This isn't isolated to doctors sadly. You see this in any medium to large organization: schools, cities, companies, etc. The problem, the way I see it, is that management is the one really being sold to.
The actual people who do the day to day work have no real say in which software systems they use. Only management has any real say, so sales people tailor their pitch towards management. Unfortunately, managers only have a high-level overview of what the people below them actually do, and no understanding of software, so they have no idea what they need their software to do.
And situations like this are where sales people shine brightest. Sure, the new "cloud-based, totally-super-secure, widget producer 9000" won't actual be useful at anything, but it sure looks cool to management.
Look at companies like Oracle, and Microsoft for good examples: Their actual products are awful, but that doesn't matter. What matters is that their sales team can sell a shit product.
The actual people who do the day to day work have no real say in which software systems they use. Only management has any real say, so sales people tailor their pitch towards management. Unfortunately, managers only have a high-level overview of what the people below them actually do, and no understanding of software, so they have no idea what they need their software to do.
And situations like this are where sales people shine brightest. Sure, the new "cloud-based, totally-super-secure, widget producer 9000" won't actual be useful at anything, but it sure looks cool to management.
Look at companies like Oracle, and Microsoft for good examples: Their actual products are awful, but that doesn't matter. What matters is that their sales team can sell a shit product.