Where does our platform provide and not provide value?
- Eliot Muir
The type of problems where Iguana excels as a platform I think come down to these:
Where there is a need to route and transform continuous streams of data
Iguana makes it easy to set up and monitor these mappings.
It’s really doesn’t matter too much where this happens so long as we has some focus on how to get the data in and out of the target systems.
But the following are examples of areas we don’t really provide that much value:
Yes you can build web applications on top of Iguana - but it’s not like it is any easier to solve problems with HTML, Javascript and CSS with our product compared to other products. No value add there.
We don’t have an end to end solution for things like value based care, quality metrics, Covid-19 in particular (other than yes - one can route bulkloads of tests and test results through Iguana - but it’s only a small part of the overall challenge and solution)
We don’t offer a data analytics solution
One time data transformation projects are not particularly where our value lies.
We are not a plug and play integration solution for medical devices.
For some of these areas if we want upside it would make sense to partner with other solution providers - but it’s probably going to challenging to hit a particular revenue target with that sales strategy - i.e. if we were to target offering a value based care solution then:
We would need to give most of the revenue to the partner that has the complete solution
So let’s say deal size is 250k and we get 20k per deal then to generate 200k of additional revenue for us we have to sell 2.5 million worth of those solutions (10 deals)
2.5 million worth of 10 deals means building out and optimizing a sales process for 10 large enterprise sales that involve convincing a whole range of people that we don’t talk to.
Asking an individual person to execute on this is a little bit like telling an engineer to build a complete application.
So bit of a challenging sales strategy….