February - March '25 edition

🏅Wiseboard achievements

+3 new clients signed
+4 new advising projects: Tracks in AI, Delivery, Marketing, and Sales.
+4 new advisors joined: Our pool now totals 276 expert advisors.

🧩 New expertise unlocked (+2)

Sharing the latest expertise to our service catalog that your company can hire:
1. Solution architecture at Presale (IoT, AI, Web/Mobile apps)
Receive expert assistance with discovery, needs analysis, and technical solution formulation for potential projects. Challenge internal solutions to ensure they are neither overestimated nor overbudgeted, making proposals more competitive and efficient.
2. ICP & Value Proposition Development Workshop
Enhance existing ICP and craft a compelling Value Proposition. Create research parameters, identify buyer personas, map intent triggers, and align your offering with customer pain points.
Develop a targeted campaign strategy with market insights, campaign-ready content, and actionable sequences to drive engagement. Walk away with a ready-to-use ICP, VP, and campaign foundation to accelerate growth.
Let me know if any of these resonate with your current business needs and plans.

👤 Available talent for hire

Wiseboard has active recruiting pipelines for our clients for the following roles:
1. Delivery Manager2. Head of Marketing / CMO3. Account Manager / Client Partner 4. Head of Sales / VP Sales5. Sales Closer / Account Executive / Engagement- Pre-sale Manager6. Lead gen / Cold outreach manager
Contact me if you’re hiring—I’ll help you find the right fit.

📈 Market observations

Presale stage enhancement
As sales pipelines remain hard to grow, companies enhance their presale process to increase conversion rates even on requests with low technical expertise. To make it possible, when lead comes, companies hire a solution architect or industry leader (i.e., AI, IoT, HealthCare, FSI) as a third party for the presale to discover real clients' needs, craft a technical solution, and a client-centric proposal with win-win conditions. This engagement usually evolves into two streams:
Back up the team at the presale stage and increase the conversion rate.Enhance the presale as a function while mentoring and training the team to run a quality presale.
Let me know if you need help backing up or enhancing your presale stage.

💡Advisors’ spotlights

I. Communicate added value with your services

“Don’t sell UX in isolation—tie it to business impact.”

Antonina Skrypnyk, Wiseboard business strategy advisor, confirms that most stakeholders your sales team is trying to reach out to don’t actually care if their patient portal or internal system has a sleek UX. Improved UX, as a standalone offer, often fails because it doesn’t deliver business value.

Let’s say your stakeholder is responsible for the hospital’s revenue cycle, patient acquisition, or operational efficiency—their focus is on achieving KPIs.

“Your goal is to connect the UX issue to their KPIs and demonstrate its impact on the bottom line. Frame UX as a Driver of Cost Optimization or Revenue Growth”.

Example 1: A hospital administrator is looking to increase patient intake for elective procedures.

Great! Highlight that long, inefficient online appointment forms result in a 40% patient drop-off rate.

By optimizing the scheduling process, hospitals boost completed appointments, reduce administrative overhead, and increase patient throughput—which directly improves P&L.

Now, the stakeholder starts listening.

Example 2: A health insurance provider wants to cut call center costs.

Self-service claims portals with poor UX cause high abandonment rates, pushing frustrated customers to call support.

By optimizing the portal, insurers reduce support costs, speed up reimbursements, and improve customer retention.

In the meantime, skip the jargon about seamless navigation or sleek interfaces.

Communicate how your solution helps them hit their business targets faster, reduce costs, or boost revenue.

And do not apply the same value offering to every stakeholder.

Do your homework—explore each stakeholder’s pain points, tailor your value offering, and align it with their specific business needs.

This is where a “spray and pray” cold outreach dies, and strategic selling begins.

Need help defining pain points for your core buyer personas or building tailored value offerings?
Jump on a call with Antonina

The same confirms Oleksii Honcharov, Marketing Strategy Advisor.

“Don’t sell what’s convenient for you—sell what the client actually needs.”

Many companies make the mistake of pitching services from their perspective instead of aligning them with the client’s business goals.

To shift your approach, follow these three steps:
Step 1: Identify the Real Stakeholder Need

Example: If you’re a link-building agency targeting CMOs of enterprise companies, they don’t care about “high-quality links.” They care about how those links increase revenue and improve the P&L.

Step 2: Connect Your Service to Their P&L Goals

Example: A data analytics agency pitching a VP of Sales shouldn’t sell “dashboards and reports.” Instead, sell:

“Optimized sales forecasting that reduces pipeline leakage and increases win rates by 18%.”

Step 3. Frame Your Service as a Business Growth Lever

Stop listing features. Instead, position your service as a business accelerator.

Instead of this: “We offer AI-driven customer insights to optimize marketing campaigns.”

Say this instead: “We help CMOs maximize marketing ROI by identifying high-converting audiences, increasing lead quality, and reducing ad spend waste by 27%.”

The moment you translate your offer into a business impact, you move from being a vendor to a trusted partner.

Need help framing your service and/or crafting a marketing strategy?
Jump on a call with Oleksii

Partnerships & Alliances

Penetrate Healthcare Through ISV Products

Many IT service companies struggle to break into the Healthcare industry due to high entry barriers: complex regulations, long sales cycles, and the need for deep industry expertise.

A lower-risk entry point is partnering with ISVs (Independent Software Vendors) that are already embedded in the ecosystem.

ISV vs. SaaS: What’s the Difference?

Why ISVs are open to outsourcing:

● Regulatory changes in the U.S. (ONC, HIPAA, HL7 FHIR) force hospitals to open APIs, creating demand for integrations.● Many ISVs lack full-scale development teams, so they need technology partners.● Integrating with hospital systems is complex, requiring specialized developers with Healthcare experience.

How IT Companies Penetrate This Market with Key ISV Use Cases

Healthcare Go-to-Market Strategy for IT Companies

1. Identify ISV Business Pain Points You Can SolveISVs are product companies that often lack capacity in development, integration, and customization. Pitch your services that solve a business problem for them.
Example: “Your product is losing 35% mo-o-mo revenue due to delayed onboarding. We provide a customer onboarding solution so you can do it faster.”
2. Position Your Company as a “Solution XYZ” Integration Partner
3. Build Strong Client Partnership function

Real Wiseboard client case with results

A 120-headcount IT outstaffing/outsourcing company became a technical integrator of the product. In 2 months, the company managed to get 15 projects, 14 of which work directly. With strong account management, they are able to develop these 14 accounts.
However, this was only possible under three conditions:● Building delivery excellence● Building account management/Client partnership● Niche and development of narrow business cases.
Need help with establishing/enhancing partnership function? Jump on a call.

📖 Worth learning

KPMG global tech report: Healthcare insights
Main outline: Healthcare’s digital transformation is accelerating, driven by hybrid care (virtual and in-person), AI-powered diagnostics, predictive patient analytics, and enhanced cybersecurity to protect patient data and ensure compliance.
To seize these opportunities, IT outsourcing founders should develop:

● Hybrid-care platforms that blend remote telehealth solutions and patient management software.● AI-driven clinical tools, including patient monitoring, predictive diagnostics, and real-time surgical guidance systems.● Advanced cybersecurity services tailored specifically to healthcare, addressing threats such as ransomware, IoT device vulnerabilities, and regulatory compliance.● Integrated data solutions to help healthcare organizations overcome legacy-system limitations and enhance interoperability.
That's all for this month. If you found this update valuable, please share it with others who might benefit.
If you feel your business faces challenges or plans to grow this year – let’s jump on a call; I’ll help you out. Best wishes, Artur Founder & CEO at Wiseboard
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