Gartner Research

Increase Healthcare Sales Effectiveness by Connecting Impact of Industry Priorities on Enterprise Roles

Published: 14 May 2019

ID: G00387859

Analyst(s): Michele Buckley , Anurag Gupta


Many technology firms are obsessed with IT product feature mindset rather than talking business benefits that matter to the prospect. Healthcare product managers must equip prospect-facing teams with customized role-based value propositions for each major stakeholder involved in the buying cycle.

Table Of Contents



  • The Starting Point Should Always Be Your Customer
    • Step 1: Understand Your Target Customer’s Industry-Specific Strategic Objectives
    • Step 2: Identify the Functions and Roles Impacted by Your Offering
    • Step 3: Understand Your Target Customer’s Role-Specific Goals and KPIs
    • Step 4: Map the Buyer’s Specific Initiatives to KPIs and Your Offering’s Business Impact
    • Step 5: Enroll in the Local Procurement Vehicles for the Region or Jurisdiction

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