Case Study
Transforming a Generic Bidder into a Sector Leader: How We're Redefining Value for a Healthcare Technology Firm
Client Profile:
Company
X company, an international healthcare IT solutions provider
Challenge
Consistently losing Saudi government healthcare tenders despite superior technology
Industry
Healthcare/Technology
Project
National Digital Health Platform Tender
The Challenge:
X company is failing in consecutive bids for major Saudi healthcare digitalization projects. They’re submitting technically excellent proposals that aren’t articulating unique value beyond features. They’re being perceived as “another foreign vendor” rather than becoming a strategic partner aligning with Vision 2030’s health transformation goals.
Insitex's Solution: Redefining Value Through Strategic Repositioning
- Conducting Deep-Dive Value Assessment Workshops
- Interviewing Ministry of Health stakeholders to understand priorities
- Analyzing competitor proposals and evaluation criteria patterns
- Identifying unarticulated strengths in local data sovereignty and telehealth experience
- Developing Saudi-Specific Value Frameworks
- Repositioning from “technology provider” to “health outcomes partner”
- Building value narratives around accelerating Saudization (training 200+ local technicians)
- Integrating IKTVA contributions (40% local content commitment)
- Aligning solutions with advancing preventive healthcare goals
- Implementing Value Communication Strategies
- Developing “triple-layer” value propositions: National, Institutional, Clinical
- Creating visual value maps showing 5-year ROI beyond procurement costs
- Training MedTech’s presentation teams on value-based messaging
The Results objectives:
- Winning the National Digital Health Platform contract
- Increasing evaluation scores
- Differentiating as “most aligned with Vision 2030” in debrief feedback
