Health systems are rethinking how they purchase drugs, devices, and supplies amidst financial pressures, shifting care models, and a surge of medical innovation. Manufacturers and vendors need to evolve their sales approaches to keep pace.

According to Advisory Board’s 2025 Health System Purchasing Survey, the top three goals guiding provider purchasing decisions include:

1. Reducing product spend
2. Evaluating product impact holistically
3. Ensuring appropriate product use

While these goals aren’t entirely new, the strategies providers use to achieve each are evolving. Read on to better understand the changes, how vendors can respond, and what we’re watching for in the future.