By David Blackburn, Editor-In-Chief, FedHealthIT Magazine
Over the course of the last year, we at G2X Health have had the fortune to step back and assess the Federal Health IT market from a 10,000 foot view, providing for some interesting perspective as to what works and why some firms seem to consistently win more than others.
Quite simply, these high performing groups don’t chase the shiny object. They base their decisions on data, rather than gut. They take the extra time to identify, capture and analyze competitive intelligence, much of which is publicly available. And they use this insight to target a discrete and manageable set of prospective customers who not only buy what they sell, but they target the agencies and organizations that buy the way they sell (through contract vehicles, preferred socio-economic categories, price, contract type, funding, evaluation criteria, etc).