Tips for Selling into the DOD Health IT Market

Lloyd McCoy_65x85by Lloyd McCoy Jr., Consultant

I recently wrote an article for Washington Technology on reforms in military
health IT and I thought I’d share some highlights with you. In case you didn’t know, the Department of Defense (DOD) consolidated much of its health IT responsibilities into the Defense Health Agency (DHA); which celebrated its first birthday on October 1st. My article explores several key opportunities stemming from this major overhaul of DOD’s outdated military health system.

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A Roadmap for Health IT

Lloyd McCoy_65x85by Lloyd McCoy Jr., Consultant

In President Obama’s first weekly address back in January 2009, he called for every American to have an electronic health record by 2014. His statement at the time did not seem out of reach. After all, the benefits of consolidation and integration within Health IT were clear; lower costs and more efficiency would save money and save lives. It was a no brainer and the Department of Health & Human Services, Veterans Affairs, and Department of Defense would lead the charge.Lloyd Health IT

Several years later, after cost overruns, political squabbling, bureaucratic infighting, and technical challenges the public Health IT space has seen its fair share of battle scars. In the last 18 months alone we have witnessed the VA and DOD abandon efforts to develop a unified electronic health record, the failed initial launch of the Affordable Care Act website, and an outdated electronic scheduling system at the VA, which contributed to the ongoing scandal over excessive wait times for veterans.

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The $6B Health IT Market: Exploring Opportunities Beyond EHRs

Christopher Wiedemann_headshot-65 x 85by Chris Wiedemann, Senior Analyst

Health IT in the federal government represents a $6 billion market.

Let that number sink in. It may seem high, but recent guidance from the Food and Drug Administration (FDA) and the Office of the National Coordinator for Health IT (ONC) indicate that “health IT” as a concept means much more than just EHRs. According to the report, there are three broad categories of health IT:

  • Administrative health IT functions: This includes billing and claims processing, practice and inventory management, and scheduling.
  • Health management IT functions: This category includes health information and data exchange, data capture and encounter documentation, electronic access to clinical results, clinical decision support, knowledge management, and patient identification.
  • Medical device health IT functions: Examples include computer aided detection/diagnostic software, radiation treatment planning, and robotic surgical planning and control software – in other words, devices actively used in medical treatments.

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