How EBQ Enabled Veradigm to Sell Over 5,000+ Units Through Strategic Product Segmentation
Veradigm needed to expand into smaller medical practices but lacked the resources to focus its enterprise sales team. By leveraging EBQ’s expertise in product segmentation, they drove over 5,000 software sales across 20+ states.
Software Units Sold
Average Deal Size
The Challenge
Veradigm (formerly known as Allscripts) is a leading provider of healthcare technology solutions, including enterprise Electronic Medical Record (EMR) software and Practice Management Systems for hospitals and large clinics. While their internal enterprise team excelled at large deals, they could not focus on promoting their lower-price-point software, leaving smaller physician practices with 2 to 30 prescribers, a critical market for future growth, untapped.
This shorter sales cycle of 2 to 8 weeks and lower annual license of $1,000 per physician required a dedicated approach that their internal team could not provide.
The Solution
Veradigm turned to EBQ to develop an outbound sales strategy for small physician practices with 2 to 30 prescribers. EBQ used product segmentation and account-based selling to identify high-value prospects for Electronic Prescribing Software (EPS).
The approach combined phone, email, and digital campaigns to engage office managers and decision-makers at practices matching Veradigm’s ideal customer profile. By dedicating a team to these smaller accounts, EBQ enabled Veradigm’s enterprise team to focus on large deals while expanding its presence in smaller markets.
The Results
Through our targeted approach, EBQ sold over 5,000+ units across 20+ states over two years, significantly expanding Veradigm’s market penetration into small practices. The dedicated outbound sales effort enabled a 2–8 week sales cycle, far shorter than enterprise deals, while maintaining high efficiency and measurable results.
Veradigm now has a stronger presence in the small-practice segment, positioning the company for long-term growth as EMR solutions continue to commoditize. Glen Tullman, CEO of Veradigm, credited the success to EBQ’s strategic execution:
We’ve used EBQ as both a ‘force multiplier’ and a way to target specific opportunities. We’ve been very pleased with the measured results we have achieved and the objectives we’ve accomplished,
Veradigm x EBQ
Discover how EBQ used product segmentation to help Veradigm expand into smaller physician practices, boost high-value sales, and achieve measurable growth.