’t have to go to 12 different places. The overall thought was, is there a way we can simplify this process, and use this upgrade to consolidate everything to make sense where all of it is?”

When Andrew pitched this idea to the CFO, he loved it.

Andrew broke up the equipment according to brand, series, models, etc. The master equipment list was filtered down to strategic “chunks” of criteria.

“I tried to be as detailed as I could be in what data I was putting together, then trying to show its impact with the collective picture in mind. Whether it was maintenance programs, higher costs per page, it was that constant optimization for the client that I had in mind.”

The extra work put into the simplification and optimization of this account is, ultimately, what won the day for Andrew and Datamax.

The Prevailing Results

“I think I’ve come a long way in gaining the CFO’s trust,” Andrew said. “I think it came about this summer, naturally, from the ways I was able to compile the data and explain with confidence what we were doing … Now, we’re talking Razorbacks football, or we’re talking his recent trip to Kentucky.”

The CFO knows now when Andrew rolls up his sleeves, he’s got his best interest in mind.