If you’re like most healthcare-focused IT solution providers, you’re looking for additional ways to increase your revenue. While some put significant emphasis on sales and marketing for new customer acquisition, others take the tactic of selling as deeply as possible into existing customers.
Indeed, healthcare facilities rely heavily on technology and upsell opportunities exist everywhere. Barcoding, networking, POS, digital signage and unified communications are just a few categories you could be offering if you’re not already.
Unfortunately, some solution providers are unwilling or afraid to branch outside their core competency. It doesn’t have to be this way. During a recent call between a curious reseller and Jason Destein, a technology consultant with Ingram Micro, the solution provider—who focused primarily on selling networking solutions—asked about physical security as a possible opportunity. In a matter of minutes, Destein had created a list of all the areas of the hospital in which physical security could be sold. Check it out:
- Patient and staff parking lots and ramps—video surveillance using vandal-proof, low-light, wide dynamic range cameras
- IT closets and server room(s)—access control using contactless and biometric or keycode for secondary authentication, and video surveillance
- Pharmacy—access control and video surveillance
- POS and kiosk locations—video surveillance with text overlay of POS transactions
- Elevator lobbies—video surveillance for each elevator lobby of each floor
- Visitor lounges—video surveillance
- Entrance and exits—access control and video surveillance
Depending on the size of the facility, this could become a million-dollar opportunity. All the solution provider was lacking was the physical security knowledge to have a conversation and ask the right questions.
Destein and the partner discussed the importance of understanding the nuances of physical security in healthcare. For example, you wouldn’t want to put video cameras in the actual visitor lounge as it could be perceived as invasive to those grieving. They discussed how a healthcare video management system could be implemented to bring all video from various locations/offices to one centralized room. They also discussed the importance of having probing conversations with the customer about their needs.
Ask these questions:
What are your pain points? What drains profits from the hospital? How can physical security solutions address those needs?
These questions will help identify applications of physical security technology.
Of course, at some point the conversation or eventual sale will exceed this solution provider’s level of expertise. This is where having a partner like Ingram Micro can help. Regardless of what you’re selling or want to sell, Ingram Micro has experts on staff to help you with everything from training, sales conversations, solution architecture, implementation and support.
In essence, there’s absolutely no reason for this solution provider—or you—to not upsell healthcare customers—or any customers—with any technology outside your core competency. As long as you’re working with Ingram Micro, your core competency is as broad as you want it to be.