Vietnam has long been a key strategic market for New Zealand healthcare IT specialist Orion Health.
Darren Jones, senior VP Asia-Pacific for Orion Health, says they've been working with Franco Vietnam hospital since their acquisition of the Amalga solution from Microsoft in 2011, and their first direct sale was to VinMec in mid-2015. “We see strong growth potential in this market over coming years in both private and public sectors.”
Jones says all their business in Vietnam has been contracted and engaged through Orion Health's Singapore entity. “We chose our entry to the market via the private sector as this was more culturally aligned with our international methods of doing business.
“In the private health sector operators are very familiar and comfortable with purchasing from international vendors for many services such as medical equipment, so being an international vendor provided us with an easier entry point. The private sector is also more aligned with the pricing associated with international companies so we're able to enter the market at higher and more sustainable rates.”
New Zealand is seen as a strong and reliable provider of IT solutions in the Southeast Asian region, says Jones. “Orion Health's history with other well established customers, such as Bumrungrad International Hospital in Thailand, helps give us credibility. And our growth in markets such as the US and UK show that we continue to expand and deliver leading-edge technology.”
His advice for newcomers centres on understanding that English is a second language in Vietnam. “Don't make the mistake that speaking English means comprehension. In many circumstances a conversation can be conducted but the levels of understanding will vary greatly. “I encourage all Kiwi firms looking at the Vietnam market to ensure they have at least one representative at the meeting who is fluent in Vietnamese, for translation, and to be able to listen to side conversations in Vietnamese.”