Healthcare providers and health plans are planning for and reacting differently to the continued shift from a fee-for-service to a value-based care environment. Many sophisticated health systems are aligning their strategies, infrastructures, and staff to be at the leading the charge of this movement, while others are maintaining the fee-for-service status quo until external pressures force a change.
These two behavioral extremes and the wide variety of intermediate examples have complicated traditional pharmaceutical, device, and diagnostic manufacturer sales and engagement processes, as manufacturers are no longer selling into a relatively homogenous set of customers. This means different solutions and engagement strategies are often required for different customers based on their internal goals and priorities.
Beacon is often asked to support its clients in addressing this challenge through market and customer segmentation studies.