Case study: Data-Driven Growth Applied Toward Customers
David Williams
David Williams

A well-established health information technology company. They had strong market strongholds with hospitals, health systems, and individual healthcare professionals.


Despite that growth, advances in technology and computer networks, consolidation of the provider market, and the company’s lack of a comprehensive pricing strategy had created challenges.




Health Business Group developed a robust customer segmentation model based on extensive quantitative analysis of customer usage patterns, created a cross-segment pricing formula based on value realization, supported the development of a plan to communicate the new approach to customers, and devised a migration path to smooth the transition for customers.



The client rolled out the model with its sales force over a two-year period and achieved real-world success. In addition, the customer segmentation model has been used as a guide for product development, which was an unexpected but welcome byproduct of the original work.