Magazine Article | May 15, 2014

Don't Sell Short Your Market Specialization

By The Business Solutions Network

Last month, Business Solutions (BSM) and ScanSource partnered to hold our first Smart VAR Healthcare Summit. The one-day event was designed to give VARs the unique perspective, IT needs, and decisionmaking process of healthcare providers. We pulled this off by involving Ken Congdon, BSM editor alumnus who’s now the editor in chief of Health IT Outcomes, a healthcare-focused website and magazine. Ken speaks with healthcare providers all the time and has great insight into their current needs. We also featured health IT expert and master systems architect Shahid Shah, who acts as an IT consultant to many hospitals. Breakouts by the event sponsors also added to the healthcare education. Finally, we had four IT decision makers participate in a panel discussion. During their time on stage, I asked them as many questions as I could think of that a VAR would want answers to. What’s the best way to contact them? What gets their attention? What are some of the things VARs do that drive them nuts?