Definitive Healthcare serves over 2,000 clients across industries serving the healthcare space—including pharmaceutical and biotechnology manufacturers, healthcare technology vendors, medical device companies, staffing firms, healthcare consultants, and others. These clients use our data to inform their go-to-market strategies and improve organizational efficiencies. Users conduct a variety of searches to improve efficiency and reach in their business.
To give you insight into common tasks executed by your peers and competitors, we've compiled the top six most common data searches by Definitive clients.
1. Hospital Executives
In a rapidly consolidating market, accessing updated contact information is a critical step toward engaging with the right hospital executives. This search allows users to identify and filter hospital leaders by title, geographic criteria, and associated hospital data including hospital type, revenues, EMR vendor, and more.
Users find this search helpful to identify the most appropriate contacts at facilities for outreach via email, LinkedIn profile, phone, and direct phone number when available. Exporting contacts is easy with the Report Builder function. Many users will further segment their executive contacts through Report Builder since they can export additional relevant information such as the executive's hospital affiliations and number of staffed beds.
2. Hospitals by Financial Metrics
This search allows users to identify provider facilities by financial metrics such as net patient revenue, bad debt, total contract labor, payor mix, and more. Users find this helpful to segment their market and pinpoint targets who fit the criteria to benefit from their services. Financial consultants might use this search to identify hospitals or health systems in financial decline who may need assistance with network leakage. Pharmaceutical or medical device manufacturers, on the other hand, might use this search to pinpoint facilities with the financial overhead to afford new therapies or treatments.
3. Technology Search by Vendor
This search allows users to identify vendor market share by a variety of criteria. Users can identify hospitals or IDNs with a specific technology vendor implemented and segment by hospital type, region, affiliation, and revenue. Many find this helpful when looking to assess market share and conduct a benchmark of competitor strongholds or when searching for vendors with whom their technology is compatible.
4. Hospitals by Procedure or Diagnosis Volume
The search allows users to identify facilities by procedure or diagnosis code volume. Users can search by inpatient or outpatient, claim year, geography, revenue, IDN, and more. This search is particularly helpful when assessing the market for areas of opportunity. For example, a company whose solution serves breast cancer patients will search for the relevant diagnosis and/or procedure codes to indicate volume and prioritize those hospitals for outreach.
5. Hospitals by Quality Metrics
Many companies will leverage clinical data to their advantage when looking to identify the hospitals which would most benefit from their services. This search allows users to identify facilities by quality metrics including HCAHPS, readmission rates, CMS Scores, HAC scores, and more. Users find this helpful because it allows them to pinpoint hospitals that are struggling in areas that their specific technology can help improve.
6. Hospitals by Affiliation
Straightforward and effective, this search allows users to quickly identify affiliated facilities including hospitals, physician groups, clinics, and more by parent IDN. Users find this search helpful to strategically identify connections in the market.
If a member hospital is already using a user's solution, it could be helpful and easier for affiliated facilities to employ the same solution across the board. Users can also filter results for IDNs by their integration level. This allows you to see how strategically integrated a network is and identify if it is better to start outreach from the network level or if member hospitals have independent decision making capability.
Are you looking for more information on how to improve your success when selling to hospitals and IDNs? Watch our on-demand webinar, Selling to Hospitals in the 2019 Landscape.