Page Comparison

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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

• 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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