HP Going after a Piece of The Handout - Obama Stimulus Package for Health Care

HP is focusing in on the Health Care vertical with new programs for VAR's.

Obama's recently passed stimulus package includes $20 million for health-care infrastructure.

"We will make sure that every doctor's office and hospital in this country is using cutting-edge technology and electronic medical records so that we can cut red tape, prevent medical mistakes and help save billions of dollars each year," Obama said.

HP has also launched a new channel program to help its resellers grab a slice of the pie as well by creating a new business document management program for the health-care vertical.

The package is composed of HP hardware and software and is some cases carries its own SKU.

HP's new hardware is integrated with Singapore-based Aquarius Soft's ChartTab Medical Document software. ChartTab capabilities include adding patients and documents through a touch interface and securing charts to meet HIPAA requirements for private health information. In addition to scanning, records can also be e-mailed, faxed and printed.

"We're also approaching more traditional VARs who haven't made the jump into document management solutions yet," Brown said.

Learn more here.
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DOTC impressions - I have been through the basic training and introduction of this program/product. This solution is turn key and easy to use. The target market is small to medium, independent medical offices.

IBM Buys HP. Canon takes Panasonic

In an unbelievable step today, two of the largest technology companies swallowed up one of their peers - not since the Ricoh/IKON deal has the industry been shaken so deeply.

Tokyo, Japan -

In a press release today, Canon announced the purchase of Panasonic, "...today, Canon moves forward boldly. Today, we shall incorporate color-coded machines. As the speed of each machine increase, the color will change from dark blue to vibrant red..."

Armonk, New York -

In related news, IBM today announced it's intentions to purchase HP. "...today, IBM begins it's quest to retake the printer market...also, we are proud to announce OS/2v2009, our newest and greatest operating system for the desktop..."

Outside of both press conferences, sightings of dozens of pigs flying were reported.

Happy April 1st.

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Selling: It Really is Simple

For over a year now, maybe longer, I have been following this small sales training firm, Caskey, in Indianapolis. Bill Caskey and Brian Neal present great stuff and I encourage everyone in sales to subscribe to their "Advanced Selling Podcast".

Check out "High Intent" and "Detachment" two of my favorites.

I have copied and re-posted a pretty good post - enjoy.


Complicated Strategy Not As Good As Simple Sales Advice

by Bill Caskey on March 30, 2009

As sales trainers, we get invited in to companies to help them solve some pretty complex issues. Yet, often, the answer to their sales frustration is quite simple.

I was watching the Michigan State ‘upset’ of Louisville last weekend. The camera / mic caught a frustrated Rick Pitino (Louisville head coach) as he was watching his team implode.

Despite all the complicated game plans and strategies I’m sure he implemented, his admonition to his players at that point in the game was, “Stop dribbling. Pass the ball!!!”

As an avid basketball observer that is one of the things that drives me crazy–a player dribbling but going nowhere.
Sales Is Simple Too, If We Let It Be

But in sales and sales training, the admonition we have for our clients gets very simple, too. Here are three instructions I would shout if they had their head phones in during a sales call.

1. Shut up and listen. Stop talking. Stop pontificating. Stop sharing all of your wonderful opinions of how great your service is. (OF COURSE YOU THINK IT’S GREAT–YOU’RE SELLING IT!)

2. Ask a follow-up question. Amazing too me how few questions sales people ask and how even more rarely they ask a follow up question after the prospect has answered the first. Think about how absurd it is for someone to answer a complex question and give you ALL of the relevant information on the first try.

3. Give some space. After someone answers a question, give it some space. Don’t jump right in and think you have to talk. This is an in-law to Shut up and Listen, but a little different in that it’s about “giving space.” In fact, that’s what our entire philosophy is built on ’space for the prospect to sell you on why he needs you.’ As long as you’re talking, you’re taking up space–not making it available for your prospect.

So, keep things simple–never as complex as they need be. And watch your sales effectiveness jump a notch or two.

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