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AMDIS 2015Coray TateVP Clinical ResearchJune 2015Copyright KLAS Enterprises LLC 20151
WHAT WE ARE TRYING TO DOGoal Amplify the voiceof the provider andfacilitate turning providerfeedback into providersuccess.Copyright KLAS Enterprises LLC 20152
MESSAGE TO VENDORSHOW DO YOU MEASURE SUCCESS?Copyright KLAS Enterprises LLC 20153
2007 LARGE HOSPITAL WINSCopyright KLAS Enterprises LLC 20154
THINGS TO CONSIDER:1. This is not natural. There is a conflict between serving thecustomer and retaining a profit.2. We measure what we want. We don’t typically measure what ismost critical.3. Little real time is spent on how to make the client successful. Thattakes lots of listening.4. The customer is not always right, but the customer always wantssuccess.Copyright KLAS Enterprises LLC 20155
PAYING FOR AN OUTCOMEWe do try to tailor the packages to our customers, almost to a fault.There are some things that we do. We have taken interfaces off thetable--all interfaces you want are included. We try to also pushcertain interfaces. With training we have been trying to do what theclient wants and that is what gets us in trouble. The client can get asmaller training package, but then we will not follow through, norshould we, and hold back training that will make them successful.We end up giving away some training for free in many cases.What they are really paying us for isthe outcome that they expect.-Vendor PresidentKLAS Score 89.5Copyright KLAS Enterprises LLC 20156
ACUTE CARE EMR MARKETCopyright KLAS Enterprises LLC 20157
MARKET CONSOLIDATION mensCopyright KLAS Enterprises LLC 20158
CONSOLIDATED MINDSHARECopyright KLAS Enterprises LLC 20159
BIG INVASION OF SMALL HOSPITAL MARKETEpic and Cerner won 62% of thesmall hospital decisions.*2014 Acute Care EMR Market Share reportCopyright KLAS Enterprises LLC 201510
MEDITECH WILD CARD Largest legacy customerbase. High expectations for 6.1xweb based solution. Has not historically beenstrength. Fork lift replacement.Copyright KLAS Enterprises LLC 201511
EMR USABILITY PROGRESSYou arehereCopyright KLAS Enterprises LLC 201512
PRODUCTIVITY AND EFFECTIVENESSCopyright KLAS Enterprises LLC 201513
MOVERS AND SHAKERS Meditech jumped twospots. v6x customers reportedsignificant improvement to severalmodules. Still significantly behind theleaders. Soarian not gettingfocus. Customers reporteddevelopment had slowed before thesale. Paragon drops to last.Customers are eagerly awaiting v13which targets physician usability.Copyright KLAS Enterprises LLC 201514
INTEROPERABILITYCopyright KLAS Enterprises LLC 201515
A RECENT PERSPECTIVE“There is no such thing asinteroperability. There is onlyexpense, labor, anddetermination.”- CIOCopyright KLAS Enterprises LLC 201516
2014 INTEROPERABILITY REPORT FINDINGSInter-Vendorcooperation amajor delay tointeroperability.Copyright KLAS Enterprises LLC 201517
KLAS – CHIME2015 INTEROPERABILITY STUDY KLAS – CHIMEpartnering More in depth IT and MedicalLeadership voice Culminate in Key StoneSummitCopyright KLAS Enterprises LLC 201518
LET YOUR VOICE BE HEARDCopyright KLAS Enterprises LLC 201519
DODFinal Three Allscripts / HP & CSC Cerner / Leidos Epic / IBM (Impact Advisors) Decision summer 2015 First hospital live EOY 2016-ishCopyright KLAS Enterprises LLC 201520
INTERNATIONAL HIT RESEARCHCopyright KLAS Enterprises LLC 201521
GLOBAL PERSPECTIVE Familiar and unfamiliarnames. Much more diversesetting than US. Integration not as largea driver. Cost more prominent inthe discussion.Copyright KLAS Enterprises LLC 201522
POPULATION HEALTHCopyright KLAS Enterprises LLC 201523
DECISIONS, DECISIONSValue Base CareRewardCopyright KLAS Enterprises LLC 2015Risk
ACOS CONTINUE TO GROWCopyright KLAS Enterprises LLC 201525
VENDORS CONTINUE TO FLOOD THE MARKET112 providers77 solutionsmentionedcurrently in use.*That is up from 53a yearago.Copyright KLAS Enterprises LLC 201526
REPLACEMENT VULNERABILITYPopulation HealthCopyright KLAS Enterprises LLC 201527
ORGANIZATION STATUS TRENDPopulation HealthWhy are many providersstarting to leave?Copyright KLAS Enterprises LLC 201528
WHY ARE PROVIDERS LEAVING CURRENT PRODUCT“I would like to be able to find something cheaper.”“Our long-term goal is have a product that is integrated with the EHR”“I think we realized that we would need one vendor for the back end and one vendor forthe front end, meaning one vendor to do our data strategy and one vendor to reallyfocus on the population health and population management, assuming data wasflowing into the second system.”“It is still not exactly where we want.”“They don’t even know what population health management is.”“but the problem is that we don't know what we are looking for yet. We are veryreluctant to move toward any one product or vendor in this space because it is hard toput a finger on what it is we are trying to solve.”“I feel like we are only able to deliver very baseline phases of our initial road map. Ithink we are way behind where we should be. We brought the product live over a yearand a half ago, and we have made very minimal advances from the original dashboardtools.”“Our EHR software is quickly catching up. I don't think there isany need to try toKLAS Confidential 2014adapt to a third-party vendor, because our mainEHR is going to provideus withLLC.whatKLAS Enterprises,All we29Rights Reservedneed.”
ONE REASONStop Gap Till EMR Is ReadyCopyright KLAS Enterprises LLC 201530
CERNER AND EPIC HAVE MOST MINDSHARECopyright KLAS Enterprises LLC 201531
HOW NOT TO DO POPULATION HEALTH“Humana sent me achocolate bar as anapology for lousyservice.I am diabetic.They know this.”Copyright KLAS Enterprises LLC 201532
BI / ANALYTICSCopyright KLAS 201533
FINDING THE NEEDLE VS SUPERSIZING THE HAYSTACKI would say in the era of bigdata, there is toooften a focus onmaking thehaystack biggerand not the needle.What we really need istools that not only make theneedle bigger but alsoshow us exactly where it isin the haystack. All of theseanalytics tools have tobecome better atelevating theimportantinformation ratherthan just elevating allof the information.”-Chief Informatics OfficerCopyright KLAS 201534
HEALTHCARE BI: THE 2X/3X FACTOR What we are starting to advise—even before discussingvendors. Providers are reporting to us that:– Usually 2X/3X harder than anticipated.GoodToolswithGreat Service– Often 2X/3Xlongerthan planned.oftenresultsthan for.2X/3X betterless thanhoped– Results canbeproduceGreat Tools with MediocreServiceCopyright KLAS 201535
DEC 2013: EXTENSIVE INSIGHT BY BI VENDORCopyright KLAS 201536
CHANGE IN THE AIRPreviously, thoughtconcentrated on– Who has the most capableproducts? (i.e., most“horsepower”)Currently, thought isconcentrated on– Who understandshealthcare?– Who can best help me?Copyright KLAS 201537
LOOKING FOR A LEADER IN BI “There is not a strong, overall market leader at themoment. Everyone fills a niche.” “I don’t know that I would say there is a leader in BI. Ithink the leaders are still emerging.” “I don't think there is anybody out there in the markettoday who should just keep doing what they are doingtoday.” “I think it is a mixed bag for us right now. There is not aclear leader that I can see.” “Until a single vendor can meet all needs, we will continueto see competition and a lot of diversity in tools.”Copyright KLAS 201538
Copyright KLAS 201539
"Our long-term goal is have a product that is integratedwith the EHR" "I think we realized that we would need one vendor for the back end and one vendor for the front end, meaning one vendor to do our data strategy and one vendor to really
