Best Practice Report

Introducing the Healthcare Business User Selection Process

January 1st, 2018


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 B2B 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.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.