# Selling into US healthcare, explained > Guides and data for sales teams selling to US hospitals, health systems and medical groups: buying committees, prospecting, market data and tool reviews. Source: https://dmand.ai/blog Guides, data and reviews for teams that sell to hospitals, health systems and physician groups. Popular: [IDN](https://dmand.ai/glossary/integrated-delivery-network-idn), [value analysis committee](https://dmand.ai/blog/value-analysis-committee), [Type 1 vs Type 2 NPI](https://dmand.ai/blog/type-1-vs-type-2-npi) Selling to hospitals Guide ## [Selling to hospitals: how hospitals buy, and who signs, by purchase type](https://dmand.ai/blog/selling-to-hospitals) Capital equipment, IT software, supplies and staffing each take a different path through a hospital. Here is who evaluates, who approves and who can block each one. [Supreet Gupta](https://dmand.ai/authors/supreet-gupta), Co-founder and Chief Product Officer, Dmand AI Oct 19, 2026 11 min read ## Latest [All articles](https://dmand.ai/blog/all) - Selling to hospitals ### [GPO contracts: how group purchasing works for companies selling to hospitals](https://dmand.ai/blog/gpo-contracts) 8 min read · Oct 19, 2026 - Prospecting and outbound ### [Healthcare cold email templates for hospital executives, by role](https://dmand.ai/blog/healthcare-cold-email-templates) 8 min read · Oct 19, 2026 - Prospecting and outbound ### [Hospitals using Epic: how many there are, and how to build a list of hospitals by EHR](https://dmand.ai/blog/hospitals-using-epic) 7 min read · Oct 19, 2026 - Prospecting and outbound ### [How to find a doctor's email address: a guide for sales and recruiting teams](https://dmand.ai/blog/how-to-find-a-doctors-email-address) 7 min read · Oct 19, 2026 - Market data explained ### [Medicare cost report: how to read a hospital's cost report for sales and account research](https://dmand.ai/blog/medicare-cost-report) 8 min read · Oct 19, 2026 ## Start with what you are working on Three categories, each written for one job. Pick yours and read the first three in order. - ### [Selling to hospitals and health systems](https://dmand.ai/blog/category/selling-to-hospitals) Buying committees, value analysis, GPO contracts and how IDNs buy. 1. [Selling to hospitals: how hospitals buy, and who signs, by purchase type](https://dmand.ai/blog/selling-to-hospitals) 2. [Value analysis committee: how hospitals approve new products, and how suppliers get through](https://dmand.ai/blog/value-analysis-committee) 3. [GPO contracts: how group purchasing works for companies selling to hospitals](https://dmand.ai/blog/gpo-contracts) [See all 5 articles](https://dmand.ai/blog/category/selling-to-hospitals) - ### [Healthcare prospecting and outbound](https://dmand.ai/blog/category/healthcare-prospecting) Building lists, finding contacts and running outreach to clinicians and hospital leaders. 1. [Hospitals using Epic: how many there are, and how to build a list of hospitals by EHR](https://dmand.ai/blog/hospitals-using-epic) 2. [How to find a doctor's email address: a guide for sales and recruiting teams](https://dmand.ai/blog/how-to-find-a-doctors-email-address) 3. [Healthcare cold email templates for hospital executives, by role](https://dmand.ai/blog/healthcare-cold-email-templates) [See all 3 articles](https://dmand.ai/blog/category/healthcare-prospecting) - ### [Healthcare market data explained](https://dmand.ai/blog/category/healthcare-market-data) How to read NPPES, CMS and cost report data, and what it tells a sales team. 1. [Medicare cost report: how to read a hospital's cost report for sales and account research](https://dmand.ai/blog/medicare-cost-report) 2. [Type 1 vs Type 2 NPI: how to read an NPI record for sales and recruiting](https://dmand.ai/blog/type-1-vs-type-2-npi) [See all 2 articles](https://dmand.ai/blog/category/healthcare-market-data) From the data ## Numbers sales teams ask us for [Insight 38% of US hospitals with an EHR on file run Epic, the largest share of any EHR. EHR market share](https://dmand.ai/insights/ehr-market-share) [Ranked list 2,863 staffed beds at AdventHealth Orlando, the largest hospital in the US by beds. The largest hospitals](https://dmand.ai/hospitals/largest-hospitals-in-the-us-by-staffed-beds/) [Coverage 997K+ sites of care in Dmand AI, with 7.4M+ HCPs and 11M+ executives attached. See the org hierarchy](https://dmand.ai/platform/hospital-org-chart) Sources: Dmand AI database, October 2026. EHR share counts the 5,507 of 6,216 US hospitals with a CMS certification number and an inpatient EHR on file. Staffed beds come from each hospital’s latest Medicare cost report. ## More from the blog [Browse all articles](https://dmand.ai/blog/all) - Selling to hospitals Guide ### [MSP vs VMS in healthcare staffing: how hospitals buy travel nurses and locums, and where agencies get in](https://dmand.ai/blog/msp-vs-vms-healthcare-staffing) What an MSP and a VMS each do in a hospital's contract labor program, who pays the fees, how tiering works, and the routes a staffing agency can take into a hospital. 8 min read Oct 19, 2026 - Market data explained Guide ### [Type 1 vs Type 2 NPI: how to read an NPI record for sales and recruiting](https://dmand.ai/blog/type-1-vs-type-2-npi) What Type 1 and Type 2 NPIs are, what an NPI record and its taxonomy code tell you, and why the address on an NPI is often not where the provider works today. 8 min read Oct 19, 2026 - Selling to hospitals Guide ### [Value analysis committee: how hospitals approve new products, and how suppliers get through](https://dmand.ai/blog/value-analysis-committee) What a hospital value analysis committee is, who sits on it, what evidence it asks for and why a clinician has to submit your product, drawn from published hospital policies. 8 min read Oct 19, 2026 - Selling to hospitals Guide ### [Who owns a hospital? How to trace any US hospital to its owner, health system and sites of care](https://dmand.ai/blog/who-owns-a-hospital) Most US hospitals are nonprofit and most belong to a health system. Here is how to look up who owns a specific hospital with free CMS data, and why the answer tells you who signs. 8 min read Oct 19, 2026 - Comparison ### [Apollo.io Review, Pricing and Alternatives for Healthcare Sales Teams (2026)](https://dmand.ai/compare/apollo-io) Apollo.io pricing starts at $49 per user a month and Vendr's median deal is $19,000 a year. See its healthcare data gaps and the alternative. 21 min read Updated Oct 19, 2026 - Comparison ### [Definitive Healthcare Review, Pricing and Alternatives for Healthcare Sales Teams (2026)](https://dmand.ai/compare/definitive-healthcare) What Definitive Healthcare does, what it costs, where it stops for outbound teams, and the alternative built for selling into US healthcare. 21 min read Updated Oct 19, 2026 Newsletter · Free, on Substack Issue 1 · September 24, 2026 ## Selling Into Healthcare Org structures, buyer maps, data playbooks and outbound, for teams selling to US health systems, hospitals and practices. In every issue 1. 01 How healthcare buys 2. 02 Data notes 3. 03 Build notes 4. 04 Field notes from real outbound to providers Latest issue Newsletter ### [The healthcare sales map was wrong. So we drew a new one.](https://dmand.ai/blog/healthcare-sales-map) 6 min read Sep 24, 2026 ## Healthcare terms sales teams look up Short definitions from the glossary, written for sellers. [Browse all 116 terms](https://dmand.ai/glossary) - [IDN Integrated Delivery Network An integrated delivery network (IDN) is a health system that owns or manages care across the continuum, such as hospitals, physician groups, outpatient sites, post-acute care and sometimes a health plan, under one parent organization.](https://dmand.ai/glossary/integrated-delivery-network-idn) - [GPO Group Purchasing Organization A group purchasing organization (GPO) is an organization that negotiates contracts with manufacturers, distributors and other vendors on behalf of many hospitals, health systems and other providers, using their combined buying power to get better prices and terms.](https://dmand.ai/glossary/group-purchasing-organization-gpo) - [National Provider Identifier (NPI) Standard The National Provider Identifier (NPI) is the unique identification number that HIPAA requires healthcare providers to use in billing and other standard electronic transactions.](https://dmand.ai/glossary/national-provider-identifier-npi-standard) - [ACO Accountable Care Organization An accountable care organization (ACO) is a group of doctors, hospitals and other providers that agree to share responsibility for the cost and quality of care for a defined group of patients.](https://dmand.ai/glossary/accountable-care-organization-aco) - [EHR Electronic Health Record An electronic health record (EHR) is a digital record of a patient's health information, such as diagnoses, medications, allergies, test results and clinical notes, that can be shared across the providers and organizations involved in their care.](https://dmand.ai/glossary/electronic-health-record-ehr) - [CMS Centers for Medicare and Medicaid Services The Centers for Medicare & Medicaid Services (CMS) is the federal agency within the Department of Health and Human Services that runs Medicare, oversees Medicaid and CHIP with the states, and sets payment rules and quality standards for providers.](https://dmand.ai/glossary/centers-for-medicare-and-medicaid-services-cms) - [Health System A health system is an organization that owns or manages multiple hospitals, physician groups and other sites of care under shared leadership, governance or contracts.](https://dmand.ai/glossary/health-system) - [Hospital Affiliation A hospital affiliation is a formal relationship between a physician and a hospital, such as admitting privileges, employment or a contract to provide services, or between two organizations that work together.](https://dmand.ai/glossary/hospital-affiliation) Try it on your territory Find the decision makers at every hospital you sell into 7.4M+ HCPs and 11M+ executives, mapped from each health system down to the site of care. [Start free trial](https://app.dmand.ai/signup?from=blog_hub&src=blog_hub%3A%2Fblog&cta=closing_cta) [Book a demo](https://dmand.ai/book-a-demo) - 30 days free - Self-serve - No credit card