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The client captures all the value
They pay cents on the dollar for it and then get a ton of value from the product which we don’t share in.
The client extracts no value
Some uninspired developer that would rather be polishing their resume with C# development, uses it wrong, writes off Iguana and it sits on the shelf.
The product is oversold
It can do anything but they get us to write a custom EMR in it at cost.
One gets into professional services - high revenue for us, but at high cost, so we lose money - i.e. low margin client.
So all this means that:
There is high value, but
It requires much greater skill in the process of how the product is positioned, marketed, sold and how account management is done.
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