AMS Review

, Volume 8, Issue 3–4, pp 228–232 | Cite as

The transition from products to connected health

  • Bernard J. JaworskiEmail author
  • Michael (Mick) Farrell

Placing the Practice Problem in Context

ResMed is the world’s leading manufacturer of therapies for Obstructive Sleep Apnea (OSA). OSA is a widespread but under-diagnosed type of sleep disordered breathing. By 2018, the company had operations in over 120+ countries, employed more than 6000 people, and topped $2.3 billion in annual revenue.

Reflecting back in time to 2011, it was very clear to the ResMed leadership team (including Mick Farrell) that fundamental, systemic shifts were occurring in the industry. In particular, health care reimbursement from major governments (e.g., U.S) was declining for devices and masks that treat sleep-disordered breathing. Moreover, the health care insurers were also looking to contain the costs associated with diagnosing and treating the condition. Upstart, low-cost “sleep solutions” were emerging in both developing and developed countries. While the science behind the solutions was unclear, they nevertheless made inroads at the lower end of the...


Organization transition Connected health Software as a service Leading change 



  1. Pitt LF, Lord SL, Ferguson, Berthom P (2019) The transition from products to connected health: observations and avenues for future research. AMS Review 9.

Copyright information

© Academy of Marketing Science 2018

Authors and Affiliations

  1. 1.Peter F. Drucker Chair, The Drucker SchoolClaremontUSA
  2. 2.ResMedSan DiegoUSA

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