"Healthcare IT Guy" Shah Tells Solutions Providers How To Get — And Keep — A Prospect's Attention
During his keynote at the Smart VAR Healthcare Summit, Shahid Shah, known as the “The Healthcare IT Guy,” offered advice on how to start a conversation that gets the attention of a healthcare IT prospect — and how to keep the conversation going.
Shah explained that it is necessary to understand your client’s or prospect’s workflows and how your solution will integrate. Furthermore, you need to be able to show how your solution will make their “job of identifying, diagnosing, treating, or curing diseases faster, better, or cheaper.”
It’s vital for you to decide how you will compete in this market: will you focus on top-line revenue growth for your health IT clients? On free cash flow? On bottom-line or margin enhancements? On cost containment? Or only on technology or services? Shah says these are all very different strategies — and there is incentive for a client or prospect to continue a conversation with you if you are addressing their specific problems. Your strategy can’t be about your tool or technology — it has to focus on the benefits your solution will provide to your healthcare client.
During his presentation, Shah referred to a slide deck, which you can access here. Listen to the full keynote, including questions from Smart VAR attendees and Shah’s responses, by clicking below.
The Aug. 11 Smart VAR Healthcare Summit was held at the Renaissance Dallas Richardson Hotel. Smart VAR Healthcare Summits, powered by ScanSource and Business Solutions, are sponsored by: Honeywell, Datalogic, and Zebra.