Orion Health

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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.”

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