This presentation was given at the Smart VAR Healthcare Summit. It was presented to managed services providers, solution providers, innovators, and systems integrators (SIs). Answering:
* What kinds of BS can healthcare customers detect?
* What innovations can you help customers deploy?
* Where are the major opportunities to grow your business?
* Go narrow, specialize, dive deep – talk about what’s important to your customers.
* Revenue, profit, and growth matters to them too
* Understand PBU: Payer vs. Benefiter vs. User
* Understand why healthcare businesses buy stuff so you can serve them in ways they find you indispensable