3. 2016 other md vendors

1. 2016 Physician Practice Vendor Recap
• Recap of physician practice market:
- Top 10 versus the next 40 vendors
- HIS vendor “crossover” products
- Product positioning by practice size
- MD replacement market
- Various rating sources
• How to sort through all 785 vendors?
- Not through 785 RFPs!
(“Request For Prevarication”)
- Nor “independent” ratings
(who rates them?)
- But through your own users’ scores
(phone calls, site visits…)
© 2016 HIS Professionals, LLC
Elise Ames
&
Vince Ciotti
HIS Professionals, L.L.C.

2. © 2016 HIS Professionals, LLC
Top 10 Physician Practice Vendors
• To refresh your memory from the past episodes, here’s a quick
recap of the 785 MD vendors whose clients attested with the ONC:
• First, the Top 10 vendors with ≈70% of the ≈500K total attestations:

3. © 2016 HIS Professionals, LLC
The Next 40 Vendors
• Following the “Top 10” are these
“Next 40” physician vendors,
• Who rank from the 11th to 40th
positions per ONC 2105 figures,
• With 15% of the 504,847 total
EHR attestations reported.
• Buried in the list are some big
names in the HIS industry:
– eMDs - who just bought
McKesson’s MD products, so
will jump to the top 10 next year
– Meditech – who just announced
an integrated MD module in
Release 6.X that should grow
– NetSmart – who recently
received $70M in a Home Care
collaboration with Allscripts

4. © 2016 HIS Professionals, LLC
Remaining 735 Physician Practice Vendors
• And buried in the huge ONC data set are 735 “other” vendors, with
from 1 to ≈1,100 attestations each; here’s a visual comparison of
how these three sizes of vendors share the 504,847 attestations:

5. © 2016 HIS Professionals, LLC
HIS Vendors Physician Practice Offerings
To complicate matters further, many HIS vendors in these lists
actually have multiple products they sell and support; if you
wonder what your HIS vendor offers, here’s a quick recap:
– Allscripts (Eclipsys) – MyWay, Professional, Enterprise, Sunrise
Ambulatory Care
– Cerner – PowerChart Office
– Epic – EpicCare Ambulatory
– Evident (CPSI) – MPM/EHR
– GE – Centricity EMR, Centricity Advance
– Healthland (to Evident) – Physician Practice Documentation
– McKesson – just sold its many interfaced products to eMDs; an
integrated RCM system is available within Paragon, with an
integrated Paragon physician EHR due in mid-2017…
– Medhost – HMS’ Ambulatory EHR
– Meditech - LSS “MPM” and the new Release 6 integrated system

6. © 2016 HIS Professionals, LLC
Product Positioning By Practice Size
Small
(<10 Providers)
Medium
(10-50 Providers)
Large
(50+ Providers)
1 Epic EpicCare EpicCare
2 Allscripts Professional Professional Enterprise
3 eClinicalWorks eClinicalWorks PM/EMR eClinicalWorks PM/EMR
4 NextGen Medi-Touch EHR NextGen EMR NextGen EMR
5 GE Healthcare Centricity PM/EMR Centricity PM/EMR
6 Greenway
Health
Intergy, PrimeSuite Intergy, PrimeSuite
7 Cerner PowerChart PowerChart PowerChart
8 Practice Fusion
9 AthenaHealth Athena Collector,
Athena EHR
Athena Collector,
Athena EHR
Athena Collector,
Athena EHR
10 McKesson (sold
most to eMDs in
2016)
Medisoft,
LytecMD
Medisoft, LytecMD,
PracticePartner,
Integreat
PracticePartner,
Integreat EHR
And how these diverse products are positioned by MD practice size:

7. © 2016 HIS Professionals, LLC
MD Vendor Ratings
• A number of sources offer ratings of this myriad array of physician
practice vendors, including: Black Book, KLAS, Software Advice,
SK&A, CureMD, Capterra, Business News Daily, Beckers, CTS, etc.
• Problem is, they all rate the vendors differently – the top vendor in
one review might be rated low in another, and vice-versa.
• What few will tell you are the most critical things in such reviews:
– What size practices did they survey: small, medium or large?
– Who did they speak to: CIOs, analysts, MDs, registrars, billers…
– How many of each did they survey: 10, 50, 100?
– Any practices in your state (key for billing, HIEs, regs, etc.)?
– Which product for each vendor was surveyed?
• About the only vendor rating to give such detailed stats was the
recent review of Epic by HIStalk in partnership with peer60. It’s sad
to think how many Advil they’d need them to survey the other 784…

8. © 2016 HIS Professionals, LLC
MD Vendor Ratings
• A sample of MD practice reviews: which ones should you believe?

9. © 2016 HIS Professionals, LLC
Sorting Through the Pile
• If your practice is considering replacing its PM and/or EHR, just how
do you go about evaluating so many diverse vendors & products?
• First, here are two critical ways not to evaluate an MD system:
1. Issue an RFP (Request For Prevarication) “feature checklist,”
which is a detailed list of thousands of features required.
Why not? Because it is answered by vendor sales & marketing
mavens, whose job is to say “yes” to as many features as they
can, through answers like “Coming in release 7.A-3,” or “Needs
further discussion” or “Through screen painter or report writer…”
How would you answer a questionnaire about your capabilities?
2. Don’t overly rely on demos – after all, they’re mainly PowerPoint
screens showing only the best features and ignoring any
problem areas. They are helpful in getting overviews of today’s
system if you’re on an old one, but tell you very little about
system negatives like gaps, bugs, service levels, updates, etc…

10. © 2016 HIS Professionals, LLC
Best: Do Your Own Survey!
• It’s not really that hard – here’s the key steps to surveying vendors:
1. Issue an RFI requiring vendors to submit 3-5 clients from:
- Your state (for regs), your practice size (# of MDs), your
product being proposed, & conversions from your system.
2. Have your users call their counterparts at several of each:
- MD to MD, registrar to registrar, biller to biller, etc.
- So they can “talk shop” and hear both the ups & downs.
3. Use a checklist to score the results on a numeric scale:
- E.g.: a 1 to 5 scale for questions about key areas such as:
- User-friendliness, functionality, implementation, support, etc.
4. Tabulate the results in a spreadsheet and you have data you can
trust since it’s from your users, and your state, your size, etc.
- The following slide gives a sample of some of the questions we
have users ask using our telephone reference checklist:

11. © 2016 HIS Professionals, LLC
Phone Reference Checklist
Hospital Caller: ____________________ Vendor: _____________________
Date of Call: __________ Hospital Called: ___________________________
Contact Name: _____________________ Title: ______________________
Answer the questions with 1 2 3 4 5
a according to this grid: Very Poor Ave. Good Very
Poor Good
1. What is your overall satisfaction? How do you rate separately their:
product (programs) vs. service (support)?
2. How would rate user friendliness:
b. Help key?
implement?
budget?
flexibility?
training?
hardware?
how would you rate ongoing support:
Phone support? On-Site Visits ?
User Groups? Periodic releases ?

12. © 2016 HIS Professionals, LLC
Recent Telephone Survey Results
Based on telephone
reference results
obtained in 160
system selections
over the past 30
years, we’ve never
seen the “90+”
scores some
vendors claim. Our
average score is
around 70, with the
highs in the 80, and
some rated as low
as 50, a much more
realistic range, that
lowers end user
expectations nicely:

13. © 2016 HIS Professionals, LLC
The End
 There you have it - our overview of physician practice vendors:
• - Details on the top 10, and an overview of the other 775
• - HIS vendor “crossover” products for MD practices
• - Product positioning by various practice sizes
• - Various ratings and how to do your own
 Please send any compliments or thanks to:
- Elise Ames
- 413.329.6925
- eames@hispros.com
• And direct any complaints or criticisms to:
- Vince Ciotti
- 505.466.4958
- vciotti@hispros.com