Navigating Large Purchasers: Insights to the Decision-Making Process
Hosted by: Consortium Health Plans
October 30, 2019: 12:00 – 1:30pm
It is never easy determining who the right purchasers are for your products or services. The larger the organization, the greater the complexity in identifying buyers and working through the many layers of decision-makers.
In this session, executive leaders will share how large payers (and customers) make purchasing decisions, and then reveal the secrets to successfully navigating to the final decision-makers. You will gain a thorough understanding of purchasers’ organizational structures and the multiple components involved in their buying criteria. New entrants and start-ups will find it easier – and faster – to determine potential sales or partnership opportunities, and to expedite closing deals!
Rick Abbott, Product and Market Solutions, Premera Blue Cross
Erin Lenox, Vice President of National & Major Accounts, Blue Cross Blue Shield of Massachusetts
Aamir Rehman, MD, SVP of Clinical Innovations & Partnerships, Consortium Health Plans