healthcare advantage playbook - ingram micro · actionable information and gain insights. microsoft...
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Healthcare A
dvantage Playbook
In Ingram Micro’s Healthcare Advantage program, we understand today’s challenges facing both the physician and the hospital CMO and CIO. Continued patient expectations for more information, increased government mandates and the pressure to provide improved healthcare are creating demand across the entire ecosystem. This focus has increased the need for massive storage arrays, improved collaboration, support for new mobile solutions, and physical and data security—to touch on just a few of the opportunities in the market. The challenge is to support these demands and at the same time help lower the overall costs in this arena.
Our comprehensive healthcare solutions are tailored to meet these demands and modernize the healthcare market, resulting in improved care, reduced costs and increased patient and employee satisfaction. Our decades of experience in IT and our extensive healthcare expertise allow us to deliver the targeted, integrated solutions today’s hospitals need.
Driving Success in the Hospital Market
In addition to adopting new technologies such as cloud, mobility, data analytics and telemedicine solutions, hospitals face an ever-changing landscape of federal regulations. These often drive the adoption of new technologies (and present new opportunities for solution providers). Here are two:
30-Day Readmissions RuleSummary: If a patient was recently discharged from a hospital after treatment for heart attack, congestive heart failure or pneumonia—and is readmitted within 30 days for any reason—the hospital will be penalized with reduced reimbursement.
Opportunity: One way to reduce premature readmissions is to monitor patients at home with medical devices that send daily information to medical providers (thus preempting the development or recurrence of serious medical conditions that can lead to hospital readmission).
Never EventsSummary: These are preventable events (errors) that occur after a patient is admitted to the hospital, resulting in financial penalties to the institution.
Opportunity: Plenty of technologies can help increase operational efficiency and reduce errors. Examples include patient barcoding (to ensure correct blood transfusions, medications and lab specimens), unified communications to enhance timely information flow between nurses and doctors, and workflow assessments/optimization.
Today’s Trends
Access End-to-End SolutionsWe have the depth of knowledge to deliver complete hospital IT solutions, from desktops and medical carts to mobility, virtualization and secure networking solutions. With decades of experience in the IT industry and extensive healthcare expertise, our dedicated team includes program managers, business-development managers, marketing managers and seasoned healthcare IT (HIT) professionals, as well as a physician who understands the healthcare environment and its emerging changes inside and out.
Use Our Strategic ResourcesIngram Micro has invested heavily in resources and solution development to enable our partners to support the demands of this market and capitalize on the substantial opportunity it represents. We provide a team of healthcare-dedicated specialists to support our partner and vendor community and have developed an extensive range of offerings that addresses key hospital pain points.
Get Everyone Current With Extensive TrainingTake advantage of our continually growing assortment of online training modules, website resources, solution grids, events and webinars—all to help your company drive hospital sales. Our new series of training modules is designed specifically for use by our channel partners to help accelerate success in the healthcare market.
The training targets salespeople selling into the HIT sector; it increases their knowledge about the healthcare market landscape and the technologies being implemented. To access this training, contact the Healthcare Advantage program managers at (800) 456-8000, ext. 67846, or email [email protected].
Why Partner With Ingram Micro?
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PROGRAM MANAGER
Jonathan Szucs(800) 456-8000, ext. [email protected]
TEAM CONTACT INFORMATION
[email protected](800) 456-8000, ext. 67846
CHANNEL MARKETING
Monica FroeseMarketing Client Services Manager Vertical Advantage (800) 456-8000, ext. 65088 [email protected]
Connor HarveyMarketing CoordinatorVertical Markets (800) 456-8000, ext. 64053
SR. PRACTICE LEADERS
Nicholas Waddell (West)Office (949) 459-9251Cell (714) [email protected]
Laura Koehnen (Central)Office (512) 712-5811 Cell (512) 639-1556 [email protected]
Dr. Keith Nelson (East) Office (516) 338-7580Cell (516) [email protected]
EXECUTIVE MANAGEMENT
Tony VottimaExecutive Director Vertical Markets(602) 999-1677
Susan PlonkaSr. Manager of Solutions Development (800) 456-8000, ext. 64017 [email protected]
Laura KoehnenNick Waddell Keith Nelson
HEALTHCARE ADVANTAGE
Territory Coverage Map
http://us-new.ingrammicro.com/healthcare
@IngramMicroHC
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COUT
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MS AL GA
TN
KY
INOH
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PA
WVVA
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FL
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VTNH
MA
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NJ
DEMD
SD
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OK
TX
AK
HI
WA
OR
CA
NV
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MT
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COUT
AZNM
ND
MN
IA
MO
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LA
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TN
KY
INOH
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MI
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INGRAM MICRO
Healthcare Offerings for Hospitals
Healthcare computing starts with understanding the diverse requirements that must be met to bring EMR, eMAR, PACS and CPOE to the point of care. With 30+ years of experience in creating ergonomic solutions for computer users world-wide, and 20 years in healthcare alone, Ergotron is uniquely qualified to help you configure options and design worksta-tions that fit workflow throughout a facility.
• Collaborate with healthcare-dedicated leadership and caregiving professionals worldwide.
• Choose from a broad solutions-based portfolio offering ease of motion, true ergonomic designs and space-saving technologies.
• Configure options to design workstations that fit and ease your workflow throughout an entire facility.
Ergotron products allow computer systems to be easily and ergonomically positioned for any care giver. The effect? Minimized space requirements and maximized efficiency.
Ergotron—You Can’t Imitate Experience!
Information is the lifeblood of every organization, large or small. Business. Government. Healthcare. Insurance. The common denominator is that data forms the basis of every decision and every action. The most successful organizations are those that know how to harness the value of information to better serve their customers. That’s where Kodak Alaris comes in. We’re here to help you transform and modernize your business with the latest technology. Our offerings include:
• Award-winning document scanners and capture software
• Information management software, driven by artificial intelligence
• A wide range of professional services that’s continually expanding
• A global service and support team
We provide new ways to automate processes, improve customer interactions and make smarter business decisions. We help organizations capture content from digital and paper sources, extract insights and then deliver the right infor-mation to the right place at the right time for better outcomes.
Microsoft and its partners empower health organizations to improve collaboration, speed access to actionable information and gain insights. Microsoft solutions are designed to empower every user to analyze, share and manage information using technology that’s both powerful and familiar. We build these capabilities into customizable, secure and compliant platforms that offer robust device management, powerful analytics and better coordination across the continuum of care. Maximizing the potential of every care touch point, we’re helping health organizations worldwide deliver proactive, personalized care through the performance of informed, highly collaborative teams. Together, we all can realize a healthier future today.
Solutions from Microsoft and our partners can help providers improve the care experience, enhance clinical outcomes, and create much-needed efficiencies through better productivity and increased collaboration across the care continuum. Microsoft solutions such as Office 365, as well as those from our partners, can be cloud-connected, personalized and more powerful than ever. They work the way healthcare professionals do, with virtually anywhere-access to email, calendar, HD videoconferencing and enterprise social networking across devices. Further, they’re designed to meet health providers’ needs for patient-centered collaboration and user productivity. In healthcare’s highly mobile, communication-intensive environments, Office 365 can empower care teams with fast, easy ways to communicate and collaborate—both with one another and with their patients.Care Team Productivity PDF
The healthcare IT market is a vertical with the power to reform the healthcare industry. Recent U.S. legislation and Supreme Court rulings have created more opportunities for resellers to enter the medical space; government financial incentives and penalties are motivating physicians and hospitals to bring their IT systems into the modern era.
Whether addressing electronic healthcare records (EHR) or asset-tracking tools for high-value hospital equipment, the healthcare space is overdue for technology investment. Yet with new opportunities come new challenges: It’s up to the healthcare channel to understand the new requirements and overcome the barriers to entry. Mobile technology offers the potential to transform healthcare delivery and solution providers like you should be a part of this transformation.
Better Access to Hospital-Wide DataHealthcare providers in the hospital environment require the right information to the right person at the right time on the right device. They need patient records and lab results, plus quick access to billing information, drug formularies and other medical references. Mobility solutions that give physicians and staff members access to the data they need, when and where they need it—from front office to point of care—are crucial. The market is asking for this, and now’s the perfect time to support a medical-grade mobile solution for hospitals.
Ingram Micro provides a full line of mobility solutions, including hardware and much more:
• The latest in tablet technology and RFID devices, running most major tablet operating systems, from iOS and Android to the BlackBerry Tablet OS and HP WebOS
• Notebooks, smartphones and medical carts
• Activation support, mobile management software and peripheral support for barcode scanners and printers
• Extensive infrastructure support to help your customers manage the demands for multiple, highly secure mobile solutions on a network
MOBILITY
Over time, every American’s health information will be available electronically—not only to patients and doctors but also to other healthcare providers and health plans. This raises concerns about the privacy and security of health IT tools. In recent years, security breaches in hospitals and doctors’ offices have resulted in medical identity theft, enabling thieves to bill for medical services in patients’ names.
Through the Health Insurance Portability and Accountability Act (HIPAA), the federal government established strict rules to protect the privacy and security of electronic health information. Healthcare providers and health plans are now required to keep information private by teaching their staff how the information may and may not be shared, taking appropriate physical and technical steps to keep health information secure.
What’s Driving Healthcare IT Security?Use of security applications within hospitals is largely driven by compliance requirements. Following closely behind are technology trends that include rising use of mobile devices and cloud technologies. Securing patient data in cloud-based solutions and across multiple mobile devices is challenging for most enterprise-hospital IT departments.
Furthermore, today’s hospitals want secure, easy access to information from both within and outside the facility—yet are concerned with the overall cost of security solutions and any negative effects they may have on patient care.
How Ingram Micro Can HelpDelivering a completely cohesive IT-security healthcare solution for the enterprise hospital space, Ingram Micro can provide:
• A vast array of security services to help manage the complicated, multifaceted aspects of the HIPAA/HITECH security compliance lifecycle
• Extensive knowledge and industry experience supporting hospitals’ regulatory compliance and mitigating risks
• Customized, economical, end-to-end privacy, security and risk management solutions that meet the ever-changing business requirements of today’s hospitals
SECURITY
Healthcare providers in hospitals, nursing homes and private practices can revolutionize the way they communicate to patients, staff and the community by using digital signage solutions.
Because digital signage solutions deliver information and educational content in a highly visual, engaging manner, hospitals can use these technologies to simplify and streamline a wide variety of applications, including:
• Patient check-in
• Visitor directories
• Interactive training
• Health conditions
• Product information
Better Communication, Better Patient ExperiencesUltimately, advanced digital signage solutions can enhance the overall experience for patients, visitors and staff by:
• Communicating patient wait times
• Promoting hospital offerings and services
• Keeping patients informed
• Keeping family members and visitors up-to-date while loved ones are in surgery
• Simplifying wayfinding
• Speeding the check-in process
• Streamlining staff and patient communication
• Reinforcing hospital branding messages
Digital Signage at WorkDigital signage can be used in a variety of ways to improve the overall satisfaction of patients and hospital guests. From educational programming to regular TV in waiting areas, these solutions can provide a more comfortable environment for visitors. Digital signage can also provide walk-up
kiosks to make sign-in fast and simple. Plus, it can communicate important facts, such as when a loved one is in surgery, when the surgery is complete, how to navigate through the hospital—even lunch specials and real-time communication during emergencies.
Generate Revenue and Save CashIf you’re working with a hospital that’s concerned about their bottom dollar, remind them that digital signage can save them money not only by increasing efficiency, but also by generating revenue. Digital signage provides hospitals with a new revenue-generating vehicle. Hospitals can offer advertising opportunities to companies that are interested in the endless amount of consumer traffic exposed to the digital signs throughout the hospital.
DIGITAL SIGNAGE
In hospitals today, data is growing fast and arriving from many different areas, including individual electronic health records (EHRs), labs and imaging modalities, physician notes, patient portal correspondence, insurance claims and finance. Studies have shown that 80 percent of this data is unstructured—yet clinically relevant.
Getting access to this valuable data and factoring it into clinical and advanced analytics is critical to:
• Discovering hidden trends/behaviors to promote better outcomes
• Identifying promising new treatment options
• Finding techniques to reduce readmissions or hospital-borne infections
• Proactively identifying those who are likely to contract a chronic disease
• Physician techniques that promote more effective patient care
• Identifying hidden insights in the data
Four Factors Driving the Market:With the rollout of EHRs, hospitals have more clinical data than ever before—yet getting to this data at a fast, meaningful rate remains a big challenge. The emergence of accountable-care organizations and similar pay-for-performance models is creating a need for a bank of data to improve the quality of care and generate savings. In order to improve patient outcomes, clinicians need to make fast, real-time decisions based on data collected via EHR. Hospitals also need to broaden analytic-tool access to a wider group of decision makers, managers, caregivers and healthcare professionals. Unfortunately, current analytic tools require too much IT support and are too slow.
Solutions That Can HelpNew and improved storage solutions allow hospitals to expand based on their needs. Plus, analytic tools now give hospitals the ability to search across patient populations and care venues to identify disease trends, coordinate rules-driven patient registries and view performance metrics. Ingram Micro is partnered with Big Data vendors that are creating products to collect, aggregate, normalize and present patient data from a variety of silos. This data will help hospital decision-makers improve their clinical and financial outcomes and create an overall better and safer experience for their patients.
BIG DATA & ANALYTICS
A secure, robust and cost-efficient infrastructure is the most critical foundation of every IT platform. Today, more and more hospitals are upgrading to address their ever-growing adoption of cloud computing, virtualization, data storage and high-speed networking support associated with mobile-device management, digital patient data and clinical analytics. As healthcare providers continue adjusting to this transformative period, many hospitals are in an acquisition and partnering mode to grow and control their networks of physician practices.
Optimal Hospital IT InfrastructuresThey provide robust, secure, scalable and cost-effective strategic solutions that:
• Drive patient satisfaction and increased quality of patient care.
• Support an ever-expanding number of newly acquired physician practices.
• Compensate for the limited in-house resources available to provide technical support and upgrade/maintain the hospital IT environment.
• Modernize hospital IT systems to focus on cost reduction, improved workflow efficiencies and financial value, resulting in an increase in ROI.
Opportunities for Solution ProvidersBy leveraging a combination of high-quality cloud-based solutions, hardware, software and supportive services from Ingram Micro, solution providers can confidently guide their hospital clients through the entire selection and integration process.
Outsourcing the primary managed services of implementing and maintaining a new IT system can translate into significant cost savings with a desired ROI for hospital clients.
Ingram Micro Can HelpAt Ingram Micro, we understand the complex IT challenges hospitals face—from massive storage requirements to data sharing across systems to security, mobility and EHR.
Our decades of experience in IT and extensive healthcare expertise allow us to deliver targeted, integrated solutions for hospitals—solutions that set new standards for efficiency, security and reliability.
HEALTHCARE INFRASTRUCTURE
Today’s hospitals are continually challenged to control costs, ensure regulatory compliance and shorten wait times for a better patient experience. They also need to maintain up-to-the-minute knowledge of where patients, staff members and equipment are at all times. Yet these goals aren’t always realized. For many hospitals and clinics, it’s challenging and labor-intensive to manage thousands of costly mobile devices and equipment. A significant portion of asset inventories are frequently lost, stolen or misplaced, which impacts everyday productivity (and ultimately, profits).
When successful, these organizations can increase staff productivity, decrease the incidence of lost or misplaced equipment, avoid the risk of over-purchasing equipment and reduce errors in inventory records.
Advanced asset tracking can streamline healthcare operations and lower costs in areas ranging from inven-tory management and patient and personnel tracking to patient intake. When integrated with EHR, barcode- and RFID-based tracking can help manage the entire patient-care process.
Benefits of Asset TrackingThe right solutions and technologies in the asset-tracking niche can help hospitals:
• Reduce the costs of over-purchasing equipment.
• Lower inventory expenses.
• Improve staff efficiency by reducing search times and wait times for ordered equipment.
• Increase equipment utilization.
• Prevent theft.
• Automate inventory management and mainte-nance for greater efficiency.
• Reduce equipment loss and shrinkage.
• Provide real-time visibility into the location and status of equipment (e.g., sterilized/unsterile, broken/fixed, in use/available).
• Improve regulatory compliance.
• Strengthen patient safety and overall quality of care through successful recall management and timely equipment maintenance.
ASSET TRACKING
Currently, there are thousands of PACS (picture archiving and communication systems) installed in hospitals nationwide. While many are working well, some hospitals are beginning to experience problems: Not only are they losing medical records and experiencing gaps in the recordkeeping process, it’s also costing them an increasing amount of money to maintain the PACS. As a reseller, you can help hospitals develop a Vendor Neutral Archive (VNA) solution that delivers superior patient care and initiates cross-departmental collaboration that was restricted in the past.
Complications Many Hospitals Are Experiencing• PACS do not allow hospitals to serve and
accommodate other departments and specialties outside of radiology.
• When a PACS vendor change is required, the hospital is forced to halt certain operations to address the time consuming, costly change process. This can result in loss of important patient data and medical records.
A Smart Choice: VNA TechnologyYour hospital clients will have various concerns about the integrity and efficiency of the new strategy you’re offering. Partnering with Ingram Micro and creating a medical archiving system tailored to each institution’s needs will change the way they care for patients—now and into the future. A new VNA solution:
• Offers safety and security with multiplatform storage to accommodate terabytes of new patient and clinical data.
• Reduces costs by eliminating the need for a proprietary viewer and systems previously required by PACS vendors.
• Supports the rapid growth of medical-imaging data.
• Accelerates ROI by consolidating systems and migrating data.
• Enables data-sharing across multiple imaging applications, regardless of the location and operating system.
• Creates a central location for all medical documents.
• Promotes collaboration by medical professionals hospital-wide so that patients receive the best possible care.
• Delivers HIPAA-compliant technology.
MEDICAL ARCHIVING
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