Ex­port IT pro­file: Health­point

Exporter - - HEALTH IT -

Health­point was founded 12 years ago with the pur­pose of mak­ing New Zealand’s health­care sys­tem more ac­ces­si­ble and un­der­stand­able to or­di­nary peo­ple.

Health­point (www.health­point. co.nz) pro­vides sys­tems, pro­cesses and a plat­form which pub­lishes con­tent rich in­for­ma­tion about health providers. This means em­pow­ered con­sumers mak­ing bet­ter choices and med­i­cal pro­fes­sion­als hav­ing the right in­for­ma­tion to im­prove pa­tient flow. Mile­stones in­clude: • Es­tab­lished a per­son fo­cused health

ser­vices di­rec­tory ser­vice in 2004. • Es­tab­lished a cloud emer­gency plan­ning tool in 2011 which im­proves the re­silience of GP prac­tices by lead­ing them through a process of risk, emer­gency and busi­ness con­ti­nu­ity plan­ning. The so­lu­tion is also used ex­ten­sively in Aus­tralia by GP prac­tices and en­dorsed by the Royal Aus­tralian Col­lege of GPs. • Es­tab­lished Nexxt in 2013 – a cloud clin­i­cal de­ci­sion sup­port tool which pre­sents clin­i­cal path­ways in­te­grated into clin­i­cian’s pa­tient man­age­ment sys­tems.

Ex­port strat­egy:

• Health­point is look­ing to break into the UK and Aus­tralian mar­kets next. Net­work­ing with the lo­cal com­mu­nity of health­care providers, health IT ven­dors, con­sul­tants and gov­ern­ment of­fi­cials is vi­tal. This helps to un­der­stand the com­pet­i­tive and op­por­tu­nity land­scape and the craft­ing of a de­liv­ery team. Con­fer­ences present an ex­cel­lent and ef­fi­cient fo­rum for this in most coun­tries. • Aus­tralia looks sim­i­lar to New Zealand but when you scratch the sur­face it’s a chal­leng­ing en­vi­ron­ment for Kiwi health IT com­pa­nies to suc­ceed in. The fund­ing mod­els don’t cur­rently sup­port suc­cess­ful long term in­te­grated care mod­els.

Chal­lenges and learn­ings:

• Bal­anc­ing fo­cus and re­sources on New Zealand cus­tomers with Health­points global growth as­pi­ra­tions is a big chal­lenge. • Deter­min­ing glob­ally where Health­point so­lu­tions can add step change value to cus­tomers and turn ini­tial con­ver­sa­tions into real con­tracts is an­other. • Deal­ing with the long sales cy­cles in pub­lic sec­tor health­care. Three years is not un­usual from ini­tial dis­cus­sions to con­tracts sign­ing. • Choose part­ners care­fully through trans­par­ent align­ment of goals. Co-brand­ing Health­point’s so­lu­tion with the RACGP sup­ported en­gage­ment and im­ple­men­ta­tion. Be­ing seen as a lo­cal ven­dor in the tar­get mar­ket was an es­sen­tial step to gain­ing trac­tion. • The big­gest learn­ing is around re­la­tion­ship build­ing and be­ing open to part­ner­ing with lo­cal or­gan­i­sa­tions to build in mar­ket ca­pa­bil­ity. • The big­gest chal­lenge is deal­ing with the de­ci­sion­mak­ing and bu­reau­cracy within the health sec­tor. Which is why re­la­tion­ship build­ing and part­ner­ing is so im­por­tant.

Best ad­vice:

• Take a long view and de­velop re­la­tion­ships with opin­ion lead­ers and key or­gan­i­sa­tions who’ll in­flu­ence both fun­ders and users. • Tenac­ity is es­sen­tial, there are many ups and downs

on the jour­ney to suc­cess. • Only bite off what you can chew. Don’t over­com­mit

too early. • Only raise cap­i­tal if you se­ri­ously need it. Chas­ing cap­i­tal can be a mas­sive dis­trac­tion, un­der­mine your own­er­ship po­si­tion and re­strict your free­dom to make de­ci­sions on your fu­ture. • De­velop a close re­la­tion­ship early with NZTE and

work with them to de­velop your ex­port ap­proach.

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