20-Minute Channel Bytes: 5 Tips for Gaining Traction in the Healthcare IT Market


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Much progress has been made in leveraging technology to improve patient care and healthcare efficiency, but there is still a long ways to go. While adoption rates have steadily increased for a range of technologies, insufficient attention to integration, on-going service and support, training and security, often result in less than optimal outcomes. This situation is especially problematic for the hundreds of thousands of small and mid-size healthcare practices that may lack deep IT resources and expertise. Using CompTIA research and market intelligence, this Channel Bytes presentation will equip you with 5 key tips for selling IT products and services to the healthcare sector.

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20-Minute Channel Bytes: 5 Tips for Gaining Traction in the Healthcare IT Market

  1. 1. 20-Minute #ChannelByte Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org 5 Tips for Gaining Traction in the Healthcare IT Market
  2. 2. #1 Understand the nuances of the addressable market
  3. 3. Sizing the Healthcare Market Healthcare Establishments 6,166 Hospitals * 162,140 Outpatient, psychiatric, nursing homes, etc. 475,545 Offices of physicians, dentists *does not include government hospitals, such as VA facilities Opto- metrist offices PT offices Mental health facilities Dentist offices Physician offices Hospitals 4.5m Healthcare Sector Employment 2.7m 943k 428k 140k (aka the user base) 659k Source: EMSI | U.S. Census
  4. 4. Top Strategic Priorities of Healthcare Providers Reduce operational or overhead costs Increase staff productivity Implement/Improve workflow efficiencies Grow practice/Find new revenue opportunities 1 2 3 4 5 Improve risk management and compliance PATIENTCARE PATIENTCARE Possible solutions: cloud, managed print services Possible solutions: mobility, collaboration/communication tools Possible solutions: EHR, managed services Possible solutions: analytics, marketing automation Possible solutions: security, BC/DR Source: CompTIA’s 2013 Healthcare Insights & Opportunities study
  5. 5. #2 Understand how healthcare providers manage the IT function and find an opening
  6. 6. Healthcare Providers Mostly Satisfied with Their Technology, but Room for Improvement Exists 32% IT managed exclusively in-house 55% Project-based use of IT firms 22% Managed services engagement Healthcare Practices Management of the IT Function 6% 27% 60% 6% Dissatisfied NET Partly satisifed, partly dissatisfied Satisfied NET Very satisfied Mostly satisfied Contributing Factors to Dissatisfaction - Learning curve with new devices, applications - Mismatch of needs and expectations - User experience - Interoperability issues - Reliability / inconsistency Rating of Satisfaction with IT Systems, Devices and Applications Source: CompTIA’s 2013 Healthcare Insights & Opportunities study
  7. 7. Voice of the Customer [Healthcare Providers] Examples of comments directed toward IT firms for how to improve Speed Proactive / Reliable Specialized Expertise Education / Listening “Improved speed with which they resolve issues. Better ability to keep software and equipment up to date.” “Reliability and a more proactive approach to problems.” “It would be helpful if the IT/tech was specialized in our industry and more familiar with the changes and demands that occur quite frequently.” “Better explanation of what is being done and education regarding the equipment.” “The IT staff are generally very efficient, but it would help if they would listen more to needs of users.” Source: CompTIA’s 2013 Healthcare Insights & Opportunities study
  8. 8. #3 EHR opportunities shifting from deployment to optimization
  9. 9. EHR Adoption Makes Headway 34% 48% 23% 30% 2011 2013 78% 57% EHR Adoption Among Office-based Physicians Source: CDC/NCHS National Ambulatory Medical Care survey, Electronic Health Records survey Basic EHR More Comprehensive EHR 27% 34% 40% NET better About as expected NET worse Rating of EHR Implementation Process Source: CompTIA’s 2013 Healthcare Insights & Opportunities study
  10. 10. Improving EHR Satisfaction Rates 32% 37% 45% 55% 57% 58% Meaningful use assurances Better remote access and mobility features More training Greater interoperability with other systems Faster Easier to use/Less complex Other Mentions: Tailored more towards needs of physicians; Scalability; Lower operational costs; Ability to add features; Lower investment in infrastructure (e.g. servers); Better security and data protection 57% “We understood and accepted changes to workflow” Source: CompTIA’s 2013 Healthcare Insights & Opportunities study
  11. 11. Healthcare Providers Perceptions of Most Challenging Aspects of Stage 1 Meaningful Use Capability to exchange key clinical information among providers Maintaining up-to-date problem list of current or active diagnoses e-Prescribing Patient clinical visit summary 1 2 3 4 5 Clinical decision support Source: CompTIA’s 2013 Healthcare Insights & Opportunities study
  12. 12. #4 mHealth is here: build out the right toolbox to take advantage of opportunities
  13. 13. mHealth Moves from Concept to Reality 49% 50% 46% 35% 12% 7% Laptop PCs Smartphones Tablets Some Staff Using All Staff Using Tablet Usage Among Healthcare Providers Doing Already Plan to Start Doing Medical or healthcare related apps 56% 26% Business productivity (e.g. email, scheduling, accessing information, etc.) 52% 26% Mobile access to EMR/EHR 45% 31% Displaying information to patients (e.g. X-ray or MRI) 35% 31% Communicating with patients 31% 26% Medical accessories (e.g. iStethoscope, "lab-on-a-chip", etc.) 15% 26% Source: CompTIA’s 2013 Healthcare Insights & Opportunities study Healthcare Provider Usage
  14. 14. Mobility Solutions to Help the Progression Towards Optimization - Curated App Stores - Custom App Development - Cloud Integration Solutions - Mobile Application Management (MAM) - Mobile Security & Data Loss Prevention - Risk Management and Compliance - Mobile print - Service and support - Mobile Device Management (MDM) - Mobile Virtualization - Infrastructure Source: CompTIA’s 2013 Healthcare Insights & Opportunities study
  15. 15. #5 Despite sluggish progress, communications opportunities poised for growth
  16. 16. Changing Dynamics of how Healthcare Providers Communicate with Patients 84% of healthcare providers rate improving communications with patients a high or mid-level priority 7% 17% 18% 20% 26% 29% 34% 43% Videoconferencing / Video chat Online appointment scheduling Web portal for patients to view medical records Text message reminders of appointments Social networking Email reminders of appointments Allowing patients to email or text questions Website for patients to access forms, directions Source: CompTIA’s 2013 Healthcare Insights & Opportunities study
  17. 17. Telehealth Comes to Life? 15% 44% 59% Actively following developments Casually following developments Not following Healthcare Provider Self-report following of Telehealth Developments Source: CompTIA’s 2013 Healthcare Insights & Opportunities study
  18. 18. Thank You Tim Herbert therbert@comptia.org @timjherbert 20-Minute #ChannelByte