Join Stericyle Communication, John Lynn, and Shahid at the HIMSS’14 New Media Meetup

John Lynn and I are hosting the 5th Annual New Media Meetup next week at the HIMSS Conference. This year’s HIMSS tradition is sponsored by Stericycle Communication Solutions. Thanks to Stericycle’s generous participation, John and I can host, quench the thirst of, and feed our New Media friends at Tommy Bahama Pointe, just a short walk from the convention center. We’ve come a long way from our first “meet the bloggers” event in Atlanta and we’re thrilled to have this “wooden anniversary” of the New Media Meetup which has expanded well beyond just bloggers. ...

Why do Avon sales reps selling makeup deserve better usability than hospital physicians saving lives?

I was watching the Super Bowl tonight and lost interest after Bruno Mars’ very nice halftime concert so I started picking up some “Read it Later” articles I saved late last year; one specifically caught my eye. In December the Wall Street Journal (WSJ) reported that Avon is pulling the plug on a $125 million software system rollout which “has been in the works for four years after a test of the system in Canada drove away many of the salespeople who fuel the door-to-door cosmetics company’s revenue”. ...

Guest Article: Iterative funnel management improvement to reduce health IT sales failures

_A frequent question I am asked by startups and their software focused leadership teams is, “how do we generate sales and what is the appropriate process to follow in creating our sales expectations.” My friend Steve Carbonara has been selling software to healthcare enterprises for years so I asked him to write a companion to his piece on selling to hospitals. Steve is currently the Chief Sales Officer at Cohealo, Inc. ...

Join me at MedCity ENGAGE: Unlocking Patient Engagement through Innovation, June 5-6, in Washington DC

_Digital Patient Engagement_ (DPE) is a subject that’s been getting a great deal of attention these days, notably because MU Stage 2 specifically mentions DPE as a requirement for the next generation of certified EHRs. Personally I believe Patient Engagement is still confusing to most people and is probably in the Peak of Inflated Expectations phase of the Gartner hype cycle (another way to think about it is that the DPE noise level is probably much higher than useful signals coming out of the industry). ...

Guest Article: How to improve health IT products sales into physician practices and hospitals through better funnel management

_A frequent question I am asked by startups and their software focused leadership teams is, “how do we generate sales and what is the appropriate process to follow in creating our sales expectations.” My friend Steve Carbonara has been selling software to healthcare enterprises for years so I asked him to write a companion to his piece on selling to hospitals. Steve is currently the Chief Sales Officer at Cohealo, Inc. ...