Healthcare

Increasing Future Revenue Opportunities for Clinical Information Systems (CIS) X 探索如何增加客户的临床信息系统在中国的销售

我们的客户是一家跨国的医疗信息系统供应商,在中国收购了一家本土品牌。因此客户寻求我们探索如何通过提高医院的续用率来增加产品的销售。

Background

The client, a global medical information systems provider, was looking for opportunities to grow revenues for one of its acquisitions in China by increasing renewal rates from hospitals


Solutions

•    Determined hospital needs and preferences towards clinical information systems and renewal revenue models

•    Identified key drivers for renewal and stakeholders involved in purchasing

•    Investigated the industry structure and value chain dynamics that drive sales and compliance of end-users

•    Developed recommendations on growing the client’s business coverage in China


Methodology

•    Quantitative survey with 50+ clinicians and pharmacists to understand customers’ interest towards alternative revenue models and purchase requirements

•    36 in-depth interviews with hospital purchasing decision-makers, peer brands and other industry key opinion leaders (KOLs)


Selected Findings



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