“We have at least five high quality meetings at every Marcus Evans Summit we attend, and some convert into sales. The reason we continue attending is because we get a return on our investment,” said Greg Statt, VP Business Development, BroadJump LLC, a solution provider at the Marcus Evans Healthcare CFO, Financial Strategy & Revenue Cycle Summit and the Healthcare CEO & Executive Strategy Summit. and the Healthcare CMO Summit.
We typically have around 15 one-on-one meetings at every Summit and at least five are usually the best quality, meaning a commitment from the client to take the next step. Another five are usually somewhat interested, but it might take longer to convert. We try to sign as many of those top five companies possible.
We find the Summits are an efficient way for us to engage with C-suite executives from health systems that we may or may not have an opportunity to encounter through our standard channels. We get exposure to a large number of executives and can quickly determine if their needs match with our spend management solutions. Some delegates we have interacted with have said the Summits give them access to solutions they would not have seen anywhere else. We try to leverage that as much as possible.
The biggest reason is that large healthcare systems have very complex organizational structures. Even where we have strong relationships, we might not have a direct line of access to the CFO or other key decision-makers. No two health systems have the same decision-making process. Getting exposure to these executives can be a challenge, that is why we find the face-to-face meetings valuable.
Yes. In most instances they were using one or more legacy solutions that provide some level of benchmark market pricing, but our solutions provide much more actionable information and intelligence, so often times we do displace long-standing vendors.
Marcus Evans does a good job of attracting qualified individuals and the attendance rate is high. There is minimal substitution for a lower-ranking individual from the same company.
The events are run professionally and the speakers are relevant to the topics at hand. We like the approach and the inclusion of educational sessions as well.
One primary reason we continue to return is that we have historically achieved a return on investment and secured new business as a result of attending. As long as Marcus Evans continues to provide viable opportunities and we can secure new business as a result, we are very likely to continue attending.
Find out more about the upcoming Healthcare CFO, Financial Strategy & Revenue Cycle Summit, Healthcare CEO & Executive Strategy Summit and the Healthcare CMO Summit.