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5 Tips for Gaining Traction in the Healthcare IT Market

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20-Minute #ChannelByte Copyright (c) 2014 CompTIA Properties, LLC.  All Rights Reserved. | CompTIA.org 5 Tips for Gaining Traction in the Healthcare IT Market


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#1 Understand the nuances of the addressable market


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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 4.5m Healthcare Sector Employment 2.7m 943k 428k 140k (aka the user base) 659k Source: EMSI | U.S. Census


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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 CARE PATIENT CARE 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


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


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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 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


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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


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#3 EHR opportunities shifting from deployment to optimization


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EHR Adoption Makes Headway 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 Rating of EHR Implementation Process Source: CompTIA’s 2013 Healthcare Insights & Opportunities study


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Improving EHR Satisfaction Rates 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 Source: CompTIA’s 2013 Healthcare Insights & Opportunities study


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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


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


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mHealth Moves from Concept to Reality Source: CompTIA’s 2013 Healthcare Insights & Opportunities study Healthcare Provider Usage


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Mobility Solutions to Help the Progression Towards Optimization Source: CompTIA’s 2013 Healthcare Insights & Opportunities study


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#5 Despite sluggish progress, communications opportunities poised for growth


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Changing Dynamics of how Healthcare Providers Communicate with Patients 84% of healthcare providers rate improving communications with patients a high or mid-level priority Source: CompTIA’s 2013 Healthcare Insights & Opportunities study


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Telehealth Comes to Life? Healthcare Provider Self-report following of Telehealth Developments Source: CompTIA’s 2013 Healthcare Insights & Opportunities study


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Thank You Tim Herbert therbert@comptia.org @timjherbert 20-Minute #ChannelByte


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