Uncovering highly qualified sales leads

A clinical collaboration technology company's sales leadership lacked visibility into its territories and needed data-driven insight to build an effective annual sales strategy and hit growth targets. The sales team used Definitive Healthcare tools — "Hospital Search, Technology Search, Technology Vendor Market Share, and financial metrics" — with support from its account management team to identify opportunities and prioritize accounts. This surfaced "an additional 140 highly qualified sales leads," specifically hospitals underperforming on quality metrics relevant to the company's solutions, letting reps tailor messaging and helping the team project exceeding its annual goals.

The customer is anonymised in Definitive Healthcare’s own case study — not withheld by us.

Definitive Healthcare is a claims and provider-reference data platform used by pharma commercial teams for go-to-market planning and sales targeting.

This sits in the Data Providers stage of the AI use-case lifecycle: Named examples from the real-world-data, claims and competitive-intelligence providers pharma AI systems are trained on, benchmarked against, or run inside of.