This month we've been looking at HP within the Healthcare sector. With so much activity going on at the moment including the company split, the acquisition rumors and of course the $11b DHMSM result looming, it's a very eventful time to be focusing on HP and so in this blog post, we are going to be looking at HP and a few of the characteristics of HP's go-to-market sales approach, enjoy!
- Speak to the CIO whilst partners speak to the business: HP, like CSC, is seen very much as a technology player and it is happy to carry on fulfilling that role. Its in-road into a client is usually via the CIO, which is completely understandable. HP also has a strong partner network with vendors who speak more to the LoBs, such as Deloitte and so will rely on them to deepen the client relationship where necessary.
- Solution-in-a-box: HP typically prefers to craft a solution that can be implemented easily, quickly and cleanly. Once this solution is formulated, it can then work on customizing it and pitching it to different vertical industries.
- Leverage eHealth centers in India: As well as increasing headcount in India as part of its restructuring plan, HP is also leveraging its six eHealth centers in India. This has potential benefits both for the local communities as well as strengthening its value propositions around big data and telehealth for example.
- Concentrate on maintaining and growing existing client base: As its core business continues to dwindle, HP is fighting to at least maintain its existing client base and capitalizing on the loyalty its clients have to EDS after its acquisition.
- Capitalize on the regulatory environment: The ICD-10 deadline gives HP the opportunity to really push the value of its RCM and BPO solution portfolio.
Once again, many thanks for taking the time to read this blog post. If you enjoyed it and would like to see more then please share this on social media.
Best Regards,
Jonathan Cordwell
Research Analyst, Healthcare Strategy
ResearchNetwork, CSC
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