mommyjenlin

Having worked on marketing in the hospital, healthcare group purchasing and IT vendor side in Radiology Information System , (RIS) , Picture Archiving Communication System (PACS) and Electronic Medical Record (EMR), the marketing challenges of selling into two spaces simultaneously, against a bevy of competition, seems to be increasing exponentially. Just an observation, but everyone may be starting to look the same. It's easy to lose that differentiation every company craves, when selling similar products and services . In respect to all, the Healthcare IT space is beginning to look a little commoditized with a lot of product sameness. So why is this happening? Lots of reasons. Let's take a short look at some common marketing techniques and what could be done to break the log jam. Less is more. Key Messages Leading provider, reducing cost, improving quality, reducing medical errors, innovative, next generation, improving productivity and efficiency, easy to use, interoperab...

This post is a little different for me. Usually, I am looking at the hospital side of the marketing equation and not so much the sales vendor side. Having worked on both the hospital and IT vendor side Radiology Information System, (RIS), Picture Archiving Communication System (PACS) and Electronic Medical Record (EMR), it is most interesting to compare. The great challenge is selling into two spaces simultaneously, the physician and the C-Suite. Messages may be the similar and different at the same time. Once size does not fit all. Additionally, this is not an all inclusive look at marketing PACS and RIS. I am not addressing the sales side of the equation. That's a discussion for another topic at a later date. I am not anti-sales by any means being Huthwaite SPIN selling trained and a Miller Heiman Strategic Selling alumni. The integration of marketing and sales is for another day. Just an observation but everyone is starting to look the same. It's easy to lose that differenti...

The Crisis Faced with a well documented financial meltdown , the global consequences and a deep national recession , how can a hospital or system CEO keep the doors open and the lights on? The answer is simple, yet complex and difficult to carry out. Few try and most of those that do fail. Think about this for a moment, there is little if any differentiation in the healthcare marketplace . Hospitals on average look the same . They provide the same services, have the same managed contracts contract and even have similar medical staffs. Patient satisfaction runs in the 80th – 90th percentile satisfied. Looks like an industry that is very close to becoming a commodity which will eventually compete on price alone. The hospital CEO, medical business leader, managing partner, vice president, director or manger needs to be creating customer evangelists to not just survive, but grow and thrive in this and any future environment. The answer: Customer Evangelists! A customer evangelist i...