Woden client Specialty Care Management (SCM), the platform for delivering cost certainty in renal care, has been acquired by Renalogic.
When PE-backed SCM engaged Woden, they needed a way to differentiate from competitors. SCM has always been known for protecting self-insured plans and their people from the high costs of kidney care. But the hidden nature of kidney disease and its relatively low incidences made it difficult to engage brokers, and in turn, their plans.
The StoryKernel process clarified SCM’s strategy to address kidney disease before it affected employer groups. Interviews with buyers uncovered that more than the reactive cost containment offered by competitors, what plans truly needed was certainty: the ability to move forward knowing participants are protected.
SCM’s Executive Vice President, Rick Garrison, noted in a review: “All recommendations were well received, useful and impactful… [Woden] made us feel like we are the most important client they have, and all efforts were devoted to accomplishing and delivering on their promise.”
SCM’s StoryKernel repositioned them as the “Predictive Renal Health Platform,” and created strong cost of inaction in buyers by introducing the idea of “Cost Certainty” into the market.
This unique language, and the strategic narrative that underpinned it, was the foundation of a go-to-market strategy (developed collaboratively in the StorySeminar and deployed through the StoryGuide) that ensured SCM was an attractive acquisition.
