Healthcare IT Training Media Companies Seminar

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Healthcare/ IT/ Training/ Media Companies Seminar

• By Shahid N. Shah
• CEO, Netspective Communications LLC

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Who is Shahid?

• CEO, Netspective (http//www.netspective.com)
• 15 years of entrepreneurship experience
• 7 years of executive technology management
  experience as CTO, Chief Architect, etc. in
  healthcare IT firms
• Lead/Analyst/Consultant on numerous consulting
  projects in the past 9 years. Sample clients
• Executive Office of the President
• U.S. Patent Trademark Office (I train them and
  I have a patent)
• Northrop Grumman
• CardinalHealth
• NIH
• American Red Cross
• Read my blogs to learn more
• http//shahid.shah.org (technology)
• http//www.healthcareguy.com (healthcare IT)

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Healthcare Industry Fallacies

• Healthcare folks are neither technically
  challenged nor simple techno-phobes
• Most product decisions are no longer made by
  clinical folks alone, CIOs are fully involved
• Complex, full-featured, products are not easier
  to sell than simple, stand alone tools that have
  the capability of interoperating with other
  solutions are
• Hospitals will not buy unless one proves value.
• Selling into doctors offices is not easy.

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Conducting Market Research

• Find the right search terms for your industry or
  product. Dont be esoteric.
• Using your search terms, locate your competitors
  and existing firms
• Once you know your competitors, call them up and
  ask them about client references
• Call up their clients and talk to them about
  their products and services and what can be
  improved

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How Tech Helps Healthcare

• Fraud detection and improved billing (revenue
  cycle management)
• Offshoring. Inshoring.
• Convergence of healthcare IT and clinical
  engineering.
• Virtual clinicians in radiology and ICU
  monitoring.
• Data interoperability for medical records.

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Business Models

• Software as a Service (SaaS) and subscription
  model
• Consulting and Solutions model
• Licensed model
• Freemium model (and open source)

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Some Success Criteria

• Easy to explain
• Defendable and differentiated
• Attractive partnership opportunities
• Word of mouth opportunity
• Potential for PR
• Scaleable staff and systems
• Scaleable product build once, sell many times
• Uncomplicated
• Focused
• Sales model is scaleable and predictable
• Own relationship with and information about
  customers