Every guide, review and newsletter issue on selling into US healthcare, newest first.
17 articles
Selling to hospitalsGuide
What a GPO contract is, how admin fees and the 3% safe harbor work, what sole-source and committed awards mean, and what being on contract does and does not do for a sales rep.
Prospecting and outboundPlaybook
Cold email templates for the hospital CIO, CNO, CFO, CMIO and VP of supply chain, with what each role cares about, how to write the first line, when to follow up and the rules that apply.
Prospecting and outboundGuide
What share of US hospitals run Epic, Oracle Health and MEDITECH, why the numbers differ by source, and how a Health IT team builds its own list by EHR, state and bed size.
Prospecting and outboundGuide
The NPI Registry tells you who a doctor is and where they say they practice, but not their email. Here is how to get from an NPI to a verified work email and direct line, and the rules for using them.
Market data explainedGuide
Where to download hospital cost reports, which worksheet, line and column holds beds, days, payer mix, revenue and contract labor, and the traps that catch first-time readers.
Selling to hospitalsGuide
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.
Selling to hospitalsGuide
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.
Market data explainedGuide
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.
Selling to hospitalsGuide
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.
Selling to hospitalsGuide
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.
Comparison
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.
Comparison
What Definitive Healthcare does, what it costs, where it stops for outbound teams, and the alternative built for selling into US healthcare.
Comparison
ZoomInfo pricing: median contract $33,500 a year (Vendr). See its healthcare data gaps and the best ZoomInfo alternative for HCP and hospital data.
Comparison
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.
Comparison
What Definitive Healthcare does, what it costs, where it stops for outbound teams, and the alternative built for selling into US healthcare.
Comparison
ZoomInfo pricing: median contract $33,500 a year (Vendr). See its healthcare data gaps and the best ZoomInfo alternative for HCP and hospital data.
Newsletter
Why most databases file healthcare people under the wrong site, what an org forest looks like, and the map we built instead. Issue 1 of Selling Into Healthcare.
Selling into US healthcare
Put what you read to work on real accounts
Search any US health system, open its org hierarchy and find the people at each site, with verified contacts.