Top Leading Health System Insights to Guide Your Commercial Strategy in 2024

Slower-than-average sales cycles and uncertain economic conditions can frustrate industry partners seeking strategic relationships with leading health systems.  

The added complexity of decision-makers across the C-suite can also delay sales success, in addition to the constant requirement of staying informed of evolving CXO strategic priorities and the growing influence of novel CXO purchasing authority.  

Industry partners can accelerate pipeline and speed time to deal close with trusted insights on top leading health system priorities to guide your commercial strategy in 2024 from The Health Management Academy’s IQ.  

Understand the Big Picture 

It is essential to know how your customer’s business works- how they are paid, and the market dynamics and challenges they face. Many leading health systems continue to recover from 2022, which was the toughest year on margins. As a result, leading health systems are much more careful about spending and eager for tangible ways to extract more revenue. 

Build a coalition of support from CXOs 

While CXOs are well-aligned on system-level strategic priorities, each of these manifests differently by title. Understand key buyer personas, investment decision drivers and top-of-mind issues for each executive type, and where they are feeling the greatest sense of urgency. It is important to realize that different CXOs are gaining growing influence over commercial partnerships. 

Tailor your commercial pitch to the leading health system landscape 

Leading health system executives are busy and regularly inundated with industry pitches. Earn their attention before you get to the pitch by building rapport and gaining credibility. Use compelling data and a perspective about system-specific challenges; make a case for urgency, then tie it to your unique point of view and your specific services and solutions. 

More than ever, leading health systems want strategic partners who deeply understand their priorities and challenges and can meet them where they are. The Health Management Academy’s IQ team regularly hears from health system members on the issues of highest strategic priority and the solutions they hope to find in innovative industry partners. 

To gain a greater understanding of the top leading health System insights to guide your commercial strategy in 2024, access our complimentary on-demand webinar and downloadable insights. 

Based on decades of engagement with leading health systems, IQ empowers sales and commercial teams with healthcare data and insights synthesized for industry, accelerates pipeline and increases conversion rates.