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.
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.
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.
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 >>
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.
Here is a quick recap of what was released on January 30 for our clinical surveillance and compliance solutions.
Compliance Q1 features released include:
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 a 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.
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 (email@example.com) or Ryan Peterson.
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!
Please take the time to FOLLOW our recently created a Wolters Kluwer Clinical Surveillance & Compliance Spotlight page on LinkedIn.
Click this link: https://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!
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.
Vice President & General Manager – Health Language
Specialized Consulting Director – Physician Informatics
Health Clinical Surveillance & Compliance
Business Development Strategy Director
Health Clinical Surveillance & Compliance
Field Sales Executive
|Associate Director, Account & Relationship Management||Aimee Dorn||Health Clinical Surveillance & Compliance|
Field Sales Executive
Health Clinical Surveillance & Compliance
Technology Project Manager
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.
Tier 2 Nominees (Eligible for Quarterly Prize and Recognition)
Brittney Keesey, Dan Delaney, Matt Weissenbach, Steve Mok, Mackenzie Weiss, Tom Kazmerzak, Richard Dion, Tom Jordan, Stephanie Locher, Nora Priske, Marissa , Josh Michaels, Krista Kreul, Beth Plageman, Jacob Kriegisch, Steve Riddle
Jason Kreuger, Beth Plageman, Rachel Pelletier, Lakshman , Jacob Kriegisch
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.
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.
Written for clinicians