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Can Ignoring Clients Boost Your Sales?

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This story appears in the June 2013 issue of Entrepreneur. Subscribe »

Back in 2009, Imprivata was enjoying decent sales of its flagship tech product to banks, financial institutions and healthcare facilities. The Lexington, Mass.-based company's sign-on technology allows professionals to log in and out of multiple-user computer stations with the swipe of a card or fingerprint, without the time-sucking and less-than-secure method of logging in user names and passwords multiple times a day. Sales had increased 8 percent over the previous year, but CEO Omar Hussain thought they could be even better.

Imprivata

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