ChannelTrends: Where’s the Money from Healthcare IT?

In the initial discussions around EMR (electronic medical records) incentives, some solution providers believed that doctors would literally be knocking down their doors. After all, who would turn down “free” technology that could help them run their business better? Shifting medical records to a digital format eliminates a mountain of paper, as well as the tremendous costs associated with filing and retrieving it on a perpetual basis.

Of course, medical professionals and the IT community found out this story wasn’t what it seemed. The cash incentives didn’t exist; the HITECH Act only authorized the Center for Medicare and Medicaid Services (CMS) to issue annual payments to eligible providers who meet 15 specific criteria (referred to as “meaningful use.”  That formula made it difficult to quantify the true value of EMR implementations and delayed (and created uncertainty regarding) the disbursement of funds.    

Regardless of those initial misconceptions and early delays, the Centers for Disease Control and Prevention (CDC) reports that more than 57 percent of office-based physicians now are using EMR systems in 2011. That means the majority of physicians’ practices are using these systems, with more than half of the remaining doctors saying they will follow suit in the immediate future. But the reimbursement incentives seem to play a small part in their decision.



Those who consider EMR to be central to a healthcare IT (HIT) solution provider practice are missing the greater picture. While digitizing patient files and automating the access is the government’s focus and, to a certain extent, helps the medical facilities, improved practice management is the true value. To build a successful HIT practice, solution providers have to understand the workflow in doctors’ offices and other medical facilities. They also have to offer a comprehensive portfolio of solutions and services that can address the needs of their medical professional clients. EMR technologies are part of the mix, but it gets a lot easier to sell projects and secure long-term contracts when they can address all the needs of their new clients.

What are the other “hot” technologies in healthcare? 

• Wireless networks: give medical professionals the flexibility to roam with laptop or tablet solutions.


• Mobility solutions: provide doctors with secure access to patient files and office systems, from virtually anywhere.


• Transcription services: integrate these systems with document management systems to improve office workflow (saves time with filing and retrieval).


• Unified Communications:  streamline multiple messaging platforms (calls, emails and other critical notifications) into a single, HIPAA-compliant application.


• RFID and related technologies: for asset tracking and hospital patient /pharmacy applications.


• Backup and disaster recover: perhaps the most critical part of a medical practice, offices need their files replicated in a secure remote environment—and accessible whenever  they need it.

Learn the “Hot Buttons” for Healthcare

In many respects, HIT prospects should be treated no different than prospective banking or government clients. Each has basic technology requirements that have to be satisfied and the remaining differences typically can be addressed after completing a comprehensive needs assessment. But the process of securing medical IT services contracts is a lot more complicated.

Healthcare professionals operate under a different set of rules than the typical businessman or woman. They deal with life-and-death decisions, must meet a number of compliance issues, and conform to the stipulations of various insurance companies. Each must be addressed by their solution provider.

You don’t have to be a medical professional to understand their concerns—although it certainly does help! In order to build a successful new healthcare IT practice, some solution providers have hired nurses or related experts to help refine their approach and portfolio of services. Pharmaceutical reps are trained in consultative sales and seem to transition easily into the technology field.

If you’re interested in building a HIT practice, you don’t have to do it on your own. CompTIA has a number of resources available to help in that process, each developed at the direction of the member-lead Healthcare IT Community, including the:

• 10-Week Guide to Healthcare IT,


• Healthcare IT Quick Start Guide: 7 Steps to Healthcare IT,


• Sales Guide for Healthcare, and


• CompTIA Excel-based Physician Practice Assessment Tool.

And the community even has HIT mentors, respected practice experts who offer their time and expertise to help out interested solution providers. That’s a particularly helpful resource for those who encounter rare obstacles or are looking for answers that haven’t been documented. Consider the CompTIA Community your source for IT healthcare information and best practices. After all, its members truly know how to create and manage profitable practices.   

Brian Sherman is founder of Tech Success Communications, specializing in editorial content and consulting for the IT channel. His previous roles include chief editor at Business Solutions magazine and industry alliances director with Autotask. Contact Brian at [email protected].