Tech Data Opens Facility to Demo Health Care IT Solutions, Adds Greenway EHR Solutions

New Healthcare IT Pavilion showcases EHR, practice management software, networking, unified communications, video conferencing solutions. Aims to help channel partners build successful health care IT practice.

Distributor Tech Data Corp. has opened a new facility to showcase health care IT solutions from a variety of vendors, including electronic health records (EHR) and practice management software, as well as offering channel partners tools and knowledge to build a successful medical IT practice.

Tech Data also said that it has signed a distribution agreement with Greenway Medical Technologies Inc., a Carrollton, GA-based health care technology solutions provider, to market its PrimeSuite--a single database EHR, practice management and interoperability solution designed to streamline operations for medical providers.

Greenway recently secured a $5.5 million contract to provide the Iowa Health Information Technology Regional Extension Center (HITREC) with a statewide implementation of PrimeSuite. The solution helps doctors qualify for millions in incentives under the American Recovery and Reinvestment Act of 2009 (ARRA).

Tech Data’s Healthcare IT Pavilion is housed within the distributor’s technology solutions center and is supported by its Healthcare Specialized Business Unit, which the company launched in November, 2009.

The facility features solutions from vendors such as Brother, Ergotron, Fellowes, Fujitsu, gloStream, Greenway, HP, Imation, Infonic, Kodak, LifeSize, Panasonic, Plantronics, Sage, Seal-Shield, Socket, Sony and VMware.

“Resellers face two considerable challenges when it comes to building their healthcare IT businesses,” said Barb Miller, Tech Data vice president, services.

“First, they need to understand the operational challenges medical practices face and how IT solutions they already sell and support can enable doctors to operate more efficiently and enhance patient care,” Miller said.

“Second, there are a host of specialized solutions most resellers have no experience deploying, including EHR and practice management software,” she said. “The Healthcare IT Pavilion enables resellers to learn what it takes to build a profitable healthcare IT practice by engaging industry experts and seeing these solutions in action.”

Channel partners belonging to Tech Data’s TechMed Alliance, a 200-member group focused on the healthcare IT business launched last March, are afforded special access to the IT Pavilion for private tours and trainings for their sales and technical teams. TechMed Alliance members may also use the facility to demonstrate solutions to their customers.

Tech Data said that its Healthcare IT Pavilion is set up as a simulated doctor’s office, featuring two exam rooms, a consultation room, waiting room, reception desk and office-management area.

Demonstrated technology includes EHR, mobility solutions such as ruggedized handheld computers, practice management systems, document imaging, unified communications, video conferencing, security, digital signage and specialized accessories such as antimicrobial mouse pads and washable keyboards.

Distributor adds Greenway EHR solution to health care portfolio

Tech Data’s Miller said that the addition of Greenway to the distributor’s health care IT lineup immediately strengthens its offerings.

“Tech Data now has one of the channel’s strongest health care IT solutions portfolios,” Miller said. “Since we established our Healthcare SBU last fall, we’ve partnered with new and existing vendors to add the right solutions to our line card so our reseller customers can capitalize on the rising demand for healthcare IT,” she said.

“The addition of Greenway further expands our EHR and practice management software offering, enabling resellers to select the solutions that best meet their healthcare-provider customers’ unique needs,” Miller said.

Tee Green, Greenway chief executive, said that selling the PrimeSuite EHR solution through Tech Data offers the company “access to thousands of skilled IT resellers nationwide who are ideally positioned to bring our solutions to hospitals, clinics and doctors’ offices of all sizes.”

Green said that Greenway will provide training, technical, and pre- and post-sales support to participating channel partners. Greenway’s PrimeSuite also will be available for hands-on demonstrations and trainings in the Healthcare IT Pavilion.

“We’ll work closely with Tech Data’s Healthcare SBU to ensure resellers not only have access to our solutions but also can take advantage of our training and technical support services so they can build successful, profitable practices that will achieve EHR Meaningful Use incentives and most importantly, improve patient outcomes,” Green said.

Last March, Tech Data initiated a program to team providers of health care technology solutions with channel partners selling products and services to medical practitioners and organizations.

The program, dubbed TechMed Vendor Affiliate and supported by the distributor's Healthcare Specialized Business unit, makes available to its channel partners health care IT solutions not yet readily available through distribution.

Resellers partner directly with vendor affiliates to add member solutions to their lineup of health care offerings.

It is unclear if Greenway will participate in the affiliate program.

TAGS: medical,Tech Data,ARRA,EHR,Greenway

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