Problem that Eclypsis & Cerner Are Having in Getting Adoption
Market Penetration (Essay)
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:
- Diagnose the problem that Eclypsis and Cerner are having in getting adoption among multispecialty groups.
- How might this problem be addressed?