Abstract
As the health care environment changes there will be continued investment in
acquiring, evaluating and refreshing the skills of health care professionals.
Selling HCM solutions to the health care market is more than a technology sell;
it requires one-to-one marketing and anticipation of the wants and needs of
health care HR managers. Jan Duffy, Senior Analyst, IDC Health Care Research
says "IT vendors must appeal to health care executives' short and long term
needs, this requires a deep understanding of the health care delivery
environment and a marketing and selling strategy that is both tactical and
strategic in its health care focus."
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