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Our recommendations for Chief Growth Officers selling tech to large health systems
Technology is critical for leading health system (LHS) strategy, but busy executives face a sea of vendors competing for their mindshare and dollars. Your tech has advanced capabilities and delivers value but how can you break through all the noise to secure deals?
We surveyed over 30 health systems’ IT decision makers to better understand what they want from industry partners and developed six recommendations. Here are the first three:
Align your pitch where it matters most right now – revenue generation, virtual care delivery, or digital front door optimization.
The majority of LHS projected near-term technology investments will be targeting the system-wide strategic priorities of consumerism, virtual care transformation, and economic sustainability.
If you can articulate how your solution supports digital front door efforts, virtual care models, and enhanced revenue cycle performance, you may have an advantage.
Top Four Areas for RFPs/RFIs Please indicate which areas your health system plans to issue RFPs/RFIs for within the next year. Percentage of IT executives
Cost and Capacity Remain Primary Barriers to AI Strategy When asked what the most significant barriers were to deploying advanced, AI-based solutions…
Illustrate how your solution addresses longstanding challenges to AI scalability in clinical applications.
LHS Information Technology Executives remain skeptical of the scalability of more advanced, complex AI applications, especially in clinical settings. If you are pitching an AI-enabled solution, come prepared with concrete case studies that demonstrate clear ROI and scalability beyond pilot phase in other health systems.
Target non-IT executives in your engagement strategy – they play a larger role in areas with high growth opportunity.
Technology investment decisionmaker involvement varies by use case, but areas with the largest growth potential are nested mostly outside of central IT’s budget. Identify your relevant strategy, finance, operations, and clinical stakeholders and secure their buy-in early. Academy IQ Strategic Account Reviews can help identify key leaders to engage and what messages might be most compelling to them.
Ranking of Tech Categories by How Much They’re Budgeted Within Central IT What proportion of total spending is budgeted through your system’s central IT/technology budget vs. other budgets?
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