3. 2016 other md vendors

2016 Physician Practice Vendor Recap

• Recap of physician practice market:- Top 10 versus the next 40 vendors- HIS vendor “crossover” products- Product positioning by practice size- MD replacement market- Various rating sources

• How to sort through all 785 vendors?- Not through 785 RFPs!

(“Request For Prevarication”)- Nor “independent” ratings

(who rates them?)- But through your own users’ scores

(phone calls, site visits…)© 2016 HIS Professionals, LLC

Elise Ames&

Vince CiottiHIS Professionals, L.L.C.

© 2016 HIS Professionals, LLC

Top 10 Physician Practice Vendors

• To refresh your memory from the past episodes, here’s a quick recap of the 785 MD vendors whose clients attested with the ONC:

• First, the Top 10 vendors with ≈70% of the ≈500K total attestations:


The Next 40 Vendors

• Following the “Top 10” are these “Next 40” physician vendors,

• Who rank from the 11th to 40th positions per ONC 2105 figures,

• With 15% of the 504,847 total EHR attestations reported.

• Buried in the list are some big names in the HIS industry:– eMDs - who just bought

McKesson’s MD products, so will jump to the top 10 next year

– Meditech – who just announced an integrated MD module in Release 6.X that should grow

– NetSmart – who recently received $70M in a Home Care collaboration with Allscripts


Remaining 735 Physician Practice Vendors

• And buried in the huge ONC data set are 735 “other” vendors, with from 1 to ≈1,100 attestations each; here’s a visual comparison of how these three sizes of vendors share the 504,847 attestations:


HIS Vendors Physician Practice Offerings

To complicate matters further, many HIS vendors in these lists actually have multiple products they sell and support; if you wonder what your HIS vendor offers, here’s a quick recap: – Allscripts (Eclipsys) – MyWay, Professional, Enterprise, Sunrise

Ambulatory Care– Cerner – PowerChart Office– Epic – EpicCare Ambulatory– Evident (CPSI) – MPM/EHR– GE – Centricity EMR, Centricity Advance– Healthland (to Evident) – Physician Practice Documentation– McKesson – just sold its many interfaced products to eMDs; an

integrated RCM system is available within Paragon, with an integrated Paragon physician EHR due in mid-2017…

– Medhost – HMS’ Ambulatory EHR– Meditech - LSS “MPM” and the new Release 6 integrated system


Product Positioning By Practice Size

Small (<10 Providers)

Medium (10-50 Providers)

Large (50+ Providers)

1 Epic EpicCare EpicCare

2 Allscripts Professional Professional Enterprise

3 eClinicalWorks eClinicalWorks PM/EMR eClinicalWorks PM/EMR

4 NextGen Medi-Touch EHR NextGen EMR NextGen EMR

5 GE Healthcare Centricity PM/EMR Centricity PM/EMR

6 Greenway Health

Intergy, PrimeSuite Intergy, PrimeSuite

7 Cerner PowerChart PowerChart PowerChart

8 Practice Fusion

9 AthenaHealth Athena Collector, Athena EHR

Athena Collector, Athena EHR

Athena Collector, Athena EHR

10 McKesson (sold most to eMDs in 2016)

Medisoft, LytecMD

Medisoft, LytecMD, PracticePartner,

Integreat

PracticePartner, Integreat EHR

And how these diverse products are positioned by MD practice size:


MD Vendor Ratings

• A number of sources offer ratings of this myriad array of physician practice vendors, including: Black Book, KLAS, Software Advice, SK&A, CureMD, Capterra, Business News Daily, Beckers, CTS, etc.

• Problem is, they all rate the vendors differently – the top vendor in one review might be rated low in another, and vice-versa.

• What few will tell you are the most critical things in such reviews:– What size practices did they survey: small, medium or large?– Who did they speak to: CIOs, analysts, MDs, registrars, billers… – How many of each did they survey: 10, 50, 100?– Any practices in your state (key for billing, HIEs, regs, etc.)?– Which product for each vendor was surveyed?

• About the only vendor rating to give such detailed stats was the recent review of Epic by HIStalk in partnership with peer60. It’s sad to think how many Advil they’d need them to survey the other 784…


MD Vendor Ratings

• A sample of MD practice reviews: which ones should you believe?


Sorting Through the Pile

• If your practice is considering replacing its PM and/or EHR, just how do you go about evaluating so many diverse vendors & products?

• First, here are two critical ways not to evaluate an MD system: 1. Issue an RFP (Request For Prevarication) “feature checklist,”

which is a detailed list of thousands of features required.Why not? Because it is answered by vendor sales & marketing mavens, whose job is to say “yes” to as many features as they can, through answers like “Coming in release 7.A-3,” or “Needs further discussion” or “Through screen painter or report writer…”How would you answer a questionnaire about your capabilities?

2. Don’t overly rely on demos – after all, they’re mainly PowerPoint screens showing only the best features and ignoring any problem areas. They are helpful in getting overviews of today’s system if you’re on an old one, but tell you very little about system negatives like gaps, bugs, service levels, updates, etc…


Best: Do Your Own Survey!

• It’s not really that hard – here’s the key steps to surveying vendors: 1. Issue an RFI requiring vendors to submit 3-5 clients from:

- Your state (for regs), your practice size (# of MDs), your product being proposed, & conversions from your system.

2. Have your users call their counterparts at several of each: - MD to MD, registrar to registrar, biller to biller, etc.- So they can “talk shop” and hear both the ups & downs.

3. Use a checklist to score the results on a numeric scale:- E.g.: a 1 to 5 scale for questions about key areas such as:- User-friendliness, functionality, implementation, support, etc.

4. Tabulate the results in a spreadsheet and you have data you can trust since it’s from your users, and your state, your size, etc.- The following slide gives a sample of some of the questions we have users ask using our telephone reference checklist:


Phone Reference Checklist

Hospital Caller: ____________________ Vendor: _____________________

Date of Call: __________ Hospital Called: ___________________________

Contact Name: _____________________ Title: ______________________

Answer the questions with 1 2 3 4 5 a according to this grid: Very Poor Ave. Good Very

Poor Good

1. What is your overall satisfaction? How do you rate separately their:

product (programs) vs. service (support)?

2. How would rate user friendliness: b. Help key?

implement?

budget?

flexibility?

training?

hardware?

how would you rateongoing support:

Phone support? On-Site Visits ?

User Groups? Periodic releases ?


Recent Telephone Survey Results

Based on telephone reference results obtained in 160 system selections over the past 30 years, we’ve never seen the “90+” scores some vendors claim. Our average score is around 70, with the highs in the 80, and some rated as low as 50, a much more realistic range, that lowers end user expectations nicely:


The End

There you have it - our overview of physician practice vendors:• - Details on the top 10, and an overview of the other 775 • - HIS vendor “crossover” products for MD practices• - Product positioning by various practice sizes• - Various ratings and how to do your own Please send any compliments or thanks to:

- Elise Ames - 413.329.6925- [email protected]

• And direct any complaints or criticisms to: - Vince Ciotti

- 505.466.4958- [email protected]

3. 2016 other md vendors

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