Healthcare IT Competitive Landscaping
Requirement
A leading software technology company offering Healthcare Information Systems (HIS) wanted to understand why it was losing market share to a number of smaller competitors.
Specifically, it wanted to know the following for three HIS providers
Operations set up
Sales by product
Research and Development spend and focus
Products launched and upgraded, technical specifications
End user feedback/ market attitude
Pricing benchmarks
Specifically, it wanted to know the following for three HIS providers
Operations set up
Sales by product
Research and Development spend and focus
Products launched and upgraded, technical specifications
End user feedback/ market attitude
Pricing benchmarks
Solution
A detailed presentation in PowerPoint on each provider included
Operations centers, geographies, staff
Revenues split by geography and service line (estimated)
Products and services on offer and in pipeline
Research & Development – spend (global and regional) and focus areas (estimated)
Customer feedback on products
Social media response
Approximate pricing benchmarks,
Price/value perception of clients
Operations centers, geographies, staff
Revenues split by geography and service line (estimated)
Products and services on offer and in pipeline
Research & Development – spend (global and regional) and focus areas (estimated)
Customer feedback on products
Social media response
Approximate pricing benchmarks,
Price/value perception of clients
Methodology
TBRC conducted research on each provider through:-
Primary research (5+ interviews with senior employees; 5+ interviews with customer hospitals)
Secondary research (company websites, journals and presentations)
Social Media monitoring – monitoring comments on consumer discussion forums and professional networking sites
Delivery of a comprehensive report on the competitor and the threat it posed to the client
Primary research (5+ interviews with senior employees; 5+ interviews with customer hospitals)
Secondary research (company websites, journals and presentations)
Social Media monitoring – monitoring comments on consumer discussion forums and professional networking sites
Delivery of a comprehensive report on the competitor and the threat it posed to the client
Client Benefits and Feedback
The report on the operations of the providers helped the client to shape its strategic response.
Primary research revealed a range of important strategic information the client had not been aware of, including:
Lower than expected price points and higher
Primary research revealed a range of important strategic information the client had not been aware of, including:
Lower than expected price points and higher