Buyer Personas
This role sits under the Chief of Informatics and is responsible for selecting, implementing, and evaluating health IT systems that support safe, high-quality, patient-centric care—often aligning with goals like workflow optimization, EHR integration, and improved clinical communication.
Who is the Director of Clinical Informatics?
This major EHR vendor is considered a competitor because of its built-in tools like Secure Chat, Provider On-Call Scheduling, and the Rover mobile app, which overlap with Spok’s communication solutions.
What is Epic?
This Spok solution automates critical alerting workflows by sending messages to better manage incident communications.
What is e.Notify?
This device measures blood oxygen saturation and is commonly clipped to a patient’s finger.
What is a pulse oximeter?
This is the first step in the new business sales process, where you identify contacts and/or organizations that could benefit from our solutions.
What is prospecting?
This leadership role is focused on reducing call volume, improving agent productivity, and streamlining alarm management and on-call scheduling—while navigating challenges like high staff turnover and limited system interoperability.
Who is the Contact Center Manager?
This company that is known for its 1Call and Infinity platforms, provides scripting, on-call scheduling, and contact center software, but lacks strong enterprise-grade alerting workflows.
What is Amtelco?
Spok consoles integrate with this system in the hospital so we can do real-time call routing on the computer.
What is the PBX?
This common challenge in hospital alarm systems refers to the overwhelming number of alerts that can desensitize staff and reduce response efficiency.
What is alarm fatigue?
In the BANT framework, this factor determines whether your contact is the person who can approve a purchase.
What is Authority?
Balancing innovation with compliance, this leader drives patient-centric tech initiatives, breaks down data silos, and plans for the future—while navigating challenges like budget constraints, interoperability, cybersecurity, and resistance to change.
Who is the Director of IT?
Although this EHR vendor offers strong messaging tools, it lacks dedicated paging, operator console solutions, and enterprise-wide communication outside the clinical team—areas where Spok has a clear advantage.
What is Cerner?
Spok Messenger is the central go-between clinical alerts, building alarms, & end devices. This type of communication makes it a ___ system.
What is middleware?
This type of notification system, like Spok, relays alerts from medical devices and must meet FDA 510(k) requirements.
What is a secondary notification system?
Chris Voss suggests using this technique to make the other person feel heard by naming their emotions.
What is Labeling?
This leader—sometimes titled Director of Service Delivery or Communications Director—is tasked with transforming the patient journey, using data-driven workflows, training staff with a patient-first mindset, and ensuring seamless communication across departments, all while navigating integration issues, turnover, and strict compliance standards.
Who is the Director of Patient Access?
Though this clinical communication platform offers dynamic intelligent routing and shift-based mobile apps, it lacks an operator console and requires vendor support for new workflow configurations—areas where Spok maintains an edge.
What is PerfectServe?
This allows hospital staff to look up people and on-call schedules from any device with web internet access.
What is the Web Directory?
Name two mobile communication apps Spok can send alerts to.
Possible answers: What are Epic Rover, Vocera Vina, Voalte, Mobile Heartbeat, and Spectralink?
This is the term Weinberg uses to describe a clear, concise explanation of how you help customers — often misunderstood or replaced by generic product talk.
What is a Sales Story?
This leader, often reporting to IT or Facilities, oversees biomedical equipment strategy, ensures regulatory compliance, collaborates closely with nursing on device issues, and faces challenges like nurse workarounds, data overload, and being the first line of support—often balancing safety, staffing, and interoperability concerns.
Who is the Director of Clinical Engineering (or Biomed Director)?
This company’s strengths in SaaS-based scheduling and patient engagement are undercut by high sales turnover and a lack of enterprise-grade alerting and contact center capabilities.
Hint: Michelle G. makes it her life's mission to steal customers from them.
TigerConnect
This is a key benefit of the Spok Hosted Solution, as it eliminates the need to manage servers and software updates.
What is reduced IT burden / cloud-based infrastructure?
This type of integration allows Spok to relay clinical alerts and waveforms from devices not directly connected to Spok, enabling communication across otherwise incompatible system
What is integration via Medical Device Integration (MDI) systems?
This key milestone occurs after discovery and before proposal, where you confirm the buyer’s challenges, align your solution, and secure commitment to move forward.
What is a qualification or solution alignment meeting?