Healthcare Providers are implementing programs to reduce costs, increase value, and improve the efficiency of how they provide care to their patients.

Hospitals are proactively scrutinizing capital expenditures and changing the way they evaluate new capital equipment purchases.

Sales models based on selling only the clinical features, advantages and benefits of a product are resulting in longer and delayed sales cycles and ultimately, non-purchase decisions.

Capital equipment purchase decision makers are questioning the credibility of company developed financial models.