Another Successful Example on How to Compete: Putting Customers before Products (From Selling Hospital Beds to Protecting Patients)





Moloney, Kate
Ross, Jeanne W.
Beath, Cynthia M.

Abstract: Hill-Rom Holdings started producing wooden furniture for hospitals in 1929. By 2017, the company was a diversified medical technology and services company. To leverage digital technologies, Hill-Rom was transforming from its traditional lines of business to a company that was leveraging data to ensure patient safety and satisfaction. The transformation required new approaches to innovation and sales. It also demanded new talent. This case describes the company’s transformation journey.


Business Models
IT-based Business Transformation
Digital Innovation

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