Insights, Personas, and Sales Plan

"At athenahealth, it's our vision to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. With a thoughtful balance of humanity and technology, we're able to uncover meaningful healthcare insights that can help create healthier futures for our families, our communities, and ourselves. Our vibrant and talented employees spark the innovation and passion needed to accomplish our goals. We continue to expand our workforce with amazing people who bring diverse backgrounds, experiences, and perspectives at every level, and foster an environment where we each feel comfortable bringing their best selves to work. In 2021, we received 16 workplace awards, earning a spot in the large company category on The Boston Globe's Top Places to Work 2021, the Greater Austin Top Workplaces 2021, the Best Places to Work in Maine for 2021, and worldwide recognition as a Silver winner in the 2021 Stevie® Awards for Great Employers, among others."

Est employees:
information technology & services

Insights on 


Knowing about the company you want to prospect into is important. Here's some information about the company, written by a sales analyst.

Company Overview

athenahealth is a leading company in the healthcare industry, dedicated to creating a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. With a focus on balancing humanity and technology, athenahealth is committed to uncovering meaningful healthcare insights that can help create healthier futures for families, communities, and individuals. The company's mission is reinforced by its vibrant and talented workforce, which sparks innovation and passion required to achieve its goals. The company's commitment to diversity and inclusivity is evident through its continuous expansion with amazing people from diverse backgrounds, experiences, and perspectives. In 2021 alone, athenahealth received 16 workplace awards, underscoring its status as an employer of choice in the healthcare and technology industries.

Market Presence

athenahealth has established itself as a prominent player in the healthcare industry with a strong market presence. The company offers cloud-based healthcare products and services tailored to meet the specific needs of healthcare organizations. With a focus on improving healthcare for physicians and patients alike, athenahealth is dedicated to creating healthier futures for all stakeholders. The company's commitment to leveraging technology and expertise to pursue its vision of delivering accessible, high-quality, and sustainable healthcare for all has solidified its position as an industry leader. By providing access to a patient portal and offering end-to-end integrations through a robust library of APIs, athenahealth continues to enhance its market presence by enabling seamless interactions between healthcare providers and patients.

Financial Insights

In terms of financial performance, athenahealth has demonstrated strong revenue generation, with an annual revenue topping $1.2 billion. This robust financial standing reflects the company's ability to deliver value-driven solutions in the healthcare sector. The company's consistent growth trajectory positions it as a financially stable organization capable of sustaining its operations while driving innovation in the healthcare technology landscape. Additionally, athenahealth's market capitalization of $306 million underscores its financial strength and market significance within the information technology and services industry.

Technological Footprint

athenahealth boasts an impressive technological footprint with a wide array of cutting-edge technologies driving its operations. From artificial intelligence (AI) to customer relationship management (CRM) software and hosting services such as Amazon AWS, the company leverages advanced tools to deliver innovative healthcare solutions. Its use of analytics and tracking platforms like Google Analytics and MediaMath further demonstrates a commitment to harnessing data-driven insights for informed decision-making. Moreover, athenahealth's utilization of modern technologies such as mobile-friendly interfaces and content management systems like underscores its dedication to creating seamless user experiences across various digital platforms.

Organizational Structure

athenahealth operates within a well-defined organizational structure that supports its diverse range of functions across different departments. The company's workforce is distributed across various departments including operations, marketing, information technology, engineering, sales, education, arts and design, product management, data science, consulting, human resources, business development, support, finance, accounting, legal, entrepreneurship, media and communication, administrative. This structuring ensures efficient collaboration and coordination among teams while fostering an environment where employees can bring their best selves to work. Furthermore, the company's sector hierarchy rules in IT highlight its focus on aligning organizational functions with industry-specific practices to drive operational excellence.



Broken down by department, these sales insights include head counts, potential pain points, email templates, and a "how to win" plan for selling to this department.



Want to know more about how to sell into this company? Well, we've got you covered with a basic sales plan that gives you all that you need to know to get started selling to this organization.

Target Accounts

For athenahealth, our target accounts will primarily be large healthcare organizations and medical practices that are looking to optimize their operations and enhance patient care through the implementation of innovative cloud-based healthcare products and services. These target accounts should have a focus on technology adoption and a desire to leverage industry-leading solutions to improve their performance, streamline their revenue cycle management, enhance patient engagement, and enable efficient care coordination. Additionally, we will target organizations with a strong emphasis on population health management and the utilization of point-of-care mobile apps and electronic health records. Given athenahealth's industry leadership in information technology for healthcare, our prospecting efforts will be directed towards engaging with organizations with an annual revenue of at least 1 billion USD and a significant number of employees, which aligns with athenahealth's capacity to provide scalable solutions for large enterprises in the healthcare sector.

Prospecting Approach

Our prospecting approach for engaging with athenahealth will involve leveraging our in-depth knowledge of the healthcare industry and our expertise in delivering enterprise software solutions tailored to the specific needs of large organizations. We will focus on highlighting the value proposition of athenahealth's cloud-based healthcare products and services, emphasizing how they can address the pain points faced by healthcare organizations such as revenue cycle management inefficiencies, suboptimal patient engagement strategies, and challenges related to care coordination. Through targeted outreach campaigns, personalized communication, and demonstration of our understanding of athenahealth's mission, we aim to establish rapport with key decision-makers within the organization. By showcasing our ability to support athenahealth's vision of creating sustainable healthcare ecosystems, we will position ourselves as valuable partners in their journey to deliver accessible, high-quality healthcare for all.

Engagement Strategies

In order to effectively engage with athenahealth, we will employ a multi-faceted approach that encompasses thought leadership content dissemination, participation in industry events relevant to information technology and healthcare services, as well as direct engagement with key stakeholders through tailored presentations and product demonstrations. Our strategy will involve creating insightful content that resonates with athenahealth's focus on leveraging technology to reshape healthcare, contributing to their mission through informative articles, case studies, and white papers. Additionally, we will actively participate in industry conferences where we can network with athenahealth representatives and utilize these platforms to showcase our expertise in enterprise software solutions for the healthcare sector. Moreover, we will organize targeted workshops and webinars focused on addressing specific pain points evident within athenahealth's domain, demonstrating our commitment to delivering actionable insights that align with their strategic objectives.

Company Value Propositions

athenahealth represents an ideal partner for large healthcare organizations seeking to embrace transformative digital solutions that drive operational efficiency and enhance patient care. Our cloud-based healthcare products and services offer unparalleled opportunities for organizations to streamline their revenue cycle management operations, optimize patient engagement strategies, and achieve seamless care coordination. Through advanced population health management tools and point-of-care mobile apps, athenahealth empowers providers to deliver personalized care while maintaining a strong focus on electronic health records to ensure the integrity of patient information. By leveraging cutting-edge technology underpinned by sophisticated enterprise software solutions, athenahealth enables its clients to pioneer new standards in accessible, high-quality healthcare delivery for all sectors of the community.

Closing Tactics

To effectively close deals with athenahealth, we will leverage our comprehensive understanding of their organizational goals and align our proposed solutions directly with their vision. By demonstrating concrete ROI projections based on successful case studies within similar industry segments, we aim to illustrate the immediate impact that our cloud-based healthcare products and services can have on optimizing operational efficiencies within their ecosystem. In addition, we will provide strategic proposals that outline a clear implementation roadmap alongside robust post-sale support mechanisms tailored specifically to address any concerns or challenges unique to athenahealth's environment. By instilling confidence in our ability to act as strategic partners driving their vision of sustainable healthcare delivery forward, we anticipate that our proposals will resonate strongly with the decision-making teams at athenahealth.

Post-Sale Plan

Following successful closure of contracts with athenahealth, our post-sale plan pivots on ensuring seamless implementation while delivering ongoing support tailored to their evolving needs. We commit to deploying dedicated resources from our team throughout the deployment phase to facilitate smooth integration into their existing infrastructure. Moreover, as part of our ongoing support model, we will conduct regular reviews focused on identifying opportunities for further optimization within their operations through our cloud-based healthcare products and services. Post-implementation, we remain fully committed to facilitating knowledge transfer sessions aimed at empowering their internal teams with comprehensive understanding of our solutions' capabilities. Furthermore, we will provide access to dedicated account managers who serve as continuous touchpoints for proactive support and issue resolution, affirming our commitment to nurturing long-term partnerships in driving sustainable healthcare delivery.