Insights

Other

The New Realities of B2B Sales (Part 1)

The 21st Century Reality A fundamental shift we see in Business-to-Business (B2B) is that prospecting and sales results are becoming more difficult, time-consuming, and expensive to produce. Lead conversion rates

Read More »

Five Factors Affecting Revenue Growth (Factor 1): Market Focus

Factor 1: Market Focus Of all Five Factors, this one probably drives high growth more than any other. Geoffrey Moore defines a B2B market segment as the intersection of industry, role in that industry, and geography— for example, hospital administrators in the US. Evidence suggests that the tighter the definition of a market segment, the

Read More »

The New Realities of B2B Sales (Part 1)

The 21st Century Reality A fundamental shift we see in Business-to-Business (B2B) is that prospecting and sales results are becoming more difficult, time-consuming, and expensive to produce. Lead conversion rates are lower, sales cycles are longer, and closing ratios are not what they used to be. The success of acquiring and retaining customers relies on

Read More »
healthcare in america

Is the Patient an Afterthought in Healthcare in America?

A close examination of healthcare in America leads to the inevitable conclusion that patients are one of the least important players in the healthcare system. I’m the first to admit that this claim is both counterintuitive and provocative, but hear me out.  The evidence could not be clearer. This is particularly ironic because the healthcare

Read More »
digital healthcare

Are 30-Day Readmissions Rates a Reliable Indicator for Poor Healthcare Delivery?  (Part 2 of 2)

A look at poor healthcare delivery through hospital readmission rates. Obamacare (Patient Protection and Affordable Care Act) has provisions that require the Centers for Medicare and Medicaid Services (CMS) to financially penalize hospitals that have unacceptably high 30-day readmission rates for Medicare and Medicaid patients. Institutions with high 30-day readmission rates in just a handful

Read More »

Want To Learn More About Our Insights?