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A Healthcare Equipment Manufacturer Explores Potential Integrated Solutions Offerings

The Challenge: Our client, a leading manufacturer of hospital workstation equipment was aiming to define its next generation offering for the operating room environment. The client wanted to assess whether there was a need for a fully integrated solution that would drive inventory workflows and processes in the surgical suite.

Assessment: Blue Canyon determined the challenges in supply management in the OR, assessing the importance of priorities including safety, satisfaction, speed, labor, inventory, data capture and efficiency. Blue Canyon also created economic models and conducted interviews with OR Medical Directors and other end customers/ influencers, including surgeons, anesthesiologists, and circulating nurses. Concepts were also tested in facilitated focus groups.

Strategic Solution: Based on our assessments of  competitor initiatives and customer adoption rates/barriers, Blue Canyon outlined four potential solution options and described the benefits each concept could bring. We identified how each concept could help the hospital save money by lowering waste/loss, making people and workflows more efficient, and improve accuracy and compliance/data capture. We also addressed how each concept could help hospitals increase revenue by lowering OR turnaround times, improve case starts, and improve physician satisfaction.

Results: Each of the four concepts required the client to embrace business transformation technologies. One concept in particular was selected for its ability to be introduced into a $10B market with an attractive ROI. As a result, the client invested in engineering and application engineering resources and acquired selected technology capabilities to augment the organic initiatives.

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