But, this year’s exhibitors were cautiously enthusiastic, and justifiably so. For years, market research firms have been touting healthcare as an industry ripe for technology investment. After all, core enabling technologies including wireless networks, mobile devices, barcodes, RFID and RTLS are ideally suited to improve the efficiency and quality of healthcare delivery. However, the adoption of sweeping reforms that would fuel these investments, e.g., EMR, CPOE, Unit of Use Packaging, etc., has been gradual, almost tectonic. Some technology companies attracted to healthcare by the prospect of “full scale adoption” have since abandoned the market, while others have made measured investments in product development, strategic alliances and channel marketing that will likely pay dividends in the very near future. What do these suppliers have to say about selling technology to healthcare providers?
- Established processes are king. Provide an investment roadmap that is evolutionary, not revolutionary.
- Interoperability with existing IT infrastructure is essential (see the king with questions). What does this mean? Strategic alliances and co-development partnership agreements.
- Every healthcare institution is unique. Reference accounts and ROI calculators only get you to the table. The viability of technology investments must be proven in house.
- Managed service offerings resonate. The most effective managed service offerings provide the scale and flexibility required to justify ROI and extend core offerings to support new applications.
- Healthcare practices within technology companies should be supported by dedicated key account management teams who provide accountability for installed systems and identify new business opportunities.