Navigating IT Challenges in the Healthcare SaaS Sales Cycle: Medaptus Approach

In healthcare SaaS sales, particularly when it comes to workflow automation solutions like   our morning patient distribution solution, IT roadblocks can present significant challenges. These roadblocks often stem from the complexities of integrating new software into an already crowded IT infrastructure.

By understanding these challenges and building strong relationships with the right stakeholders, medaptus successfully navigates the sales cycle and ensures its solution gets the green light.

Understanding the Dynamics: Clinical vs. IT Teams

A key hurdle medaptus faces in healthcare software sales is the difference in priorities between clinical and IT teams. Often, clinical staff are the drivers of interest in our software because of its potential to streamline operations, improve patient care, and reduce administrative burdens. However, IT teams are not typically the buyers. For them, our software may appear to be “just another project” – more work without clear benefits to their own workflows.

This makes it critical to engage clinical champions early in the process. These leaders understand the value medaptus can bring and can advocate for the solution to the IT department, helping push the project forward. Building strong relationships with clinical stakeholders is a cornerstone of our strategy, as they are the key to navigating the often-complex healthcare sales landscape.

Pre-Sale: Building the Case

Before we even get IT involved, we conduct solution demos to clinical leaders to determine if medaptus is the right fit for their organization. If the clinical team is on board, we will then bring in IT for further evaluation.

At this stage, the process shifts from showing clinical benefits to addressing IT concerns. A detailed evaluation begins, which typically includes:

• Technical Footprint: Ensuring that medaptus integrates seamlessly with the hospital’s existing systems without requiring extensive resources or time.
• Security Risk: Demonstrating that medaptus complies with all relevant HIPAA requirements for storing, sending, and accessing PHI data securely.
• Project Scope: Assessing the project’s scope, its impact on hospital operations, and the number of patients and staff affected.
• Resource Needs: Identifying key players, such as network and interface engineers, security personnel for Single Sign-On (SSO) configuration, and registration staff.

Evaluation Phase: Addressing Common IT Concerns

During the evaluation phase, IT teams often raise several common questions.  These include concerns about:

• SSO and Security: What if our protocols don’t align with an organizations’ corporate security standards?
• Outbound Interfaces: Could IT teams deny certain parts of our application if they feel it won’t integrate smoothly with existing systems?
• Compliance with Corporate IT Security Requirements: Is meeting an organization’s specific security and encryption protocols doable?

Medaptus addresses these questions  by maintaining a flexible, cooperative approach. We work closely with hospital IT teams to ensure that our software integrates efficiently while meeting all security and compliance requirements. We aim to alleviate concerns before they become barriers to a signed contract.

Post-Sale: Seamless Implementation and Ongoing Support

Once the contract is signed, the real work begins. The implementation process typically takes about three months and starts with assigning staff members to certain parts of the process and solution. We work closely with hospital staff, assigning network engineers, security experts, and other key players to ensure everything runs smoothly.

Beyond implementation, medaptus provides ongoing support to ensure the application functions optimally. This includes regular software updates, troubleshooting for downtime or issues, and a clear point of contact for the hospital to reach out to when needed.

Navigating the SaaS Sales Cycle in Healthcare: medaptus’ Success Formula

Medaptus can successfully navigate the often-tricky healthcare SaaS sales cycle by understanding the dynamics between clinical and IT teams. Our focus on building solid clinical relationships, addressing IT concerns early in the evaluation process, and offering ongoing support ensures we can overcome roadblocks and deliver value to healthcare organizations.

Learn more here on how we differentiate ourselves from the competition when we implement with healthcare organizations 6 Things That Differentiate Our Implementation Process From Others.