1. 5 Tips for Gaining Traction in the Healthcare IT Market
20-Minute #ChannelByte
Copyright (c) 2014 CompTIA Properties, LLC.  All Rights Reserved. | CompTIA.org

2. #1
Understand
the nuances of the addressable market

3. Sizing the Healthcare Market
Healthcare Establishments
Healthcare Sector Employment
(aka the user base)
4.5m
6,166
Hospitals*
162,140
Outpatient, psychiatric, nursing homes, etc.
2.7m
475,545
Offices of physicians, dentists
943k
659k
428k
140k
*does not include government hospitals, such as VA facilities
Source: EMSI | U.S. Census

4. Top Strategic Priorities of Healthcare Providers1
Reduce operational or overhead costs
Possible solutions: cloud, managed print services 2
Increase staff productivity
Possible solutions: mobility, collaboration/communication tools
PATIENT CARE
PATIENT CARE 3
Implement/Improve workflow efficiencies
Possible solutions: EHR, managed services 4
Grow practice/Find new revenue opportunities
Possible solutions: analytics, marketing automation 5
Improve risk management and compliance
Possible solutions: security, BC/DR
Source: CompTIA’s 2013 Healthcare Insights & Opportunities study

5. #2
Understand how healthcare providers manage the IT function and find an opening

6. Healthcare Providers Mostly Satisfied with Their Technology, but Room for Improvement Exists
Healthcare Practices Management of the IT Function
Rating of Satisfaction with IT Systems, Devices and Applications
Very satisfied
22%
Managed services engagement
32%
IT managed exclusively
in-house
Mostly satisfied
55%
Project-based use of IT firms
Contributing Factors to Dissatisfaction
Learning curve with new devices, applications
Mismatch of needs and expectations
User experience
Interoperability issues
Reliability / inconsistency
Source: CompTIA’s 2013 Healthcare Insights & Opportunities study

7. 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

8. #3
EHR opportunities shifting from deployment to optimization

9. EHR Adoption Makes Headway
EHR Adoption Among Office-based Physicians
Rating of EHR Implementation Process
78%
More Comprehensive EHR
57%
Basic EHR
Source: CDC/NCHS National Ambulatory Medical Care survey, Electronic Health Records survey
Source: CompTIA’s 2013 Healthcare Insights & Opportunities study

10. Improving EHR Satisfaction Rates
57%
“We understood and accepted changes to workflow”
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

11. Healthcare Providers Perceptions of Most Challenging Aspects of Stage 1 Meaningful Use
Capability to exchange key clinical information among providers 2
Maintaining up-to-date problem list of current or active diagnoses 3
e-Prescribing 4
Patient clinical visit summary 5
Clinical decision support
Source: CompTIA’s 2013 Healthcare Insights & Opportunities study

12. #4
mHealth is here: build out the right toolbox to take advantage of opportunities

13. mHealth Moves from Concept to Reality
Tablet Usage Among Healthcare Providers
Doing Already
Plan to Start Doing
Medical or healthcare related apps
56%
26%
Business productivity (e.g. , scheduling, accessing information, etc.)
52%
Mobile access to EMR/EHR
45%
31%
Displaying information to patients
(e.g. X-ray or MRI)
35%
Communicating with patients
Medical accessories (e.g. iStethoscope,
"lab-on-a-chip", etc.)
15%
Healthcare Provider Usage
Source: CompTIA’s 2013 Healthcare Insights & Opportunities study

14. Mobility Solutions to Help the Progression Towards Optimization
Service and support
Mobile Device Management (MDM)
Mobile Virtualization
Infrastructure
Curated App Stores
Custom App Development
Cloud Integration Solutions
Mobile Application Management (MAM)
Mobile Security & Data Loss Prevention
Risk Management and Compliance
Mobile print
Source: CompTIA’s 2013 Healthcare Insights & Opportunities study

15. #5
Despite sluggish progress, communications opportunities poised for growth

16. 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

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

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