HomeResearch Articles Introducing the SiriusDecisions Healthcare Business User Selection Process

Introducing the SiriusDecisions Healthcare Business User Selection Process

  • Healthcare business models are complex, in some cases requiring multiple “sales” to a healthcare organization, business users and consumers before the seller can recognize revenue
  • A selection process separate from the initial b-to-b sale occurs among business users (e.g. physicians) when they can choose between different products or services (e.g. an approved list at a hospital)
  • Marketers must consider this selection process as they develop strategic plans and marketing campaigns to drive the desired uptake of products and services
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