The Arizona Center for Cancer Care (AZCCC) is a multispecialty oncology group. Established in 2008, AZCCC is the premier oncology provider in Arizona. With services and providers spanning Maricopa County, AZCCC has revolutionized how cancer care is delivered.
When AZCCC needed help with their outreach activities, the Center brought in J2 as their consulting partner. The practice wished to maintain relationships with current referring physicians and needed to educate newly credential physicians on the specialties and services that AZCCC can offer.
Recruitment of additional referring physicians
The Center wanted to recruit non-referring physicians to drive more referrals into their network. However, the practice had no central repository for tracking all the activities performed within practice groups. AZCCC had not considered customer relationship management (CRM) software as both a desktop and a mobile solution.
J2 proposed Salesforce Sales Cloud to meet all of AZCCC’s needs. The key relationship components of Salesforce were configured: Leads, Accounts, Contacts, Activities, and mobile access to physician information. J2 migrated the Center’s legacy data into Salesforce. A simplified workflow and an intuitive user interface were built out to help improve adoption. Extra training was provided to those the Center who needed additional help with adopting Salesforce.
AZCCC’s business results
The results were almost immediate.
AZCCC saw a 15x increase in utilization year over year (215 contacts vs. 15 in the previous year). The Center also gained the ability to track ROI on activities and resulting referrals and to measure sales success.
J2’s solution allowed AZCCC to have enhanced reporting on their outreach activities. This resulted in improved referrals and a more heuristic view of operations.
