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

Episode · 6 months 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 talk with ingram Micro the place to learn about new technology and technological advances before they become mainstream. This podcast is sponsored by the ingram Micro business transformation center. We help our customers realize the promise of technology by integrating and showcasing solutions in the context of real business scenarios, by becoming immersed in working solutions. Our customers become more proficient, relevant and successful. Let's get into it. Welcome to B two B tech talk with ingram Micro. I'm your host, Shelby skirt talk and my guest today is Michael Mason, senior business transformation engineer for ingram Micro. Michael so thrilled to have you here today. Shelby, thanks for having me. Excellent. Well today we are talking about the tools that ingram Micro has. It can really help partners sell better into the healthcare industry. But first off Michael tell us about ingram Micro's business transformation center and how the team really helps engineer multi vendor solutions. Sure, I'd be happy to. So uh so the business transformation center where you know what I'll call the BtC going forward here because it's a bit of a mouthful, you know, first it's it's a free resource for our customers. So let that be known and traditionally our value points where we, you know, we have a lot of solutions, we have a lot of products, you know, in the data center and you know, we do demos, we do demos for end users right helping to hoping to closing sale and you know, we create labs trying to help our partners decide, hey, is this a solution that I even want to sell or maybe I'm trying to get technician or a sales rep up to speed on a solution. So we're pretty flexible and that's traditionally was our main value points and we still do all that and you know, and I for for many years, you know, with uh, you know, with demo security solutions, spent a long 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, you know, because there's, there's really, there's so much out there because as you're aware of being a host of the show, right? There's so much technology and there's so many specialists. And although, you know, one time I was a specialist in a given field, you know, really we've had a couple of people just become generalist. Right? So really looking at the bigger picture of the bigger landscape, be familiar with enough technologies, you know, go wide so that really we can address what hopefully is a full solution and is what we expect to be solution lead right? With ideas of, hey, we're putting together this solution, we need...

...to grab all these specialists maybe to help us put it together. But that's essentially what we're trying to accomplish, give sort of uh help people make a roadmap to, to sell into different industries, uh, as they go, well. Right. And you know, so let's talk about the solutions that the BtC can provide partners and customers in the healthcare industry so Anger Micro obviously works with a lot of different vendors. 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 guess we started creating what we call reference architectures I guess probably doesn't mean that much to anyone else, but when we look at a given industry and in this case we're talking about today is health care. You know, we just put on the lens of, you know, hey, what are all the different pieces that that might be there? So we're not just focused on what's in a data center. We're not just focused on the security, you know, we're looking at overall when you're selling into that space. Right. The lens of all these different vendors and the lens from ingram Micro perspective all these different business units and how those all fit together. Right. So we can come and and hopefully give somebody the ability to think through the whole solution so that they're not leaving anything on the table. So specifically for health care, uh what we ended up putting together is our sort of our checklist was, you know, assessment, safety workflow, reliable infrastructure, security and assessment. Okay, so that was the layout of of what we did and each of those things sort of brings in some some different solutions and there are different solutions that sort of spread across any of those six main points. So as an example safety, right? I mean I guess we might think of safety is just PPE equipment which I think the I know it does sell some of that for sure. But you know I think of it as more, how do we avoid burnout from a health care worker, a clinician, a doctor, a nurse, right. What are features that can help along the way? Right. And then we present those as part 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 cards for ergonomics and into microbial, it's all those things are safety solutions that that we present and it's certainly something to think about. But again the idea is we don't get stuck there and we go through the whole process of looking at each one of these things and seeing what fits well, preventing burnout and just basically anything that helps make health care workers jobs easier. I mean that's that's huge. The the impact of that can be huge.

Yeah. So yeah, so one real interesting example, one of the things that we've been looking at lately and it's got a lot 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 as well 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 you know the needs were there before the pandemic and the needs will be there after and in the healthcare space, I mean there's examples of where like just Covid data, you have to take it and you have to put it into all these different systems, right? And the nurses or the clinicians, whoever is doing that work several hours a day, just gathering, putting the right codes on it, submitting it. So where you're doing paperwork essentially this computer work instead of caring for patients, Right? And we have an example of an R. P. A. Implemented where they just need to put in the information that it logs in post to all the different systems and it saves some uh saves that unit three hours a day. Right? And then you can just multiply that to all the other savings and all the other benefits you get by using those tools and that's just, you know, that's that's direct front line. So DARPA has has wide reaching ramifications for billing for scheduling for all those different pieces that you as a consumer of healthcare expect to have happen, right? And you expect to have it be automated at this point and it's a big piece of getting there and having that practice inside a healthcare organization and that is three hours a day is significant. And so being able to offer those types of solutions certainly can be game changing well. So when we look at this reference architecture for an industry, you mentioned that roadmap with the six points and it begins and ends with assess or assessment. Why is that? Well, it started because I just thought it was funny, we'd start off with an end with the same thing. Uh it does give you the concept of of a life cycle, right? Where so your your beginning and your ending as well. But you know, and we do like to say things begin and end with an assessment and a lot of that is because it's a different type of assessment, it's you're you're assessing maybe before the sale or before 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, so I'll give examples uh so before really to phase one for ingram, you know, as I've gone through this process, you explore all the different values that ingram has. And really one of the ones that keep coming up was just our financing, right? And the ability to do flexible payment solutions for for health care, because, you know, some of...

...these hospitals particularly can be very 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 was sort of a game changer. Right? So some people say I'm not even gonna bother going into that. You know, that's too big a budget for me that kind of can come in there and help that. So that's part of the assessment. So ingram can do 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 to worry about. And then the other really the basic of other assessments that we like to start with there just wireless assessments. Right? So from remote patient monitoring to just everything going on in the hospital right? There's there's a lot of wireless going on right. There's a lot of data moving around and the potential for for dead spots or just things not being where they should be or protected. You know, is a big problem in that space and we really see a lot of that. So it does offer a service where we do wireless assessments and it's a pretty comprehensive set of options. And you know, they're pretty familiar with working in hospitals. So those are sort of 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 always sort of comeback, right? Things change, right. This is wireless signals bouncing around everywhere we go. So they suggest you keep coming back and you know making sure that you know it's it's acting as it should or they recommend some adjustments but we do offer another assessment. That's really good particularly for hospitals like a large organization and its called in from Plus assessment and that's what's really fantastic about it. You know we're the business transformation center right? So we try to put the business and the business and information center is their approach to an assessment. Is you know not only are you making the administrators at the hospital happy you're also taking into account the clinicians and then you're also taking into account the I. T. Staff. Alright so those three pieces. Right And what are all their goals whether their networks look like and how do those solutions as a road map? You know how can we make each of those work together to each get what they want? So the infant plus assessment goes through that through through interviews and things of that nature and gives you essentially a roadmap of what you need for infrastructure, what you need for mobility and really as a way to finish things out, it's a great way to sort of set up hey what is it we need to do next to have a modern data center behind us to have a good process behind us and sets it up so that the goals of it are matched with the value that the business needs to see and then really for a partner that suggested it...

...just lines them up for additional revenue in that space. So it's really a a great way to two pair yourself with an end user in that case? So these infant plus assessments, these are pretty comprehensive assessments. Would you say those are better for small organizations or for for larger enterprise type clients? Yeah. Generally it would make sense for for a larger set up for that. Okay. So, so certainly, you know, what I would say is is uh, you know, larger hospital makes the most sense for sure. But I think not to be lost is just that process. So even if you're dealing with a smaller organization, right. I think there's a lot to be learned and what they've put together with these in from plus 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 two years ago. For sure. Right. And certainly part of part of us, the Btc sort of changing over time is the same way that everyone needs to change over time 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 it doesn't matter how cool. You know, it's all cool. That's great. But you need to be able to at some point map value to that. Right? So you need to sell the value, you know, why are we doing this right? More than this is cool or anything like that. So that I think that's, that's the sort of the lesson to learn for everyone that we can take from those assessments. Whether, you know, 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 their healthcare clients with, you know, so you're saying that the key is not, you don'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 that this six point I'm looking, I'm looking at my notes here. So assessment safety solutions, workflow, reliable infrastructure, security and then ending with assessment, those six things, that's how you can go through what all of ingram Micro's vendor solutions can be and make sure that you'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 you at 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 of an approach. Right. And lots of things could fit into that workflow, right? It could 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, I can turn the monitor so it's, it's, you know, fitting into the workflow is important, 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. The value points. So, so we say safety, workflow, reliable infrastructure, but really we're trying to get to any of those points that we make and there are how are you enhancing the patient experience? Right. How are we may be improving the population health? How are we reducing costs? How were, you know, avoiding burnout, improving the life of clinicians, doctors, nurses and then how are we protecting data? So those are sort of the goals of everything we suggest. And then we just just lay it out in the other way, definitely also looking at these different solutions you've touched on this already trying to provide workflow improvements, provide time savings, money, savings, create solutions for problems that seem very manual. But with all of these, with all, you know, of what BtC does, What are then are the overall goals and possible solutions, I guess the what's the why then for for the Btc and what solutions that can offer health care industry? Yeah, I I think it's, you know, we're here to be in touch with the y and to be in touch with 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 you go in and try to sell. So you, you know, you might be, you know, well everyone's gonna 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, you know, so you have that behind you, you know, but what else are you leaving on the table and why? So we're in touch with the why? And you know, we try to tie really add ons into, into the solutions, different, different types of ideas, you know? So like a great example in the security, you know, you know, I might be thinking, hey, you know, I've got all the, I've got some great security vendors lined up some products, knowledge, all those things to help prevent me in somewhere, et cetera. Well we were leaving something else out something we haven't thought of. Right, So my favorite example of that is just doing, I ted right, asset disposition, right, what are you doing with the old stuff, where does it go?...

You know, and ingram has resources to help you out with that uh you know, and dispose of those liabilities in an appropriate way. So as we start to round out this episode, we always ask our guests the same question at the end and that's where do you see technology going in the next year? I don't know, I don't know what I'm having for dinner tonight. Right, well I'll uh I knew this question was coming uh the you know, so one, I mean just just reflecting on where we are, I think you know what sort of exciting what the unfortunate cause of the pandemic 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 new experience 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 right there demanding that, right, demanding an easier way to pay when I'm done with my meal, right? Instead of waiting for this uh this way here to come around when 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 different possibilities, right? So great ideas that people have right can can get traction for sure now. But if you know, I I think the one thing I I'll sort of predict is sort of a growth in the consumption model, you know, and that health care, it really anywhere, right? The idea, you know, where, you know, I only want to pay for what I use for all these different things and avoid these capital expenses. I think the turnover, right? Because of that demand the turnover, the uncertainty of what the future will look like. We want things to be flexible, be able to move from one thing to another and really in the cloud has shown us right, how, how great that can be. But there's other ways to do things besides just the cloud and often, you know, nothing is the cloud, right? That, that fits, it certainly fits in the health care as well. But uh, there's some great examples of doing consumption part of it, you know, just vendors getting onboard. Hp Green HP Green Lake is a great example of a vendor doing it. But from our perspective and our micro, you know, we're preparing to do that with, with nearly everything. So our financing team, you know, just setting themselves up where, hey, if your customer wants to consume something in a different way, you know, we're preparing 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 not the greatest technology answer, but it's, I think it's just the way we're going to consume it going forward and maybe wouldn't think of doing it any differently, You know, why, why buy something fully when you could just use it, use it as you go. Right? No, I think that's an excellent point. And that's something that we haven't heard...

...yet. Is that, you know, this, this new technology, this acceptance of it, you know, maybe before your customers, you know, you're, you know, for resellers, the healthcare patients, they may have not been that open minded to trying something new. You know, there's kind of that, well, if it's not broken, don't fix it. But now they feel, you know, we had to turn everything upside down. We had to change all of our processes basically overnight. So there's definitely a willing acceptance for 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 you everything I have, I'm sorry, you didn't get it. So, people were taking notes. Uh, yeah, so, I mean, the easiest way we have sort of a generic email, you know? Yeah, still still an email, right? Uh, Btc at ingram micro dot com is the easiest way. Or you can just try to find me, you know, like mason ingram Micro, you know, on the, on the youtube's or on the podcast world 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 and appreciate all of your uh your candor. Thank you so much. And thank you listeners for tuning in and subscribing to B two B Tech Talk with ingram Micro. If you like this episode or have a question, please join the discussion on twitter with the Hashtag B two B Tech talk. Until next time I'm Shelby scare hawk. You've been listening to B two B Tech talk with ingram Micro. This episode was sponsored by the ingram Micro Business transformation center. B two B Tech Talk is a joint production with Sweet Fish Media and Anger Micro. To not miss an episode. Subscribe today on your favorite podcast platform, mm hmm.

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