As a global healthcare technology leader, Phillips serves small clinics and large hospitals across diagnostic imaging, image-guided therapy, patient monitoring, health informatics, consumer health, and home care. They needed to change their B2B sales strategy to increase market share. The goal was to better target medical care organizations and drive consistent growth.
Key challenges
Lack of actionable insights on customer potential
Limited personalization in product recommendations
Fragmented data across geographies and customer types
Difficulty in targeting the right organizations for growth
The solution
Customer segmentation
Map size and potential
Profile care organizations
Align products to specialties
Focus on high-value segments
Recommendation engine
Analyze transactions
Personalize engagement
Cross-sell and up-sell
Predict next-best product
1
Decision-backwards design
Identify data needs
Link insights
Define goals
2
AI plus engineering
Integrate databases
Build segmentation models
Deploy ML recommendations
3
Global rollout
Deploy in 32 countries
Scale beyond sales
Adapt locally
Sales growth
Increased cross-sell and up-sell opportunities
Expanded potential customer base across 32 countries
Market share
Growth in key healthcare segments
Better targeting of high-value organizations
Client relationship
Improved customer engagement for long-term impact
Scaled collaboration across B2B sales, finance, HR, procurement, and cloud
