Healthcare is a sector of many businesses: clinics, private practices, laboratories, diagnostic centers and home care, plus those who supply equipment, software and services. Clinics that sell to companies and companies that sell to clinics share the same challenge: reaching the decision maker in an environment where healthcare professionals have little time.
The examples below are fictional and show which side defined the ideal customer.
Fictional example: Company in the sector
Occupational health clinic
Manufacturers and logistics companies with 50 to 300 employees in the Campinas region, where the purchase decision is made by the head of human resources or occupational safety, and the problem is slow pre-employment exams that delay hiring.Define my ideal customer
Fictional companies. Each sentence states the type of company, the size, where it is, who decides and which problem is solved. The label shows whether whoever defined it is in the sector or sells to it.
Manufacturers and logistics companies with 50 to 300 employees in the Campinas region, where the purchase decision is made by the head of human resources or occupational safety, and the problem is slow pre-employment exams that delay hiring.
Specialty clinics with 3 to 15 professionals in southeastern Brazil, where the purchase decision is made by the managing partner, and the problem is patients who miss appointments because they forget and schedules kept on paper or in spreadsheets.
Diagnostic imaging clinics with two to six locations in northeastern Brazil, where the purchase decision is made by the technical manager together with finance, and the problem is equipment downtime that cancels scheduled exams.
In small clinics, they decide everything, but have little time between appointments. A short, objective conversation outside office hours works best.
In mid-sized clinics, they handle scheduling, billing, health plans and suppliers. They compare price, contract and support, and need something the team can actually use.
Approves equipment, supplies and processes that affect patient safety and health regulations. They can veto a purchase even at the right price.
The problem your company solves is the last part of the ideal customer sentence, and almost always the one that weighs most in the buyer's decision.
Eight questions about your best customers. At the end, a ready sentence with sector, size, region, who decides and the problem you solve, plus a warning if it is too broad. Free and with no sign-up.
Open the ideal customer builderIt depends on who pays. If the clinic serves private patients and health plans, the ideal customer is a patient and health plan profile. If it sells to companies, as in occupational health, it is a company with a sector, size, region and decision maker, as in any business-to-business sale.
In small clinics, the physician or dentist partner. In mid-sized ones, the administrative manager leads and the technical director approves anything that affects patient safety. For expensive equipment, finance also gets involved.
Be brief, book a time outside patient hours and talk about a full schedule, fewer no-shows, fewer claim denials or less equipment downtime. Show how your solution meets health regulations and data protection requirements.
They work for talking to companies looking for what you offer, such as occupational health, equipment or software, in short video meetings. See how a business round works. Your company's first round is on the platform.
In an online business round you have several short meetings with companies looking for what you offer. Your company's first round is on us, with just your CNPJ (Brazilian company tax ID).