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System Vendors Must Have Effective Sales and Deployment Strategies in Place Across Europe, key decision-makers and stakeholders in the healthcare industry are realising the importance of advanced IT solutions as integrated care increasingly becomes the order of the day. Healthcare organisations are keen to upgrade legacy systems to new and sophisticated ones, creating numerous opportunities for system vendors. However, vendors need to be prepared with strong sales and deployment strategies to tackle the portfolio of contracts brought by such opportunities. Deployment sequence is particularly important since hospitals cannot implement clinical systems such as full electronic medical records (EMR) and picture archiving and communications systems (PACS) without having a modern administrative system in place. While this challenge will continue to affect industry participants for the next three to four years, its impact is expected to reduce with growing consolidation and the installation of more systems. This Frost & Sullivan research service evaluates the business potential of the European hospital administrative systems market. It focuses on the opportunities available in seven major European markets, taking into account the unique industry challenges and market drivers prevalent in each region. The study provides strategic recommendations to capitalise on these opportunities and also critically examines the competitive structure of each of the seven major markets. Replacement of Outdated Legacy Systems Creates Opportunities Legacy administrative systems offer limited functionality, low levels of integration and interoperability with clinical applications. As hospitals move towards installing modern clinical systems, they are finding it difficult to integrate them with the legacy administrative systems. This is likely to be one of the biggest factors driving the replacement of outdated systems with integrated systems that combine administrative modules and clinical information systems. The result is a hospital information systems (HIS) platform that supports clinical functions as well as business processes by assimilating the information captured by both. "Hospitals and vendors alike are beginning to recognise the actual business benefits that the sum of the functions of modern administrative and clinical systems can bring to healthcare organisations," notes the analyst of this research service. "Although patients, doctors and the general public are likely to be impressed with EMR, PACS and other clinical modules, investment in back-office administrative applications can offer hospitals real competitive advantage." Steady Market Growth Projected Frost & Sullivan’s research analysis reveals that the European hospital administrative systems market was worth $1338.9 million in 2004. It is expected to grow at a compound annual growth rate (CAGR) of 7.5 per cent to reach $2069.0 million by 2010, primarily due to the active implementation of HIS in major European markets such as the United Kingdom, Germany and France. Pioneering initiatives such as the National Health Service’s (NHS) Connecting for Health (CfH) programme in the United Kingdom and the eHealth programme proposed by the European Union (EU) are also helping drive market growth. However, new projects carry with them a host of technical and financial challenges. "As traditional legacy systems continue to be replaced with new ones that address more issues and business processes more effectively, vendors will need to demonstrate significant cost-containment advantages combined with the need for greater efficiencies," says the analyst. "This will help promote market growth further." |
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