# Selling to hospitals and health systems > How hospitals and health systems buy and how to sell to them: buying committees, value analysis committees, GPO contracts and how IDNs make purchases. Source: https://dmand.ai/blog/category/selling-to-hospitals Buying committees, value analysis, GPO contracts and how IDNs buy. The main guide 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 ## Start here, in this order 16 min 1. ### [Value analysis committee: how hospitals approve new products, and how suppliers get through](https://dmand.ai/blog/value-analysis-committee) 8 min read 2. ### [GPO contracts: how group purchasing works for companies selling to hospitals](https://dmand.ai/blog/gpo-contracts) 8 min read ## All guides on selling to hospitals and health systems Topic **5** guides Newest first - Selling to hospitals Guide ### [GPO contracts: how group purchasing works for companies selling to hospitals](https://dmand.ai/blog/gpo-contracts) 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. 8 min read Oct 19, 2026 - 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 - 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. 11 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 ## About selling to hospitals and health systems A hospital rarely buys from one person. A purchase moves through a buying committee, a value analysis review, a GPO contract and the health system above the hospital, and each step has its own people and its own questions. These guides walk through that path in the order a deal meets it: who sits on the committee for each kind of purchase, what a value analysis committee scores, how a GPO contract limits or opens a deal, and how to work an IDN from the parent organization down to each site of care. They are written for account executives and sales leaders at Health IT, staffing, MedTech and services companies. Each guide ends with the roles to find and the questions to ask, and the counts come from the Dmand AI database: 1.6K+ health systems and IDNs, 6.2K+ hospitals and 997K+ sites of care. [Supreet Gupta](https://dmand.ai/authors/supreet-gupta), Co-founder and Chief Product Officer, Dmand AI Updated Oct 19, 2026 ## Terms used in these guides The words buyers and committees use, defined for sellers. [Glossary](https://dmand.ai/glossary) - [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) - [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) - [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) - [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) ## Data on hospitals and health systems Counts and rankings from the Dmand AI database, refreshed monthly. - Ranked list ### [The largest hospitals in the US by staffed beds](https://dmand.ai/hospitals/largest-hospitals-in-the-us-by-staffed-beds/) AdventHealth Orlando leads with 2,863 staffed beds. Updated monthly - Insight ### [EHR market share in US hospitals](https://dmand.ai/insights/ehr-market-share) Counts by vendor, hospital size and state, refreshed monthly. Updated monthly - Directory ### [US hospitals by state and type](https://dmand.ai/hospitals/) 6.2K+ hospitals, each with its health system and the sites of care under it. Updated monthly 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 Selling to hospitals See the buying committee at every hospital you sell into Pick a health system, open any hospital in its tree, and find the leaders by department with direct dials and email. [Start free trial](https://app.dmand.ai/signup?from=blog_hub&src=blog_hub%3A%2Fblog%2Fcategory%2Fselling-to-hospitals&cta=closing_cta) [Book a demo](https://dmand.ai/book-a-demo) - 30 days free - Self-serve - No credit card