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“This business used to be easy, you just had to make one sale and that was in the boardroom. If the executives selected your health plan then everyone else just went along with the decision and enrolled in the group health plan.”

That was how Harry Reynolds, Director – Health Industry Transformation, IBM Global Healthcare and Life Sciences Industry began his talk at one of the networking breakfasts held this year during AHIP Institute, the annual gathering of health insurance plan executives held in San Francisco.

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