Eclypsis sells electronic health record systems. The companys marketing and sales division is having its annual meeting to set goals for the coming years.
At the beginning of the meeting, they review past performance. In a review of the accounts, the senior director of sales breaks down the markets that have been penetrated, saying: We have done a really good job of penetrating the single-specialty groups like orthopedics and cardiology. I am impressed at your accomplishments.
You have all done a really spectacular job, but the real potential is in the multispecialty practices, and we are having difficulty penetrating this market. I am stumped.
One of the more experienced sales representatives speaks up, From what I hear, Cerner, our big competition, has the same problem.
Address each of the following in your paper:
1. Diagnose the problem that Eclypsis and Cerner are having in getting adoption among multispecialty groups.
2. How might this problem be addressed?
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