Ben Gilbert: belief

Transcript context

…I’ve never heard of any other company that does stuff like this. Well, they have a lot of leverage in the customer relationship. I think at this point in history, 2025, when the customer wants to do something a certain way and Epic wants to do something a certain way, ultimately Epic is customer-focused, so they will do whatever the customer wants, but they’re going to lay out very compelling convincing arguments why their way is the correct way. What this leads to are things like a standard package. A lot of times when people are setting up Cerner, every implementation looks completely different. Epic is highly opinionated. Please use as much standard stuff as you can so that we can easily push out updates, or we can easily add-in new modules for you, or interoperability all works exactly the way that we’re thinking it should. They have a strong negotiating position with customers when they’re saying, ah, I think you should do it this way. Because at some point they may choose to just say, you know what? I don’t think you’re ready to be a customer yet. I think we’re going to focus elsewhere this year. We’re going to pick up only 10–20, maybe 30 new customers. And we’re happy to wait.…

Stored transcript either side of the excerpt. The highlighted words are the published quote; the surrounding text is unedited source, never generated.