PIVOTING ON POC ADVISOR TO POSITION OUR TEAM FOR SUCCESS

As we look toward our 2020 goals to drive $1.125 million in new orders for POC Advisor, our team is pivoting on how we go-to-market with the solution. To speed up market adoption and get customers live on POC Advisor, we needed to eliminate blockers for customers selecting and implementing our solution. Although customers are excited about our alert quality, initial feedback has been skeptical of the alert sensitivity and specificity as well as hospital leadership being overwhelmed by the technical and change management complexity of the implementation.

With sepsis mortality increasing 8% for every hour treatment is delayed, the early and accurate alerting delivered by POC Advisor is fundamental to improving hospitals’ sepsis performance. Alert accuracy remains the key differentiator for our solution, but we needed a way to prove our system is real. 

 

With these challenges in mind, the product team unveiled a clickable prototype for a new feature in POC Advisor — Care Monitor — and new Analytics dashboards and reporting. Here’s how we’re pivoting:

Care Monitor provides a centralized view of all sepsis patients, enables real-time notification of a change in status and allows nursing supervisors and sepsis coordinators with visibility into patients’ SEP-1 protocol status. During implementation, this tool provides our customers the option to use POC Advisor through Care Monitor, which gives their team a chance to validate the alerting and build confidence within the customer’s clinical and leadership team. Since it does not require full integration to the EHR or workflow configuration for notification workflow, Care Monitor is faster to implement. Using Care Monitor as a step in the implementation process will help customers get value from POC Advisor faster and help us showcase early results. Alerting to the point-of-care within the EHR and notifying staff via mobile devices at the point of care are key features of the POC Advisor offering, but using Care Monitor central workflow we expect to accelerate customer time to value and remove some obstacles to implementation. With increased confidence in our solution, hospitals should be more engaged to invest in the resources and change management required for alerting to the point of care. 

 

Analytics: The new alert response and quality performance dashboards and reporting available via SoleSource Integrated Analytics provide an in-depth view into bundle compliance. Metrics include overall bundle compliance rate, key missed steps and the ability to filter to inform areas of improvement. The alert performance metrics show how long it’s taking to respond to an alert and the number of alerts being responded to so the care team can take action to improve care. These are key metrics that hospitals need to understand gaps in their sepsis program and to inform effective change management. Serving up this insight in a comprehensive dashboard will empower hospital sepsis program champions to use data to guide their strategies and the conversations required to drive continuous improvement. 

  

What’s next?  

Our sales team is beginning to present this new POC Advisor concept to prospects, and early feedback supports the value we believed this solution would provide to customers. “Hospital Sisters Health System’s CMO, Ryan Jennings, M.D. said he believes that POC Advisor’s ‘smart alerts’ will make the difference between what they are currently doing with EPIC and help them reach their goals of improving sepsis care. They were most excited about the Care Monitor’s ability to track all their sepsis patients, especially in those areas where this is not 24/7 monitoring due to limited resources,” said Chris Leblanc, VP of Surveillance Sales.

 

Next up, the product team is gathering feedback on the value of the Care Monitor prototype to quality leadership within hospitals to further validate this investment. The goal is to have Care Monitor in use by current POCA customers in May. The SEP-1 Compliance dashboard and reporting are already available for current customers via SoleSource’s analytics, and the Alert Performance dashboard will follow the SoleSource R2. We believe these additional POC Advisor features will help set the team for success. 

WHAT’S NEW: PRODUCT DEVELOPMENT & MARKETING UPDATES

There are a few corrections as timelines have shifted from when the videos were shot in December 2019. Marketing update: Simplifi 797’s USP <795> roll out and the Option Care press release were delayed.

 

IN CASE YOU MISSED IT: 2020 KICK-OFF ALL HANDS MEETING 

Diana Nole, CEO, Health, gave the first Health update of the year on January 30 during an all employee meeting. She was also joined by John Langton PhD, Director of Applied Data Science, Andy Gradel, director of digital marketing and sales leaders Chris LeBlanc of Clinical Surveillance, Greg St. Louis of Health Learning Research & Practice and Dan McSweeney of Clinical Effectiveness. Watch the recording >>  

POC ADVISOR CUSTOMER IMPLEMENTATIONS ARE ONGOING

Our internal teams continue to work with our existing clients to rollout out POC Advisor to additional units. Here are some quick updates: 

  • UT Southwestern University Hospital will expand to three additional units (Surgical Specialty, Medical Pulmonary, Cardiology) in mid-May. Early analysis from Med Content show we will deliver accurate alerts for these units. 
  • Baton Rouge General Medical Center to plan for an expanded rollout in Q2. Med Content is reviewing data for two general med units and one oncology unit in preparation for this rollout.  
  • Guthrie Healthcare is actively preparing for its pilot golive in the Emergency Department. Guthrie’s team has been receiving daily reports listing patients that POC Advisor rules have identified as possible Sepsis escalations and they have been impressed with the results thus far.  
  • Cabell Huntington’s implementation is underway. This client will be our first client planned to go live first on our Care Monitor workflow months before the full roll out to the unit nurses. This new workflow will allow us to provide value to our customers in a shorter timeline. 

We’ll continue to update you in the coming months on our progress and the results we’re delivering for our customers to improve performance. 

CONVERTING LEGACY SIMPLIFI 797 CUSTOMERS TO SOLESOURCE

In early 2020, the Compliance implementation team launched the Simplifi 797 SoleSource Migration Project. Our goal is to transition our 1,600+ Simplifi 797 customers to the SoleSource platform in an efficient and supportive manner over the next two years. Our first step was to hire a dedicated team of resources to solely drive the legacy Simplifi 797 migrations, and to develop an on-demand video library to help our customers quickly learn and optimize their use of Simplifi 797 on SoleSource. The migration project has officially started and we’re targeting small, low-risk sites so we can continue to learn and refine our process with implementation. Last of all, our product management and technology teams are currently building technical tools that will reduce the manual effort required to rebuild Simplifi 797 sites on SoleSource, and enable the migration team to move more sites faster. 

BRINGING VALUE TO OUR CUSTOMERS

We deliver value to our customers to improve their key surveillance and compliance initiatives each and every day. This past December we met with two of our customers at ASHIP to hear their stories.  

Option Care Health-Streamlining USP Complianceacross its facilities

Hendrick Medical Center-Making a deeper impact on its ASP initiative

We deliver value to our customers to improve their key surveillance and compliance initiatives each and every day. This past December we met with two of our customers at ASHIP to hear their stories.

 

R1 WENT LIVE ON JANUARY 30—WHAT YOU NEED TO KNOW

Here is a quick recap of what was released on January 30 for our clinical surveillance and compliance solutions.

  • Surveillance –There was a smaller release in Q1 focused on content updates for National Healthcare Safety Network (NHSN) to support our Infection Prevention customers. 
  • Every year NHSN updates its requirements. Our customers rely on Sentri7 for one-click NHSN reporting; we’ve updated the reporting to comply with 2020 NHSN changes (version 9.4). 
  • Submit ‘Report No Events’ electronically. Now that NHSN has started to support electronic reporting of ‘Report No Events’ on denominator data forms electronically sent to NHSN, Sentri7 will support this time-saving feature. 

Compliance Q1 features released include: 

  • Central management of the master formulations (also known as batch recipes). Staff can view their previous competencies, which is key for preparing for the next competency evaluation, particularly if they had a failure.   
  • Bulk competency assignments provide a new employee all competency assignments in one screen instead of having to go into each individual competency and assign it to the new employee. 
  • Exception indicators/icons on various competency views allow an admin to quickly see who is qualified to compounding and who is not. 
  • USP 797 competencies templates updated to be in line with new chapter revisions. 

We also laid groundwork to support the Legacy Simplifi 797 migrations including giving the Analytics team the ability to pull historical Legacy Simplifi 797 data into Sisense. 

 

ONEWEB—TOP 10 THINGS YOU NEED TO KNOW 

1. The organizational goals for OneWeb are to improve our website and content discoverability and provide a customer-first experience, while also improving efficiencies and the digital maturity for our organization. 

2. SiteCore is the new content management system; and our entire marketing team has been trained to use the tool to build our site. 

3. Our new website will be LIVE in late July 2020 (it’s fluid date right now). 

4. PharmacyOneSource.com and POCadvisor.com URLs will be redirected indefinitely to relevant pages on the new website, which means any bookmarked pages will get customers to our new website. 

5. Our new URL naming convention for our ‘home page’ is long but we will be able to create vanity URLs to promote our business and solutions. New URL: Wolterskluwer.com/en/solutions/clinical-surveillance-compliance. Imagine a vanity URL like wolterskluwer.com/Sentri7. 

6. Customers will receive communications BEFORE our go-live date informing them of the change and to answer ‘why’ we’re making this change. The answer? We’re part of Wolters Kluwer; we will use this opportunity to communicate the value of this association to our customers. 

7. A small cross-functional team recently saw some early templates for how our site might come together—marketing will not work in a bubble and rely on the broader team for input! 

8. Our primary focus right now is preparing all the content for migration and looking at our user journeys to determine where we need new content.

9. It’s time to refresh our key messages for our business and solutions! This will be a focus for the marketing team in the next month. 

10. THERE IS A LOT TO DO. So we ask for patience during this time as the marketing team is not only delivering all the ongoing go-to-market tactics to grow our opportunity pipeline, but they will be building out all of our new webpages.  We may ask different team members to support reviewing content and testing links—so you’re not off the hook yet! Stay tuned. 

 

SALESFORCE IS GETTING A MAKE-OVER 

Sales Operations, under the guidance of the newly hired sales operations analyst, Matt Herbert, has begun the process of converting our Salesforce users to the Lightning Experience. This user interface enhancement will improve workflow and provide a more dynamic and efficient experience with Salesforce navigation. Lead Generation was the first team to convert to Lightning and Accounting is working through the transition now. The goal is to have all teams on the new platform by the end of Q3 2020. For questions, reach out to Matt (matthew.herbert@wolterskluwer.com) or Ryan Peterson. 

 

‘BE YOUR AUTHENTIC SELF’ THEME AT THIS YEAR’S NATIONAL SALES MEETING

The Clinical Surveillance and Compliance National Sales Meeting was held in Fort Meyers, Florida, from February 25 – 27. The overall theme of this year’s meeting was ‘Be Your Authentic Self’ and many of the sessions focused on how our teams, products and platform allow us to differentiate and uniquely position ourselves within crowded markets. The first day, sales, customer success, clinical and marketing teams discussed how SoleSource and our solution value propositions should be leveraged with a Director of Pharmacy, and collaboration stories were shared. During the second day, the Surveillance team learned about the Care Monitor offering being developed for Point of Care Advisor and Compliance spent time on competitive differentiation. The session concluded on day three with a Negotiation Training that introduced an easy to adopt ‘Gives and Gets’ process that will provide immediate value to our sales and renewal discussions. In addition to these sessions, Diana Nole and Karen Kobelski were both on hand to offer insight and inspiration for the coming year! 

FOLLOW OUR SPOTLIGHT PAGE ON LINKEDIN

Please take the time to FOLLOW our recently created a Wolters Kluwer Clinical Surveillance & Compliance Spotlight page on LinkedIn.

Click this linkhttps://www.linkedin.com/showcase/safety-and-surveillance/ and watch for updates! If you see something you like, share it or like it. The more we all share, the more people we reach! 

 

Last year, our Pharmacy OneSource LinkedIn page was migrated into the Wolters Kluwer Health LinkedIn profile (https://www.linkedin.com/company/wolters-kluwer-health/. This Spotlight page is separate from that Wolters Kluwer Health page, and gives us the opportunity to share more content for our business. Follow both pages to support our business and organization! 

WE’RE GROWING OUR TEAM TO SUPPORT OUR GROWTH GOALS

There are several open positions for Clinical Surveillance, Compliance & Data Solutions. Please take a few minutes to review the positions and recommend someone you know! Visit the Wolters Kluwer Careers website to learn more.

 

Open Position 

Manager 

Business 

Vice President & General Manager – Health Language 

Karen Kobelski 

Health Language 

Specialized Consulting Director – Physician Informatics 

Stephen Claypool 

Health Clinical Surveillance & Compliance 

Business Development Strategy Director 

Karen Kobelski 

Health Clinical Surveillance & Compliance 

Field Sales Executive 

Jamie Dailey 

Health Language 

Associate Director, Account & Relationship Management Aimee DornHealth Clinical Surveillance & Compliance 

Field Sales Executive 

Chris Leblanc 

Health Clinical Surveillance & Compliance 

Consultant 

Beverly Holley

Health Language 

Technology Project Manager 

Donald McNutt 

Health Clinical Surveillance & Compliance 


STAR VIP AWARDS

Take 5 minutes this week to shine a spotlight on some awesomeness!Kudos to the Star VIPs from the past quarter. The following individuals from Clinical Surveillance & Compliance have received nominations and thank you notes via the STAR VIP recognition program during the months of October, November and December. 

 Star VIP – Tier 1 “Thank You” Recipient

Nominee Name 

Submitter 

Link To Nomination 

Mike Lucas 

Cheng Thao 

Nora Priske and Rina Reis 

Stacey McCoy 

Stephanie Teal 

JJ Chritton 

Jay Abushhiwa 

Sarah Strawn 

 

Tier 2 Nominees (Eligible for Quarterly Prize and Recognition)

Nominee(s) 

Submitter 

Link To Nomination 

Brittney Keesey, Dan Delaney, Matt Weissenbach, Steve Mok, Mackenzie Weiss, Tom Kazmerzak, Richard Dion, Tom Jordan, Stephanie Locher, Nora Priske, Marissa Ehrlinger, Josh Michaels, Krista Kreul, Beth Plageman, Jacob Kriegisch, Steve Riddle  

Sonya Buchanan 

 

Jason Kreuger 

Derek Wooley  

 

Steve Mok 

Kent Plummer 

 

Tom Kazmerzak 

Anna Nikolich 

 

Jason Kreuger, Beth Plageman, Rachel Pelletier, Lakshman Va, Jacob Kriegisch 

Marissa Ehrlinger  

 

Elaine Cizma 

Dana Ward 

 

Elaine Cizma  

Derek Wooley  

 

THE WATERCOOLER

This month we’re recapping a few FAQ posed to Karen Kobelski at our all employee meeting in January.Our leadership team is committed to answering questions you have about our overall goals, projects or anything else that might be on your mind. If you have a question, submit it anonymously here. 

 

  • Where is the product development team looking to expand our solutions? Ideally, we start by looking at close adjacencies, such as lab compliance, as one example. Wolters Kluwer is focused on solving our customers’ toughest challenges—so another opportunity is to look at other emerging conditions where early detection is beneficial where POC Advisor may play a role in improving care and outcomes. We’re already targeting hospitals, so looking at other areas with compliance and surveillance needs is the first step. We may also uncover additional opportunities by understanding our customers, such as pharmacists, more deeply. That’s why voice of the customer interviews play a key role in product expansion. From an acquisition standpoint, we will evaluate solutions that complement our current portfolio, but similarly, also address critical challenges for our customers.   

 

  • You mentioned our growth goal of hitting $100 million in revenue as a business. What’s our timeline for growth? It’s an aspirational goal – we’re not going to get there without acquisitions, partnerships and new channels. So we’re focusing on those areas first and setting several smaller goals. We need to identify these opportunities before we can really determine a timeline to meet that $100 million goal.  I would love to be there in the next 5 years, but we have a lot of work to do to set foundation for growth. That’s why we’re hiring additional team members—once those roles are filled, we can begin to explore and pursue new opportunities.  

 

  • What support is Wolters Kluwer Health providing us for product development? Right now, our product development teams have the autonomy to develop our roadmap and to go-to-market. It’s great to have that flexibility, but no doubt, there are missed opportunities and economies of scale that the division might leverage. That’s why Diana Nole started the Technology Leadership Council in (year), and is now is looking to hire a product strategist at the division level. This person’s role will be to understand the Health portfolio and our current markets to identify opportunities for growth. This position will be an equal balance of research in the market and execution, including identifying resources and teams to make it happen. I believe this will provide transparency across the division and position the Health division for success long term. 

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Do you have an idea for features for next quarter’s newsletter? Submit it to email: Teresa.Westrich@wolterskluwer.com and include the subject: Newsletter idea.

 

Have a burning question you need answered via the quarterly Watercooler? Submit it via this form.

 

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Written for clinicians

by clinicians.