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Developing A Healthcare ICP – Real World Case Study

The most important first ABM step in healthcare technology marketing is developing your Ideal Customer Profile (ICP). In this video, I share with you a case study on the approach we used when developing a healthcare ICP for my Startup.

Video Insight – An Exclusive ICP Development Process…

And so, in this video,  I highlight the healthcare solutions we were offering, the customers we targeted, and the strategies we used to identify our best-fit target customers as we continued to expand.

I hope that as a healthcare B2B marketer, this video will give you a better perspective on how to develop your healthcare ICP.

Video Lessons – Developing A Healthcare ICP

In this video I review:

  • The type of healthcare solutions we provided
  • The Category of hospitals we targeted in order to penetrate the market
  • The sales deal-size approach we used to identify target customers and why we adopted it
  • Characteristics that distinguished us from hundreds of other competitors
  • The key advantages we had that gave us an upper hand in terms of market penetration
  • A list of our  initial target markets
  • The process we successfully used to create our healthcare ICP
  • Finally,  a list of some of the customers we partnered with

 

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Posted by Adam Turinas
Posted in Account Selection and Targeting, Video Briefs on May 29, 2021
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About the Author Adam Turinas

Hi, I am Adam Turinas, Healthlaunchpad's founder. I am passionate about helping healthtech firms succeed through better sales and marketing. I have hard-earned experience in healthcare technolgy as I started two healthcare businesses in the US, the first with zero healthcare experience. We sold the second business to a strategic buyer seven years later. Over 9 years building a healhtech businesses, I have learned how to sell and market effectively to healthcare organizations. Prior to this, I spent two decades in digital marketing across healthcare and other consumer industries where I sold over $100 million in products and services to corporations and healthcare orgs. I would love to talk with you. You can book a call with me on the right hand side. Best Adam (This is page 0 of many)

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