3 AREAS WHERE HEALTHCARE PROVIDERS NEED YOUR MSP EXPERTISE ENTER EBOOK

Transcription

1 3 AREAS WHERE HEALTHCARE PROVIDERS NEED YOUR MSP EXPERTISE ENTER EBOOK

2 Introduction The healthcare market represents a huge opportunity for managed services providers (MSPs), and analysts predict this trend will continue to expand for years to come. According to the latest research from Research and Markets 1, the North American HIT (healthcare information technology) market is estimated to reach $104.3 billion by 2020, growing at a compound annual growth rate (CAGR) of 13.5 percent. Several factors are contributing to this uptick in HIT spending, and it can be overwhelming for MSPs that are new to the market to know where to focus their efforts. In this ebook we ll explore the top drivers in HIT spending and pinpoint where MSPs can provide the most value. 1 North American Healthcare IT Market: Forecast to 2020, by Markets and Markets, Oct Referenced Oct

3 UNDERSTAND THE NEEDS OF THE MARKET Trying to break into such a large market can be daunting. For starters, should you focus on small general practices or large hospital campuses? Start small, advises Mike Monocello, Chief Editor of Business Solutions magazine, in the magazine s Guide to Health IT Trends for VARs and MSPs. Large healthcare systems are much more likely to have an existing IT staff in place and are already well down the path in their IT upgrades and migrations. Small regional hospitals and physician practices, on the other hand, often don t have an IT staff and are feeling pressure to understand and navigate what can be a confusing healthcare IT landscape, he says. Start with the big picture in mind 3

4 MOBILE DEVICES ARE PART OF THE HEALTH CARE MARKET Accessing patient records via mobile devices As the healthcare market around the world attempts to comply with a barrage of requirements, it requires a significant shift in the habits and workflows of healthcare providers. Mobile devices can ease this transition by giving providers immediate access to patient information and shortening the data capture process. Managing mobile devices can present an opportunity for MSPs. Hospitals, for example, have lots of rooms, closets, and other areas where mobile devices can easily be misplaced, presenting both productivity and security concerns. These threats are further heightened if a device is stolen. For these reasons, mobile device management (MDM) solutions are an invaluable tool MSPs can bundle with mobile devices. MDM is a building block that enables MSPs to track, wipe, or push settings to mobile devices. It is important to keep in mind, however, that while MDM is the foundation of a strong mobility management strategy, it is not a stand-alone solution for complete mobile computing and data protection, and it shouldn t be a single-sell service. It needs to be part of the bigger managed services engagement. 4

5 THE HEALTH OF THE WIRELESS NETWORK IS KEY With the massive increase in mobile devices being adopted in healthcare, the role of the wireless network naturally becomes more important. If the network is not configured properly, for example, during high traffic periods some users will be dropped from the network while others will experience the equally irritating hourglass icon as the mobile device attempts to access the sliver of bandwidth available. In an environment where data is used to make important decisions, problems such as data bottlenecks, dropped connections, and mobile device freeze-ups are unacceptable. Build a secure wireless network 5

6 CLOUD TECHNOLOGY IS BECOMING INCREASINGLY IMPORTANT TO HEALTH CARE Virtualization and the cloud According to a 2014 study from the Ponemon Institute, the potential cost of breaches for the healthcare industry could be as much as $5.6 billion annually 2. Minimizing or even eliminating local data storage on PCs and mobile devices is one way MSPs can help healthcare customers mitigate security threats Additionally, using a centralized and controlled data backup location or multiple offsite certified data storage locations will also ensure better security as well as quicker data recovery times in the event of a local server failure. Within healthcare, the cloud is becoming the preferred environment to host virtualization technologies, run business applications, and store data including PHI. When healthcare organizations attempt to go to the cloud on their own, there are a number of potential pitfalls including: Using public cloud services, which may have limited application integration (e.g. may not support their electronic health record, (HER), application) and management functionality (e.g. cannot be monitored remotely by a third-party provider), not to mention inadequate data encryption and other security protection. Failing to understand the cloud provider s backup and disaster recovery (BDR) policies to ensure that data could be recovered in an acceptable time, following a local hardware failure. Data residency shortcomings. PHI that is stored and accessed in data centers outside the country where the healthcare provider s practice is located is a violation of HIPAA requirements. Although many public cloud providers do have U.S.-based cloud data centers that would correspond with U.S.-based healthcare providers, for example, many of these same cloud providers may back up their servers to off-shore data centers, which is where the problem lies. Wireless access points. Without proper access controls in place, organizations are unable to control who has access to the data on their networks and what types of devices are attempting to access it. 6

7 Virtualization and the cloud In his thought leadership article, The Top Objections To Cloud Security And How To Overcome Them, 3 author Chris Johnson, Chair of the CompTIA IT Security Community, proposes a threefold solution to selling cloud services. The first step, he says, is to become an authority on the matter and develop credibility through the development and publishing of thought leadership articles. Second, put together a concise packet of resources that addresses prospects fears and misconceptions about the cloud. Finally, present a future scenario where their company is larger and their computing needs are greater than they are right now, and describe how the cloud makes the organization s changing IT needs happen effortlessly. 2 Fourth Annual Benchmark Study on Patient Privacy & Data Security, Ponemon Institute, March Referenced Oct The Top Objections to Cloud Security And How to Overcome Them, by Chris Johnson, bsminfo.com/doc/the-top-objections-to-cloud-security-and-how-to-over come-them-0001, May Referenced Oct

8 In a healthcare environment where patient care needs, improved productivity, and HIPAA compliance must all be taken into consideration with every decision, MSPs have the potential to become invaluable resources to healthcare organizations. By focusing on small providers PHI security needs and bundling mobile, wireless, and cloud solutions with managed services, they can help to ease healthcare providers worries, while at the same time improving their own financial health. Concluding thoughts 8

9 How SolarWinds MSP helps MSPs break into the healthcare market A recognized market leader in MSP business transformation solutions, SolarWinds MSP has a unique, multifaceted strategy to help IT solution providers seamlessly transition to the managed services model. This includes: The MSP N-central RMM platform, which unifies all of the tools used by an MSP in one centralized, state-of-the-art management console. A flexible suite of additional products for delivering services such as security, backup, mobile device management, and auditing and compliance. A hybrid licensing model that gives partners the flexibility to upgrade reactive customers to a fully managed solution when they re ready. Comprehensive go-to-market business support services, including dedicated partner development specialists, self-directed training modules, and customizable sales and marketing collateral. 9

10 About SolarWinds MSP SolarWinds MSP empowers MSPs of every size and scale worldwide to create highly efficient and profitable businesses that drive a measurable competitive advantage. Integrated solutions including automation, security, and network and service management both on-premises and in the cloud, backed by actionable data insights, help MSPs get the job done easier and faster. SolarWinds MSP helps MSPs focus on what matters most meeting their SLAs and creating a profitable business. solarwindsmsp.com 2017 SolarWinds MSP UK Ltd. All Rights Reserved. RMEB00093EN1016