Qubiz Healthcare Netherlands

From research to sales action.

A confidential healthcare playbook that turned buyer research into a practical commercial system for sales, delivery, leadership, ICT and procurement conversations.

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Confidential previewDelivered in 5 days
5

day turnaround from research to actionable sales playbook.

3

stakeholder groups mapped across the buying journey.

4

landing page concepts created for campaign activation.

50+

pages of intelligence, guidance, messaging and activation logic.

“The playbook gave the team a shared language for complex healthcare conversations — from qualification and outreach through to procurement and expansion.”

Testimonial draft · replace with approved client wording
Qualification ✦Gatekeepers ✦Technical Influencers ✦Decision Makers ✦Objection handling ✦Landing pages ✦Procurement support ✦Land and expand ✦Qualification ✦Gatekeepers ✦Technical Influencers ✦Decision Makers ✦
The challenge

Dutch healthcare buying is multi-layered.

The visible request is rarely the whole buying story. Operational leaders protect continuity. Technical teams protect systems. Decision Makers protect budget, risk and reputation. Qubiz needed a way to engage each role without forcing every opportunity into the same route.

What needed to change.

The insight had to become practical enough for a team to use before a call, while planning a campaign, during procurement or when deciding whether to lean in, stay light or step back.

Dutch healthcareComplex salesMultiple stakeholders
Operational pressure

Admin, workarounds and staff capacity.

Healthcare teams needed low-risk improvements that would not disrupt care.

Technical confidence

Legacy systems and support burden.

Influencers needed realistic integration paths, rollback thinking and practical proof.

Executive confidence

Budget, timing and defensibility.

Decision Makers needed a clear reason to act and a path they could defend internally.

“
The value was not another persona deck. It was a commercial operating system the team could use to qualify, communicate, handle objections and grow accounts.
theAlchemy case study insightThis block can be swapped for an approved Qubiz testimonial when signed off.
The system

From insight to commercial action.

The playbook converted research into decision support, sales messaging and market-ready assets that could be used across outreach, discovery, technical validation, procurement and expansion.

01

Qualify

Identify must-have signals, strong positives, “park it” indicators and deal killers.

02

Decode

Map Gatekeeper, Technical Influencer and Decision Maker motivations, risks and objections.

03

Activate

Turn insight into outreach, objection handling, one-pagers, discovery questions and landing page ideas.

04

Expand

Use early wins to move from workshop or project into rollout, roadmap and partnership.

Persona intelligence

Three buyers. Three unlocks.

Each role was translated into practical guidance: what they care about, how they influence the deal, what proof helps them move and what next step feels safe.

Gatekeeper

Protect daily service.

Operational, ICT and security leaders filtering change through workload, continuity, compliance and staff pressure.

Warm introLow-risk stepForwardable proof
Technical Influencer

Validate what is safe.

Architects, developers, ICT and security experts assessing feasibility, integration impact and support burden.

Architecture workshopTechnical briefRollback plan
Decision Maker

Defend the investment.

Directors, C-level and board sponsors needing budget fit, stakeholder confidence and an implementation story.

Executive one-pagerROI storyRoadmap
Playbook architecture

Built for the full sales journey.

The playbook connected early qualification, commercial models, trust building, procurement support and expansion into one coherent operating rhythm.

01

ICP & opportunity logic

Routes for clear briefs, exploratory workshops and narrow tactical engagements.

02

Qualification framework

Must-have signals, strong positives, park-it indicators and deal killers.

03

Commercial models

T&M, fixed price, outcome-linked and advisory packages positioned by readiness and risk.

04

Objection handling

Persona-specific responses for disruption, IT capacity, compliance, ROI and risk.

05

Procurement support

Executive one-pagers, compliance summaries, engagement descriptions and internal effort framing.

06

Land & expand

How a workshop, scoped project or pilot can grow into rollout and strategic partnership.

Market-ready assets

Campaign ideas came directly from insight.

The playbook produced campaign-ready propositions for different stakeholder concerns and entry points.

Landing Page 01

Workflow Improvement Workshop

A low-risk 1–2 day workshop for admin, workarounds and reporting pressure.

Landing Page 02

Fix One High-Friction Workflow

A scoped implementation proposition for one painful process.

Landing Page 03

Change Without Chaos

A decision-maker proposition focused on phased operational improvement.

Landing Page 04

Safer Technical Change

An influencer-led proposition for ICT and architecture teams.

Before

Research without a commercial rhythm.

Buyer knowledge existed, but it needed to become structured, repeatable and useful before calls, campaigns and procurement conversations.

After

A playbook sales teams could actually use.

The final output gave Qubiz a practical system for qualification, outreach, stakeholder messaging, objection handling and account expansion.

Turn hidden buyer knowledge into commercial action.

theAlchemy helps B2B teams extract what they already know about buyers, then turn it into playbooks, campaigns, sales assets and market-ready messaging.

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