The IDN is a huge buzz word in pharmaceuticals and in the healthcare industry. With consolidation and the Affordable Care Act, hospitals are looking for more ways to join forces and acquire products less expensively. Several years ago no one heard much about Integrated Delivery Networks.
I've had the chance to be ahead of the curve for the last few years and will be writing on this subject in the next few weeks. You cannot cover an account like an IDN as you would a single location account. You do your prospect / customer a disservice unless you pay special attention to this complex sales cycle.
~m~
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