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

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5 Tips for Gaining Traction in the Healthcare IT Market

#1Understand the nuances of the addressable market

Sizing the Healthcare Market

Healthcare Establishments

6,166Hospitals*

162,140Outpatient, psychiatric,

nursing homes, etc.

475,545Offices of

physicians, dentists

*does not include government hospitals, such as VA facilities

4.5m

Healthcare Sector Employment

2.7m

943k

428k140k

(aka the user base)

659k

Source: EMSI | U.S. Census

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

PATIENT CAREPA

TIEN

T CA

REPossible 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

#2Understand how healthcare providers manage the IT function and find an opening

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%

0.06 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


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.”


#3EHR opportunities shifting from deployment to optimization

EHR Adoption Makes Headway

2011 2013

34%

48%

23%

30%

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 betterAbout as expectedNET worse

Rating of EHR Implementation Process


Improving EHR Satisfaction Rates

Meaningful use assurances

Better remote access and mobility features

More training

Greater interoperability with other systems

Faster

Easier to use/Less complex

32%

37%

45%

55%

57%

58%

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”


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


#4mHealth is here: build out the right toolbox to take advantage of opportunities

mHealth Moves from Concept to Reality

Laptop PCs Smartphones Tablets

49% 50% 46%

35%

12%7%

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%


Healthcare Provider Usage

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


#5Despite sluggish progress, communications opportunities poised for growth

Changing Dynamics of how Healthcare Providers Communicate with Patients

84% of healthcare providers rate improving communications with patients a high or mid-level priority

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

7%

17%

18%

20%

26%

29%

34%

43%


Telehealth Comes to Life?

15%

44%

59%

Actively following developmentsCasually following developmentsNot following

Healthcare Provider Self-report following of Telehealth Developments


Thank You

Tim [email protected]@timjherbert

20-Minute #ChannelByte