The Cure For Provider And Payor Pains

Based in Eden Prairie, Minn., Ingenix helps transform organizations and advance the state of health care through information and technology. It works with more than 250,000 physicians, health care providers and others that rely on its innovative products, services and consulting to improve the delivery and operations of their business. Ingenix is a wholly owned subsidiary of UnitedHealth Group (NYSE: UNH).

Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of sales lead generation practices in order to influence sales outcomes and increase revenue. Following an evaluation of several outsourced sales lead management firms, the company signed with PointClear in late 2006.

Sales prospecting within the B2B health care sector requires specialized knowledge and the ability to develop dialog with potential clients, in order to understand their challenges and offer the right solutions to their needs. According to Angela Bailey, vice president, Marketing Operations for Ingenix, PointClear immediately stood out from the pack due to strong references and the quality of its business development associates. PointClear associates are highly trained sales and marketing professionals who work as a seamless extension of the Ingenix field sales team.