[thetylerhayes]

Agreed.

What this means is that usually in the medical world you can't just build a product or service and sell it to EHR/EMR providers. Their (e.g., Epic, eClinicalWeb) customer is hospitals and clinics. So you need to get hospitals and clinics to demand/buy what you offer. Only then EMRs will pay attention and only because increasing amounts of their customers are knocking down their door asking for your product.

Very rare is the case where an EMR will see the market opportunity you're carving out and buy your product. They don't care. They'll either buy your company once you get big enough to represent a sizable addition to their revenue (single millions is not even close) or just build an imitation feature once they're forced to.