Big Opportunities (And 5 Pitfalls) of Selling Telehealth Technologies

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Telehealth is in the midst of a significant growth phase, but you’ll need to avoid these five pitfalls to capitalize on this multibillion-dollar opportunity.

Story by Jay McCall, Xaas Journal

Telehealth and videoconferencing (VC) technologies have been around more than 40 years, but advances in Internet bandwidth and infrastructure combined with lower technology costs have led to an explosion in adoption over the past seven years. Previously, corporate VC users and telehealth users rarely crossed paths, and their systems weren’t integrated. However, in today’s collaborative work environment, these technologies offer several benefits to users and patients.

Research from MarketsandMarkets estimates that the global telehealth market will reach $9.35 billion by 2021 from $2.78 billion in 2016, which translates to a CAGR of 27.5%. Despite showing significant promise for alleviating many of the challenges that healthcare providers face every day, deploying telehealth solutions can introduce its own set of challenges. To mitigate these challenges, developing a comprehensive telehealth strategy is a must. To optimize your success — and recurring revenue streams — selling telehealth solutions and services, avoid the following five pitfalls.

Pitfall #1: Not Considering all Major Workflows
Workflows drive healthcare. One of the biggest missteps with implementing telehealth solutions is failing to understand how different departments within a healthcare organization use VC. For instance, the way an ICU uses technology and interacts with patients is much different than the workflow for a caregiver in pediatrics or behavioral health. If you don’t consider workflows and workers are expected to conform to the technology rather than vice versa, systems become more complex to operate, productivity declines, and the systems become underutilized or abandoned.

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