Definitive Healthcare (DH) 28th Annual Needham Growth Conference Virtual summary

Business overview and strategic pillars

• Operates a proprietary SaaS platform delivering healthcare market data and analytics to life sciences, providers, and diversified clients, with 95% recurring revenue and high-20s adjusted EBITDA margins.

• Four strategic pillars: data differentiation, seamless integrations, customer success, and innovation, driving alignment and faster decision-making.

Data differentiation and monetization

• Reference and affiliation data, paired with claims data, provide deep market insights and drive customer retention.

• New data elements, such as mobile numbers for executives and additional claims data, have been added, with positive customer feedback.

• Enhanced KPI tracking measures data volume, quality, and completeness to guide future investments.

• Monetization strategy leverages packaging and value-based selling, expanding use cases without changing the buyer profile.

Integration and customer success

• Unified platform integration of acquired assets improved customer experience and retention, with integrated customers showing retention rates 15 points higher.

• New integrations, such as HubSpot and expanded Salesforce data, are being rolled out.

• Customer success initiatives include mapping engagement, aligning incentives to retention, and moving the team under commercial for better alignment.

• Win-back strategies target both lost and downsized customers, focusing on value-based selling and ROI articulation.