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

Summary

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

Introduction

Analysis

  • 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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