Gartner Research

A New Healthcare Payer Battlefront: Sales Channel Performance Analytics

Published: 13 May 2015

ID: G00276405

Analyst(s): Constance Sjoquist

Summary

Healthcare CIOs can build a new channel analytics solution to capture, organize and disseminate information to business owners supporting product placement, pricing and performance decisions. Downstream leaders can systemically influence channels and benefit from a new channel analytics competency.

Table Of Contents

Introduction

Analysis

  • Distribution Channel Landscape
  • New Realities of Payer Distribution
  • Implications for IT
  • Mobilizing Sales Channel Performance Analytics Efforts
  • Define the Value That the Channel Analytics Can Deliver to the Business
  • Identify the Channel Data Sources You Have Available or Can Obtain
  • Build Coalition With Those in the Business Who Can Benefit From the Channel Analytics
  • Initiate a Sales Channel Performance Analytics Project

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