Report on Selling to Healthcare Organizations

Selling to Healthcare Organizations Healthcare organizations are investing heavily in information technology solutions to comply with new healthcare policies and mandates from the U.S. federal government. LEADJEN This creates both opportunities and challenges for sales and marketing managers at healthcare IT vendors who want a piece of the billions that healthcare organizations plan to spend. $54 94% Projected healthcare 77% information Lead qualification technology rate More sales appointments accepted by healthcare buyers in 2012 systems market BILLION by 2015* 28% 24% Appointments set during the first phone call 20% Appointments set from a returned phone 2010-2012 2012 Appointments set from referrals call or email Vendor interactions show healthcare IT buyers are looking for solutions 13% 11% 16% Best strategies to reach healthcare IT buyers 13 12 11 22% 22% 10 02 20% 18% 18% 90 03 2. MON TUE WED THU FRI Lead generation by day Lead generation by hour *IDC Health Insights LeadJen reviewed campaign records for healthcare companies from 2010-2012 These records included a quarter million call and email attempts, and more than 30,000 conversations with healthcare professionals. These calls resulted in more than 2,000 qualified appointments, $30 million in sales pipeline and more than $10 million in revenue. LeadJen 1311 W. 96th Street, Suite 250, Indianapolis, IN 46260 leadjen.com 7% 16 13%