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What Partners Need to Know Before Selling into the Healthcare Sector

This post is part of a new series featuring Brian Higgins, Principal Healthcare Consultant at Comstor US. Comstor is a recognized global leader in Cisco product distribution and an established provider of networking and advanced technology solutions. Brian is a sales and business development executive with 35 years of experience in the global healthcare information technologies industry. He has a proven and successful track record of establishing and executing go-to-market strategies for both start-ups and well-established companies in the healthcare space. He is also a trusted sales and business development advisor to information and medical technology companies selling into all segments of the healthcare industry.

I recently hosted a webinar on the Health Insurance Portability and Accountability Act (HIPAA) and the Health Information Technology for Economic and Clinical Health (HITECH) for a community of technology resellers.

HIPPA and HITECH are the US version of “privacy and security” laws that are getting so much attention in our industry. I thought I had a reasonably good grasp on the subject, but my intuition was that the subject was complex enough to warrant an expert. We brought in a nationally recognized expert by name of Bob Chaput, Founder and CEO of Clearwater Compliance LLC, and (luckily for me) he did an outstanding job of explaining a very complicated set of rules and regulations in a simple and easy to understand way. 

While it was interesting to learn more about specifically who is covered by these laws and what their specific obligations are, the more enlightening discussion related to how far behind most industry stakeholders are in their compliance and the resulting economic ramifications.

For those of us in the channel that recognize the enormous opportunity of delivering technology to the healthcare sector, this is an important subject about which to have a first level of understanding. It not only gives us the credibility that our healthcare end users are looking for in a vendor, it also represents an opportunity to deliver valuable advice and services.  Finally, it’s a law that we might fall under if we are in the business of maintaining healthcare communications or information technology (HCIT) platforms, or delivering cloud services.

Similar privacy and security laws exist around the world, requiring partners to play close attention to what is occurring in their regions relative to this topic. Read More »

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