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Company Vertical
AE, AM, and BDR territories are separated in part by vertical. Our verticals are Health and Human Services (HHS), Acute (ACU), and Post-Acute Care (PAC).
Be sure to double check that the vertical that appears on a lead record is correct before conversion. This can be done by looking into company information on ZoomInfo, LinkedIn, and the company website.
REL cannot be used as a vertical when converting a lead. This should always be changed to HHS, ACU, or PAC before conversion.
Company Size/Employee Count
Territories are also separated by company size/employee count. For PAC and HHS, company size will be determined by employee count. However, ACU organization size will be determined by bed count.
Accounts fall into four categories for size based on employee or bed count: Rest of Market (ROM), Small Business (SMB), Mid-Market (MM), and Enterprise (ENT). The Acute AE’s work a hybrid model, new business representatives cover both SMB and MM with separate reps for only ENT.
Employee count is determined first by viewing the company’s LinkedIn page, then the company’s website, or by collecting the information from ZoomInfo. ZoomInfo is typically used as a last resort since it tends to be incorrect.
If an employee count cannot be found, it is sent by default to the SMB team.
Company Size/Employee Count Thresholds by Vertical
Vertical | ROM | SMB | MM | ENT |
HHS | 1-19 | 20-199 | 200-1,999 | 2,000+ |
ACU (Bed Count) | 1-14 | 15-399 | Hybrid | 400+ |
PAC | 1-19 | 20-399 | 400-1,499 | 1,500+ |
State/Province
Lastly, territories are separated by U.S. State or Canadian Province.
ALL leads should have a state or province on their profile page before conversion. State/province is incredibly important for opportunity assignment.
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