Gartner Research

3 Best Practices to Capitalize on Mergers and Acquisitions in the U.S. Healthcare Ecosystem

Published: 26 June 2019

ID: G00387861

Analyst(s): Anurag Gupta

Summary

The market shift to deliver care within resource constraints is driving unprecedented healthcare merger and acquisition activity. Product managers can leverage on this deal frenzy by understanding the changes propelling M&A, then adopting an enterprise role-based selling approach.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Capitalize on M&A by Understanding Three Underlying Drivers: Achieve Economies of Scale, Secure Front-Doors of Care and Build Process Efficiencies
  • Redefine Local Product Line Using These Five Steps — Clarify, Connect, Analyze, Offer and Plan
    • Step 1: Clarify Why the Customer Is Undergoing M&A
    • Step 2: Connect With Various Enterprise Teams From Planning to Implementation, From Due Diligence to IT Integration Across the Entire M&A Cycle
    • Step 3: Analyze How Enterprise Technology Priorities Translate Into Existing Contracts and System-Level Agreements
    • Step 4: Offer Help to the Client, Wherever Possible
    • Step 5: Plan for Impact on the Product
  • Prove Your Product Roadmap Can Ultimately Deliver Enterprise-Level Priorities of Growth, Care Quality, Business Transformation and Cost Containment by Directly Engaging With the Key Business and Clinical Roles Driving Them

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