Client:A global force in HIS software development and implementation with weak market share in Asia

Issue:After a successful run in Singapore, our client was keen to test drive a new Patient Flow and Clinical Information Systems in tier one hospitals in Malaysia.

Solution:Solidiance scanned the Malaysian hospitals for competitive offerings, analyzed market drivers and inhibitors, and sized the future potential in a nascent market. A detailed profile of potential Malaysian system integrators was developed to ensure client has reliable partners to tackle the Malaysian market.

Approach:The team interviewed face to face with hospitals management, hospitals IT heads, Malaysia healthcare Government and industry associations officials, as well with direct and indirect competitors. A gap analysis was developed to understand product features and pricing strategy requirements.

Engagement ROI:We helped our client to identify the few Malaysian hospitals with current specific HIS needs and determined the different levels of pricing, including implementation consulting, service level agreements, staff training and technical support. Our client has since then developed a unique HIS niche in Malaysia and is in the process of reproducing this approach in Thailand with our support.