Snapshot
- Identify an internal product champion.
- Understand customer-specific needs.
- Involve numerous stakeholders.
- Ensure stringent security and compliance.
- Adopt flexible pricing strategies.
Overview
Here are the top five strategies to effectively sell your product into a health system:
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Find a Champion: Engage an advocate within the system who can help you refine and promote your product on a regular basis.
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Know Your Customer: Understand the nuances of your customer, be it an Integrated Delivery Network (IDN), regional hospital, or clinic. Each has unique buying decisions and incentives.
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Engage Multiple Stakeholders: A successful deal usually involves 20 to 50 people. So, refrain from relying on one or two leaders and continue to interact with multiple stakeholders.
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Prioritize Security and Compliance: Ensure your security and compliance measures are impeccable. Be prepared for any requirements, be it HITRUST, SOC 2, or insurance.
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Be Flexible with Your Offer and Pricing: Be willing to adapt your offer and pricing, especially for initial deals where clients are taking a risk on your unproven product.
