LogMeIn Targets Health Care Vertical; Should You?

LogMeIn Targets Health Care Vertical; Should You?

MSPs frequently ask me how they can sell into health care accounts. My first piece of advice: Check in with Mike Jones, CEO of ETG, a managed services provider that focuses on the health care vertical. My second piece of advice: Steal a page from the LogMeIn playbook and start hanging out with health care CIOs and attend health care conferences. Here's why.

LogMeIn plans to spend considerable time at the CIO Healthcare Summit (May 9-12,  Scottsdale, Arizona). Is the conference any good? I have no idea. But here's my point: You already spend considerable time at managed services and channel conferences. Many of those are valuable events. Keep going. But shouldn't you also stretch your wings a bit and start hanging out at vertical market conferences?

By attending health care conferences now, I suspect LogMeIn will strengthen its longer-term vertical market pitch. The story will take years to play out. But eventually, health care terminology and customer use cases will be part of LogMeIn's corporate DNA.

Most major IT companies focused on health care already attend big events like the annual HIMSS conference (Orlando, Feb. 20-24 2011). But sometimes, smaller events provide a prime opportunity for deeper conversations. If you're locked in your office, those vertical market conversations can't take place.

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TAGS: Sales
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