Extracting the Full Value from Definitive Healthcare

In a rapidly consolidating market, quality data and intelligence ensure market planning and marketing outreach are grounded in data-backed analysis.

Definitive Healthcare has earned a reputation for providing the most comprehensive healthcare data and analytics. And while no tool is perfect, it is the industry standard and helps B2B healthcare strategists and marketers see healthcare landscape clearly, identify opportunities, and engage contacts. And when fully harnessed, it allows us to better allocate marketing resources and maximize campaign performance.

Definitive Healthcare is often the first step when crafting an outbound marketing strategy that targets physician practices, surgery centers, medical groups, executives, and/or health systems – then micro-targets by title, geographic criteria, CPT codes, facility type, case volume, revenues, specific technology vendor(s), and more.

“ROOT3 uses Definitive Healthcare for B2B healthcare clients every day and because of that, we are experts at extracting the full value out of the investment for our clients,” says ROOT3 CEO Scott Christiansen. “The investment can be a significant portion of a marketing budget so to not tap into the full capacity of the tool leaves money on the table, something every PE firm, board member, and client want to avoid.”

As B2B healthcare experts, we recommend the following tips to healthcare organizations looking to get the most from their investment:

Create a template in the report builder to ensure you’re including all the fields you need each time you pull a new list. This will eliminate any potential errors from your team when using the drag-and-drop functionality in the report builder. Here’s a short video on how to create a template:

Include the Definitive Healthcare ID in your templates – for both the facility and the executive. This makes mapping easier when you upload the list into your CRM and will help you avoid creating duplicates on the organization and contact level.
Use an upload template to ensure your fields are mapping correctly into your CRM. We create custom templates for each of our clients, but below you can download one to get you started:

Hospital Template

ASC Template

Our team has used Definitive Healthcare in a multitude of ways for our clients; here are a few recent examples:

RURAL HEALTH CASE STUDY

A rural health consulting firm launched a new service line to target hospitals in counties with high rates of opioid overprescribing. ROOT3 developed both a lead generation strategy for the team to connect with hospital leaders and a PR strategy to build awareness in the local markets.

ROOT3 mapped the county data to hospitals using both Tableau and Definitive Healthcare. From there, we identified the hospitals within those counties and the executive leadership at those hospitals. Each state had individualized messaging that pointed to the relevant data in their county.

With opioid overdoses in heavy rotation in local news outlets, we used the county data to pitch local news outlets in each state. This resulted in three television interviews for our client and 22 articles written about their new service line.

Most Valuable Features:

Segmentation
Executive Search

Return on Investment:

Hyper-targeted state-by-state messaging to hospital leaders and local news outlets

GO-TO-MARKET CASE STUDY

When developing a go-to-market strategy for a European medical device company launching in the US, ROOT3 developed a top-of-funnel strategy by pinpointing ortho/neurosurgeons using relevant CPT codes and case volumes.

For middle-of-funnel, ROOT3 focused on health systems and military hospitals where the medical device company had received clearance.

The strategy was focused on brand awareness and utilization. Leads were identified and prioritized based on CPT codes and geography then served to the sales team with email, phone numbers, and LinkedIn profiles to create more touchpoints for the sales team.

Most Valuable Features: