I am going to keep this entry short and to the point. I just arrived back from the eHealth conference in Quebec. I spoke to roughly 90 some companies (exhibitors, guests, etc) across acute, primary and other verticals. What struck me on the plane ride back home was that these vendors could be divided into two main groups.
1) Software/Hardware/Services Vendors that sold stuff into healthcare as a vertical, and;
2) Healthcare vendors who only sold stuff into healthcare.
The reason I mention this is that the difference in domain knowledge, correct marketing message, understanding end users, etc was very very different. Healthcare vendors were in the minority, but they had a much better understanding of their marketplace.
I am not suggesting that vendors who treat healthcare as “just another vertical” should change their strategy, I just think they should stop wondering why they don’t hit their sales target numbers.
I am sure there are more perspectives on the vendor market, and I would sure love to hear what others think.