| SALES AND MARKETING
Are You Value Able?
By Marshall Solem, Managing Principal, ZS Associates
WE HAVE TO COMMUNICATE ABOUT MORE THAN
JUST THE PRODUCT
Hospitals are focused on longterm clinical
efficacy, system-wide impact, and overall
economic ramifications
Just a few facts to ponder:
• Over 60% of hospital beds are part of an integrated delivery network
(IDN) today
• The top 150 networks account for about 70% of the network beds
• Hospitals or integrated networks employ more than 60% of all physicians, up from about 20% in 2003
