Framework
The Wrapper Strategy
Sell insulation from a broken system instead of a fix for it.
How it works
- 1Start by deciding honestly whether the underlying system can be fixed on your timeline. Eric decided US healthcare fragmentation cannot be.
- 2If it cannot, stop selling a fix and start selling insulation. Your product absorbs the burden of the broken system on the customer's behalf.
- 3This flips the focus rule. Wide is correct when the customer's actual pain is being the integration layer.
- 4The moat is not the wrapper. It is the data access and the permissions that let the wrapper reach inside.
Hear it on the podcast
He Quit Venture Capital to Build an AI Workforce for PatientsListen to the episodeMore from this episode
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