Market Trends Series #3: Shift from Dept to Enterprise Focus
Hospitals that attempt to extend their departmental connectivity strategies and technology platforms in ad-hoc fashion, will hit the wall at some point.
Business Planning
Medical Device Open Source Frameworks
I believe it is key to recognize that providing access to information seamlessly ultimately enhances business cases.
Facing FDA Regulations for the First Time
What are your risks in being part of a regulated device, and what can you do to make yourself a more attractive supplier?
Requirements, Trade-offs and Sales Objections
Overcoming feature trade-off sales objections often requires sales support specialists.
Interoperability - Barriers to Adoption
Gulp. This makes the initial R&D costs seem like a bargain.
Healthcare Unbound 2008
Proprietary IT and business models are sources of competitive advantage.
Medical Device Start Ups and Connectivity
Much like solving the original problem with an innovative product design, finding an answer to the connectivity problem starts with asking the right questions.
Selling Connectivity - Sales Strategy
The qualification step, an event that clearly demonstrates the prospect’s intent to buy.
Selling Connectivity - New Knowledge
With connectivity, the vendor is inexorably forced to give up the rigid control they enjoy with their black box and support the standards and typical options of the general purpose computing world.
Selling Connectivity - A Series
You’ve heard all the questions and know all the answers.
