Gartner Research

Market Insight: How to Leverage Product Positioning to Increase Healthcare Technology Sales

Published: 24 January 2020

ID: G00464619

Analyst(s): Anurag Gupta


Health technology sellers should clearly target, position and differentiate their product according to specific benefits and objectives of key buying roles/functions. Product managers should use this positioning framework to clearly position products to drive sales/wins.

Table Of Contents


Background and Context

  • Create Your Target Healthcare Customer Profile by Leveraging the Current Industry Attributes to Segment the Market
  • Identify the Real Buyer Need by Connecting the Benefits of Your Product to the Key User Priorities
  • Differentiate Yourself in a Crowded Healthcare Technology Market by Highlighting the Critical “Unique” Benefits of Your Solution

The Impact


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