Historically, medtech commercial teams have focused on key physicians and facilities based on procedure and diagnosis volumes.
However, as hospital consolidation continues, new stakeholders emerge, and purchasing dynamics shift, volume-based account targeting alone is not sufficient to win in today’s markets.
Today’s medtech commercial teams are trying to understand not just which facilities are buying what, but also the latticework of organizational, financial and professional relationships behind purchasing behavior.
Download our Account Segmentation and Targeting Playbook to learn:
- New influences impacting device purchasing and uptake
- 4-step framework for identifying, profiling and segmenting accounts
- How to get a deeper understanding of key networks, hospitals, physicians, and KOLs
- Data, methodologies and skill sets necessary to succeed
Gain a competitive advantage in tough markets and engage the key influencers your peers are missing.