Selling EHR Solutions: Drawing the Line on Customization

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Advice from an Interoperability Expert for Young Companies Selling EHR Solutions Trying to land your first EHR sale? It’s tough selling EHR solutions (let alone get a meeting) with physicians, hospital administrators and IT teams. They’re understandably risk averse, want data to back up claims and need a long client list and referrals. No one wants to be the first …

Marketing and Selling EHR Security to Physician Practices

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A HIT Expert Stresses Third Party Verification When Selling EHR Security to Physician Practices How effective are we in marketing and selling EHR security to physician practices?  Do we avoid the “marketing and sales speak” that skeptical physicians and administrators hate?  Can we back up marketing claims with credible independent verification? To be sure, breaking into the crowded EHR space is challenging for …

6 Sales Tip to Engage ED Doctors and Nurses and Get Buy-in

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How a Health Tech Company Learned to Engage ED Doctors and Nurses and Drive Sales Key Takeaway: A health tech CEO shares his insights on how to connect with emergency department (ED) doctors and nurses and get their buy-in by learning their jargon, workplace dynamics and specific needs What are key best practices to engage hospital emergency departments? How do you win over a roomful …

Negotiating a Successful Clinical Champion Partnership

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A Clinical Champion Partnership: Positioning, Motivations and Compensation What does it take to negotiate a successful clinical champion partnership?  How do you position yourself to attract a clinical champion or identify a business partner? This post continues my conversation (Matching Clinical Champions to Your HIT Product Lifecycle) about clinical champion partnerships with Shameer Soni, an attorney with the Patel Law Group in Dallas. Shameer has worked on …

Behavioral Health Tech: Adoption through Trust

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Behavioral Health Tech Goes Mobile with Austin Startup Of the many areas impacted by the digital health revolution, behavioral health tech is beginning to receive the attention it deserves. Restricted by financial, staffing, and stigma barriers, investment in behavioral health resources and infrastructure has lagged behind other forms of medical spending. Interestingly Austin is home to a handful of behavioral health …

Matching Clinical Champions to Your HIT Product Lifecycle

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Your HIT Product Lifecycle Will Determine the Right Clinical Champion If you’re a digital health startup, you face many tough decisions in your HIT product lifecycle. The path from raw idea to successful market solution poses many challenges. Physicians serving as your clinical champion can advance the ball, but not all physicians bring the same skills to the game, and your needs will …

Health Tech Value Proposition: Vitamins, Aspirin or Antibiotics?

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Dreamit CIO on Defining Your Health Tech Value Proposition A value proposition. It’s the life’s blood of a successful startup. It’s not easy to define for any young business, but it’s uniquely challenging for health tech startups who experience some of the highest failure rates of any industry. A health tech company is not simply a tech company with a tech …

Heath Tech Credibility Gap

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Incubator CEO Bridges the Health Tech Credibility Gap Health Tech Credibility: It’s a critical asset when looking to build trust with physicians. Even the most promising startups face a health tech credibility gap when launching a solution.  As young unproven companies, how do you get physicians on board and pay for your solution? That’s one of the pressing challenges facing …

Motivation Is a Key Driver to Physician Clinical Champion Success

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What’s Driving Your Interest in Being a Physician Clinical Champion? In my marketing practice, I’m coming across a growing number doctors who want to be a physician clinical champion. Being a consultant to a health tech startup is alluring for those wishing to expand a career, impact patient outcomes and maybe make some money along the way. Physicians bring a wide array of skills …

Right and Wrong Ways to Engage a Clinical Champion

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Clinical Champion Success Rests on Assessing Needs and Protecting Physician Integrity The growing demand for HIT services has inspired a new crop of entrepreneurs to target the healthcare market. But many tech entrepreneurs mistakenly assume their IT expertise will be transferable to the healthcare arena. As Dr. Arlen Meyers told me, companies that don’t consider the differences and fail to …

Your HIT Solution Needs a Strong Business Use Case

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Does Your HIT Solution Demonstrate Impact? It’s getting harder out there to be a startup or early stage company with a HIT solution. Startup investor Dave Chase called most of them zombies and wrote: “The common view is that 98% of digital health startups are the walking dead right now…My takeaway: There is no lack of elegant-looking software…The recurring issue for these …

Getting Your EHR Integration Solution on a CIO’s Radar

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EHR Integration Top Priority for Austin Hospital CIO EHR integration is a top priority for one hospital CIO here in Austin. In his role as CIO of Seton Family of Hospitals, Mike Minks must grapple with a host of EHR integration issues that impact workflow, innovation, outcomes and physician performance. His perspective is particularly instructive if your company has an unproven track …

A Checklist for Finding the Right Clinical Champion

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A Clinical Champion Relationship Is a Two Way Street Over and over again, physicians I’ve talked to stress that companies need a clinical champion when launching a new HIT or health tech product or service. White papers, case studies and other marketing content certainly matter. But a physician insider or advocate serving as your clinical champion opens doors and establishes credibility. As your representative, …

The Mindset for a Successful Health Tech Solution

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Health Wildcatter’s CEO Profiles Health Tech Solution Pitfalls What does it take to launch and market a successful health tech solution? High on the list should be a mindset that combines flexibility, commitment and the ability to honestly assess your health tech solution. The right mindset helps you avoid blind spots and focus on meeting the actual needs of the physicians you’re …

Marketing to Physicians Starts with Speaking Their Language

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Building Trust and Credibility Is Key to Marketing to Physicians Marketing doesn’t have to be a dirty word when speaking with physicians. Done right, marketing to physicians isn’t hyping; it’s building trust and credibility. Marketing to physicians comes down to speaking their language: what you say, how you say it and who’s saying it. That was the focus of my conversation with Dallas-based Darshan Gandhi, …

Special Tech Needs of Independent Physician Practices

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Dallas-Based Stratifi Health CEO Shares Advice for Working with Independent Physician Practices Independent physician practices face a unique set of challenges in the healthcare market. Given their size, independent practices often lack the expertise and budgets to handle the demand for EHR and IT services. And the HIT price tag is high. The average spend per doctor on IT by physician-owned multi-specialty …

5 Reasons Why Great Health Tech Solutions Fall Short

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Quantros CMO Shares Insights Into Getting Buy In for Health Tech Solutions As many entrepreneurs can tell you, it’s not always enough to have great health tech solutions or value propositions. Market acceptance can come down to the right physician advocate or your capacity to integrate with existing IT systems. Dr. Frank Mazza knows this first hand; he’s been both sides of the pitch process. He’s a …

Health Tech Entrepreneurs: Don’t Go It Alone

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Doctor and Investor Philip Sanger Stresses Collaboration for Health Tech Entrepreneurs What does it take to be a successful health tech entrepreneur? Entrepreneurs by their nature are independent minded. But going it alone is a tough road for entrepreneurs to haul — especially in the health tech world where culture, competition, and capital are high barriers to entry. That’s why collaboration …

Startup Marketing Advice: Avoid Uber for Healthcare

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athenahealth More Disruption Please: Startup Marketing Best Practices  How you market your startup’s product or service can go a long way in building successful relationships with physicians and health tech providers. But avoid the temptation to use buzzwords when promoting your early stage or unproven health tech solution. Marketing shorthand can undermine your startup’s credibility and your ability to be taken to …

The Problem Isn’t EHR Technology; It’s Bad Technology

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New Dell Medical School CIO Rick Peters Addresses EHR Technology Challenges Rick Peters, MD has some strong opinions about EHR technology.  He is in a good position to know. He is a physician and entrepreneur and now the CIO at the new Dell Medical School at The University of Texas at Austin. For Dr. Peters, the problem impacting EHR technology isn’t …