As U.S. healthcare providers evolve from technology buying based on federal mandate to business need, the external influencers' role is growing. This research equips technology product marketing leaders to identify who the influencers are, where they impact the buying process and how to engage them.
- Map Out the Immediate Buying Process by Paying Attention to the Procurement Drivers
- Identify Relevant External Influencers by Carefully Scrutinizing the Sources of Your Buyers' Information and Advice
- Plot the Role of External Influencers in the Buying Process and Align Marketing and Sales Activities
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