Well. the whole pricing, packaging, and licensing issues are certainly areas where I should hope our lessons will pay-off. Perpetual licenses; bundling services required for sucessful implementation as part of the package, not as extra consulting services; developing the products in modules that results in "packages" available to be sold in several price ranges; utilizing technologies (sw & hw) that allow products to scale to the enterprise, enabling strong opportunities for selling additional product into the existing install base as well; and providing full turnkey technical, product, and clinical support as part of the packaging.
Also, realizing that the USERS are always right, i.e., if they are having trouble using the product and/or service, it probably means that the product/service needs to be redesigned/modified, not that one should provide more services and/or consulting to help them overcome inherent limitations of a given product and/or service.
Alot of these issues in the second paragraph revolve around being truly being customer satisfaction oriented in every aspect of dealing with the customer, not just trying to meet the streets numbers (which IS still equally important, but if you neglect the customer, you will disapoint the street at some point).
Also, on the "science" of outcomes research, one can't just throw a bistatician and clinicain together to develop usable, clinically AND statistically valid risk models; it is also another thing to develop this function and have it well integrated to a technology and producut development environment for meeting rapidly evolving customer requirements. Just food for thought... |
