Abstract

This IDC Presentation examines IDC's Worldwide Healthcare Provider Personas Handbook, which is designed to provide technology vendors a better understanding of their buyer personas. It aims to answer the following questions:

Who are the key personas I need to address with my:

• Offering (products and services)
• Marketing messages
• Sales campaign
• Sales activity

What are their strategic priorities and their day-to-day activities?

What are their major pains and challenges?

What are their KPIs?

This IDC Presentation focuses on the C-suite level and provides an overview of the key executives in healthcare provider organizations. The strategic priorities, pain points, and KPIs described for each persona are intended to support the early stages of the sales funnel such as in the stages of awareness creation, interest, and consideration. It will not focus on how to approach procurement departments once decisions for purchase have been made.

"This Industry Personas Handbook provides meaningful buyer archetypes that vendors can use to assess their healthcare go-to-market strategies and messaging. This handbook will help them driving greater interest and engagement from a broader group of healthcare decision makers and influencers," said Silvia Piai, research director, IDC Health Insights. "The personas in this handbook hold the authority to make purchasing decisions that influence the achievement of the strategic goals of a healthcare provider," said Federico Mayr, research analyst, IDC Health Insights.

Coverage