Acquisition project | Domiciliary Care B2B Software

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Product Chosen : Domiciliary Care Made Easy - DCME

Website : https://dcmesoftware.services/

What is DCME and What does it do ?

DCME is the complete care managment system offering staff and service user management, advanced rostering capabilities, comprehensive reporting and HR and finance tools. The DCME system allows you to be compliant with all regulatory bodies such as the CQC and local authorities. DCME will save you time and money allowing you to run your care business more efficiently and effectively allowing you to focus on what really matters delivering outstanding care.

People we spoke to :

Daniel : Domiciliary Care Company Owner - DCC

Josh - Working as an Employee in a DCC

ICP : B2B Domiciliary Care Companies

Company Size : 5 to 50 Employees

GMV / Funding Round : No since these are Bootstrapped Traditional Businesses

Industry Domain : Domiciliary Care, End of Life Services, Supported Living Services

Growing / Saturated ? : Growing. There is a shortage of Care Workers in the UK since current demand exceeds Supply and the population of Senior Citizens in the UK has been on a rise which means this is a expanding market for the target customers of our ICP

Source : https://www.bbc.com/news/uk-england-suffolk-64597569

Org Structure :

Usually the DCC might have one or more Owners

There is a set of Admin people who work from the Office

There are Staff Members who are expected to go deliver Care at Patient Homes

And then there might or might not be drivers who are responsible for carrying Staff around

Influencers : Owners of the DCC who are responsible for taking the decision

Blockers : Admin and Staff people since there might be a resistance to use a new system

Competitive Research :

Top 3 Competitors :

https://www.birdie.care/

https://www.logmycare.co.uk/

https://nourishcare.com/

What do Competitors have more than DCME :
Things that Birdie has that we don't : Finance Module, Auditing, Third Party Data Access

Things that Log My Care has that we don't : Handover of Data Module, Outcomes and Goals Module, On NHS Assured Suppliers List

Things that Nourish has that we don't : Handover of Data Module

What do we have more than the Competitors :

DCME has been built by people running a DCC before which means a deep understanding of the space

Our Rostering / Rota feature is drastically ahead of all peers in terms of ease of use ( As confirmed by people who have used both )

Calculation of Market sizes :

TAM :

Through External Research : 9586 DCC Businesses in the UK

Source : https://www.ibisworld.com/united-kingdom/number-of-businesses/domiciliary-care/14561/

SAM :

Assumed Market Penetration : 20%

Assumed Annual Revenue from 1 DCC : 1200 GBP

Serviceable Addressable Market : 9586 X 1200 X 20% = 2.3 Million GBP Annually

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Core Value of the Product :

The software helps owners of domiciliary care companies in the UK to provide better quality of care to their service users while helping them reduce administration costs.

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Our Product is in the Early Scaling Stage

Job To Be Done for our Product :

1. Functional :
   > Create a Rota
   > Manage all Data of Staff and Service Users
   > Manage Data of all Compliances
   > Manage all Data of Appointments
   > Generate Reports
   > Give Family Members of Service Users clarity into whats happening
2. Personal :
   > Save time on creating Rota
   > Be at peace knowing all Compliances are on track
   > Have more time as a Business Owner to focus on the Business
3. Financial :
   > Reduce spend on administrative costs
   > Achieve reduction in Printing costs
   > Make our staff members earn more money
   > Make more revenue for the company by providing more care at a better quality
4. Social :
   > Let people know that we are a very technologically advanced DCC
   > Prove that we care about our staff members by making their lives easier
   > Prove to family members that we care about the service users by providing better quality care

Acquisition Channels :

1. Word of Mouth Referrals :
   > The founders of this product being owners of a DCC themselves are in touch with other DCC owners who earlier had requested them if they could use this software too.
   > Initial plan will be to target these people, owners of DCC companies with small sizes of Staff Members, usually 2 to 10
   > Giving the software to smaller companies to use would mean the feedback loop is faster and mistakes if any are resolved at the bottom level itself.
2. Attend Care Shows :
   > There are events like these that keep happening now and then across the UK : https://www.careshow.co.uk/
   > These events are mainly for care companies to come together and a lot of companies who sell other products to Care companies come here
   > Idea is to network with smaller DCC companies here and target them first as Beta users onto the platform

Product Integration :

Owners of DCC usually use Quick Books in the UK to generate invoices of care provided for the service users. We will integrate Quick Books with our software which will allow people to generate an invoice in our software for the hours of care provided and thus sync it into their Quick Books account

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Referral / Partner Design :

Chances of the Customer experiencing an AHA Moment :
> When the user creates their 1st appointment on a Rota / Calendar
> When the user first sees an Appointment report in the system

Brag Worthy thing in the Product :

How easy it is to use this system and do Rota planning for the Week

Possible Platform Currency :

Money : Points that the user will be able to redeem against their subscription

Where will we ask for a Referral ?

When a user has successfully finished adding an Appointment on a Rota

How will the users discover it ?

It will be an In App pop up that would show up on the bottom right

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Once the user submits an email we will get to see this on our Backend Master Admin Panel

The Master Admin would be able to manage status of the Referral

This being a B2B product we will not send an immediate alert to the person who has been referred and let our sales person instead call the person with a warm intro from the referrer.

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The status stages would be :

Referral Submitted

Demo Booked

Demo Taken

Referral Converted

For every status change that happens we will send email alerts to the Referrer that is how they will know where the status of their referrals is and we'll also show this info within the Admin Panel

How will we ensure our referrer keeps referring ?

We will set incentives as follows :

Every 1 Person that you Refer : 1 Month Free Subscription / Person Converted

Refer us 10 People : Get 1 Year Free if they Convert

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