Posted by: RedaChouffani
business intelligence, health care IT, technology value add services
More and more technology firms are ringing the phones of health care organizations and filling up their mailboxes with inquiries for appointments and demos. Many of the new approaches or solicitations come in with a very different message from what was previously seen. Tech companies are now offering non-technical services like business value add consulting, where in the past they simply offered IT services.
This move has been ongoing for sometime and has even been noticed by EHR vendors who have been offering added value services such meaningful use consulting, revenue cycle management, outsourced billing, collections, and few other new areas that may not be directly linked to the software but offer a sense of continuity and support for the health care providers.
Enterprise technology service providers have also been following in those footsteps. Many of them have become distribution centers and along with their partners, are able to provider a portfolio of services around health care needs that enable many organizations to find a one stop shop for all their needs as well as receive improved pricing on some of the offerings by only engaging service providers.
Hospitals and independent physician practices will continue to see hardware and software vendors providing more services that offer business value and provide tangible value around patient care and revenue. This model has worked well for several service providers such as IBM, Dell, HP and few others. These firms are making it easier for their health care clients to see their relationship as a true partnership and view them as more than just a simple hardware or software provider.
This has also forced many vendors to reconsider the traditional sales approach to these clients and to employ account executives with a greater understanding of the health care marketplace. Health care IT executives are beginning to look beyond the technical certifications and more toward domain expertise and strong consulting, as we continue to see less emphasis of day-to-day fixes, and more focus on business value.