B2B Tech Talk with Ingram Micro
B2B Tech Talk with Ingram Micro

Episode · 2 weeks ago

Taking Advantage of Ingram Micro’s Tools to Sell into the Healthcare Space


For resellers to be successful when selling to the healthcare industry, it pays to have a partner that can provide demos and help you close deals.

At Ingram Micro, that partner is the Business Transformation Center.

In this episode, Shelby Skrhak speaks with Michael Mason, Sr. Business Transformation Engineer at Ingram Micro, about:

- How the BTC helps engineer multi-vendor solutions

- The checklist for engineering individualized healthcare solutions

- The value of working with the BTC

For more information, email Michael (btc@ingrammicro.com) or visit the Business Transformation Center.

To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk

Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. Or, tune in on our website.

...you're listening to B. B. Tech talkwith ingram Micro the place to learn about new technology and technologicaladvances before they become mainstream. This podcast is sponsored by the ingramMicro business transformation center. We help our customers realize thepromise of technology by integrating and showcasing solutions in the contextof real business scenarios, by becoming immersed in working solutions. Ourcustomers become more proficient, relevant and successful. Let's get intoit. Welcome to B two B tech talk with ingram Micro. I'm your host, Shelbyskirt talk and my guest today is Michael Mason, senior businesstransformation engineer for ingram Micro. Michael so thrilled to have youhere today. Shelby, thanks for having me. Excellent. Well today we aretalking about the tools that ingram Micro has. It can really help partnerssell better into the healthcare industry. But first off Michael tell usabout ingram Micro's business transformation center and how the teamreally helps engineer multi vendor solutions. Sure, I'd be happy to. So uhso the business transformation center where you know what I'll call the BtCgoing forward here because it's a bit of a mouthful, you know, first it'sit's a free resource for our customers. So let that be known and traditionallyour value points where we, you know, we have a lot of solutions, we have a lotof products, you know, in the data center and you know, we do demos, we dodemos for end users right helping to hoping to closing sale and you know, wecreate labs trying to help our partners decide, hey, is this a solution that Ieven want to sell or maybe I'm trying to get technician or a sales rep up tospeed on a solution. So we're pretty flexible and that's traditionally wasour main value points and we still do all that and you know, and I for formany years, you know, with uh, you know, with demo security solutions, spent along time then one phone systems, contact centers, things of that nature.But really, you know, we're trying to switch up to a different approach, youknow, because there's, there's really, there's so much out there because asyou're aware of being a host of the show, right? There's so much technologyand there's so many specialists. And although, you know, one time I was aspecialist in a given field, you know, really we've had a couple of peoplejust become generalist. Right? So really looking at the bigger picture ofthe bigger landscape, be familiar with enough technologies, you know, go wideso that really we can address what hopefully is a full solution and iswhat we expect to be solution lead right? With ideas of, hey, we'reputting together this solution, we need...

...to grab all these specialists maybe tohelp us put it together. But that's essentially what we're trying toaccomplish, give sort of uh help people make a roadmap to, to sell intodifferent industries, uh, as they go, well. Right. And you know, so let'stalk about the solutions that the BtC can provide partners and customers inthe healthcare industry so Anger Micro obviously works with a lot of differentvendors. So how do you effectively engineer these individualized solutions?I mean I guess what's that process? Well, it's a slow process. So I guesswe started creating what we call reference architectures I guessprobably doesn't mean that much to anyone else, but when we look at agiven industry and in this case we're talking about today is health care. Youknow, we just put on the lens of, you know, hey, what are all the differentpieces that that might be there? So we're not just focused on what's in adata center. We're not just focused on the security, you know, we're lookingat overall when you're selling into that space. Right. The lens of allthese different vendors and the lens from ingram Micro perspective all thesedifferent business units and how those all fit together. Right. So we can comeand and hopefully give somebody the ability to think through the wholesolution so that they're not leaving anything on the table. So specificallyfor health care, uh what we ended up putting together is our sort of ourchecklist was, you know, assessment, safety workflow, reliableinfrastructure, security and assessment. Okay, so that was the layout of of whatwe did and each of those things sort of brings in some some different solutionsand there are different solutions that sort of spread across any of those sixmain points. So as an example safety, right? I mean I guess we might think ofsafety is just PPE equipment which I think the I know it does sell some ofthat for sure. But you know I think of it as more, how do we avoid burnoutfrom a health care worker, a clinician, a doctor, a nurse, right. What arefeatures that can help along the way? Right. And then we present those aspart of the solution. So safety could certainly be a wide ranging solution.So we have air quality monitors, right? We have UV sterilization, we have cardsfor ergonomics and into microbial, it's all those things are safety solutionsthat that we present and it's certainly something to think about. But again theidea is we don't get stuck there and we go through the whole process of lookingat each one of these things and seeing what fits well, preventing burnout andjust basically anything that helps make health care workers jobs easier. I meanthat's that's huge. The the impact of that can be huge.

Yeah. So yeah, so one real interestingexample, one of the things that we've been looking at lately and it's got alot of good use cases in health care is just robotic process automation.There's a vendor UI Path and Microsoft has stuff IBM has stuff for our P A aswell and you know really just some of the things and a lot of it's driven by,you know, Covid and the pandemic, right, that accelerates a lot of this. But youknow the needs were there before the pandemic and the needs will be thereafter and in the healthcare space, I mean there's examples of where likejust Covid data, you have to take it and you have to put it into all thesedifferent systems, right? And the nurses or the clinicians, whoever isdoing that work several hours a day, just gathering, putting the right codeson it, submitting it. So where you're doing paperwork essentially thiscomputer work instead of caring for patients, Right? And we have an exampleof an R. P. A. Implemented where they just need to put in the informationthat it logs in post to all the different systems and it saves some uhsaves that unit three hours a day. Right? And then you can just multiplythat to all the other savings and all the other benefits you get by usingthose tools and that's just, you know, that's that's direct front line. SoDARPA has has wide reaching ramifications for billing forscheduling for all those different pieces that you as a consumer ofhealthcare expect to have happen, right? And you expect to have it be automatedat this point and it's a big piece of getting there and having that practiceinside a healthcare organization and that is three hours a day issignificant. And so being able to offer those types of solutions certainly canbe game changing well. So when we look at this reference architecture for anindustry, you mentioned that roadmap with the six points and it begins andends with assess or assessment. Why is that? Well, it started because I justthought it was funny, we'd start off with an end with the same thing. Uh itdoes give you the concept of of a life cycle, right? Where so your yourbeginning and your ending as well. But you know, and we do like to say thingsbegin and end with an assessment and a lot of that is because it's a differenttype of assessment, it's you're you're assessing maybe before the sale orbefore the action and then you're assessing, you know, what happened,what's next at the end. So that that's really why there's two different, soI'll give examples uh so before really to phase one for ingram, you know, asI've gone through this process, you explore all the different values thatingram has. And really one of the ones that keep coming up was just ourfinancing, right? And the ability to do flexible payment solutions for forhealth care, because, you know, some of...

...these hospitals particularly can bevery large and these can be very big deals if you're a smaller apartment,how do I get the financing? So seeing how ingram could take on that risk wassort of a game changer. Right? So some people say I'm not even gonna bothergoing into that. You know, that's too big a budget for me that kind of cancome in there and help that. So that's part of the assessment. So ingram cando a financial assessment on the end user and decided to take on the risk,take that away from you so that it's not it's not something you need toworry about. And then the other really the basic of other assessments that welike to start with there just wireless assessments. Right? So from remotepatient monitoring to just everything going on in the hospital right? There'sthere's a lot of wireless going on right. There's a lot of data movingaround and the potential for for dead spots or just things not being wherethey should be or protected. You know, is a big problem in that space and wereally see a lot of that. So it does offer a service where we do wirelessassessments and it's a pretty comprehensive set of options. And youknow, they're pretty familiar with working in hospitals. So those are sortof the beginning ones and then just to kind of jump 2 to the N one, you know,so even there's the wireless assessments they do suggest they alwayssort of comeback, right? Things change, right. This is wireless signalsbouncing around everywhere we go. So they suggest you keep coming back andyou know making sure that you know it's it's acting as it should or theyrecommend some adjustments but we do offer another assessment. That's reallygood particularly for hospitals like a large organization and its called infrom Plus assessment and that's what's really fantastic about it. You knowwe're the business transformation center right? So we try to put thebusiness and the business and information center is their approach toan assessment. Is you know not only are you making the administrators at thehospital happy you're also taking into account the clinicians and then you'realso taking into account the I. T. Staff. Alright so those three pieces.Right And what are all their goals whether their networks look like andhow do those solutions as a road map? You know how can we make each of thosework together to each get what they want? So the infant plus assessmentgoes through that through through interviews and things of that natureand gives you essentially a roadmap of what you need for infrastructure, whatyou need for mobility and really as a way to finish things out, it's a greatway to sort of set up hey what is it we need to do next to have a modern datacenter behind us to have a good process behind us and sets it up so that thegoals of it are matched with the value that the business needs to see and thenreally for a partner that suggested it...

...just lines them up for additionalrevenue in that space. So it's really a a great way to two pair yourself withan end user in that case? So these infant plus assessments, these arepretty comprehensive assessments. Would you say those are better for smallorganizations or for for larger enterprise type clients? Yeah.Generally it would make sense for for a larger set up for that. Okay. So, socertainly, you know, what I would say is is uh, you know, larger hospitalmakes the most sense for sure. But I think not to be lost is just thatprocess. So even if you're dealing with a smaller organization, right. I thinkthere's a lot to be learned and what they've put together with these in fromplus assessments as far as a methodology because really, you know,we've we've come, you know, it's a different time now than it was twoyears ago. For sure. Right. And certainly part of part of us, the Btcsort of changing over time is the same way that everyone needs to change overtime is you can't just, you know, I used to be able to just hold something,hey, look, look how cool this is, this is great technology, right? That itdoesn't matter how cool. You know, it's all cool. That's great. But you need tobe able to at some point map value to that. Right? So you need to sell thevalue, you know, why are we doing this right? More than this is cool oranything like that. So that I think that's, that's the sort of the lessonto learn for everyone that we can take from those assessments. Whether, youknow, if you're selling into a smaller space, well that's a great point then.So, you know, in looking at what resellers can, can help theirhealthcare clients with, you know, so you're saying that the key is not, youdon't sell technology for the sake of buying technology for, for, you know,offering this nice shiny thing. You need to be able to, to, you know,pinpoint it to the value that it provides. And so you're saying thatthis six point I'm looking, I'm looking at my notes here. So assessment safetysolutions, workflow, reliable infrastructure, security and thenending with assessment, those six things, that's how you can go throughwhat all of ingram Micro's vendor solutions can be and make sure thatyou're providing that value and show I guess demonstrating that for them.Right. Yeah. So I mean it's more of a lens to sort of way to think through it.Right? So one of the ones in there, which I don't really discuss with youat least here was his workflow workflow super important. As far as, you know,if you're selling in, you know, your goal is not to disrupt the workflow.Your goal is to make the workflow...

...better, You know? So, so it's more ofan approach. Right. And lots of things could fit into that workflow, right? Itcould be, hey, I've got a different cart for you that would allow you to,to operate differently, you know, these Argotron cards, they turn this way, Ican turn the monitor so it's, it's, you know, fitting into the workflow isimportant, but in the end, the ideas with those, with those points, right?We are we are looking at what the end value is the why of it. All right. Thevalue points. So, so we say safety, workflow, reliable infrastructure, butreally we're trying to get to any of those points that we make and there arehow are you enhancing the patient experience? Right. How are we may beimproving the population health? How are we reducing costs? How were, youknow, avoiding burnout, improving the life of clinicians, doctors, nurses andthen how are we protecting data? So those are sort of the goals ofeverything we suggest. And then we just just lay it out in the other way,definitely also looking at these different solutions you've touched onthis already trying to provide workflow improvements, provide time savings,money, savings, create solutions for problems that seem very manual. Butwith all of these, with all, you know, of what BtC does, What are then are theoverall goals and possible solutions, I guess the what's the why then for forthe Btc and what solutions that can offer health care industry? Yeah, I Ithink it's, you know, we're here to be in touch with the y and to be in touchwith the complete solution. So I think it's it's a methodology of, you know,applying as many things that that work. So you're not limiting yourself as yougo in and try to sell. So you, you know, you might be, you know, well everyone'sgonna be really good at something. Right? So that's why your partner,right? You're great at Cisco, you're, you know, you're great at H P E, youknow, so you have that behind you, you know, but what else are you leaving onthe table and why? So we're in touch with the why? And you know, we try totie really add ons into, into the solutions, different, different typesof ideas, you know? So like a great example in the security, you know, youknow, I might be thinking, hey, you know, I've got all the, I've got somegreat security vendors lined up some products, knowledge, all those thingsto help prevent me in somewhere, et cetera. Well we were leaving somethingelse out something we haven't thought of. Right, So my favorite example ofthat is just doing, I ted right, asset disposition, right, what are you doingwith the old stuff, where does it go?...

You know, and ingram has resources tohelp you out with that uh you know, and dispose of those liabilities in anappropriate way. So as we start to round out this episode, we always askour guests the same question at the end and that's where do you see technologygoing in the next year? I don't know, I don't know what I'mhaving for dinner tonight. Right, well I'll uh I knew this question was cominguh the you know, so one, I mean just just reflecting on where we are, Ithink you know what sort of exciting what the unfortunate cause of thepandemic is, people are ready to do different things and more willing,right? Your customer is, you know, it's not that they're really expecting a newexperience and a better experience. So really, you know those things were like,oh yeah, we need to do that. You know, your customers are expecting that rightthere demanding that, right, demanding an easier way to pay when I'm done withmy meal, right? Instead of waiting for this uh this way here to come aroundwhen I just want to leave, you know, just hit some of my phone, right? So,so so the acceptance part is fantastic and it opens up a lot of differentpossibilities, right? So great ideas that people have right can can gettraction for sure now. But if you know, I I think the one thing I I'll sort ofpredict is sort of a growth in the consumption model, you know, and thathealth care, it really anywhere, right? The idea, you know, where, you know, Ionly want to pay for what I use for all these different things and avoid thesecapital expenses. I think the turnover, right? Because of that demand theturnover, the uncertainty of what the future will look like. We want thingsto be flexible, be able to move from one thing to another and really in thecloud has shown us right, how, how great that can be. But there's otherways to do things besides just the cloud and often, you know, nothing isthe cloud, right? That, that fits, it certainly fits in the health care aswell. But uh, there's some great examples of doing consumption part ofit, you know, just vendors getting onboard. Hp Green HP Green Lake is agreat example of a vendor doing it. But from our perspective and our micro, youknow, we're preparing to do that with, with nearly everything. So ourfinancing team, you know, just setting themselves up where, hey, if yourcustomer wants to consume something in a different way, you know, we'repreparing ourselves to help with that and the hope would be, is that opens up,you know, all these different solutions. I, that'll be my answer. Just, it's notthe greatest technology answer, but it's, I think it's just the way we'regoing to consume it going forward and maybe wouldn't think of doing it anydifferently, You know, why, why buy something fully when you could just useit, use it as you go. Right? No, I think that's an excellent point. Andthat's something that we haven't heard...

...yet. Is that, you know, this, this newtechnology, this acceptance of it, you know, maybe before your customers, youknow, you're, you know, for resellers, the healthcare patients, they may havenot been that open minded to trying something new. You know, there's kindof that, well, if it's not broken, don't fix it. But now they feel, youknow, we had to turn everything upside down. We had to change all of ourprocesses basically overnight. So there's definitely a willing acceptancefor those things. And, and you're right on almost an expectation that, you know,we can't do status quo. Well, if our, our listeners want to find out more,how can they reach out Michael can't. They gave him every I gave youeverything I have, I'm sorry, you didn't get it. So, people were takingnotes. Uh, yeah, so, I mean, the easiest way we have sort of a genericemail, you know? Yeah, still still an email, right? Uh, Btc at ingram microdot com is the easiest way. Or you can just try to find me, you know, likemason ingram Micro, you know, on the, on the youtube's or on the podcastworld or wherever wherever we show up. But no, it should be able to find me.Excellent. Oh, Michael, thank you so much for uh for your insight today andappreciate all of your uh your candor. Thank you so much. And thank you listeners for tuning inand subscribing to B two B Tech Talk with ingram Micro. If you like thisepisode or have a question, please join the discussion on twitter with theHashtag B two B Tech talk. Until next time I'm Shelby scare hawk. You've beenlistening to B two B Tech talk with ingram Micro. This episode wassponsored by the ingram Micro Business transformation center. B two B TechTalk is a joint production with Sweet Fish Media and Anger Micro. To not missan episode. Subscribe today on your favorite podcast platform, mm hmm.

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