This IT service provider’s consultative sales approach and understanding of important healthcare trends are keys to its projected 30% revenue growth this year.
According to research from the 2112 Group, spending by global healthcare providers for IT services is growing 6 percent annually and will reach nearly $33 billion by the end of the year. Additionally, healthcare IT consulting is growing at 9 percent each year, making it the fastestgrowing subsegment in the global healthcare provider IT market. When you consider all the political (Affordable Care Act), economic (skyrocketing healthcare premiums), sociological (aging baby boomer population), and regulatory (HIPAA) factors driving healthcare reform, it’s clear that stakeholders ranging from the smallest family practices to the largest hospitals have to embrace change in order to remain in business. VARs and MSPs (managed services providers) that are open to constant change can make a good living by providing IT solutions and services to this vertical.
Embracing change is a business philosophy that aligns perfectly with IT solutions provider Atlanta Computer Sales (ACS), which ever since its inception 28 years ago has operated by the motto, “If you don’t accept change, you won’t be around to change.” This could partially explain why, for the past 18 years, healthcare has become its top vertical focus, accounting for 75 percent of ACS’ overall sales revenue. David Dean, president of ACS, recently shared with me some additional secrets behind his company’s success in the healthcare vertical.