How to remain stable in times of change
What issues are of concern to radiologists? And how are we responding to the shifts in the market? A discussion about solutions for uncertain times.
Which topics are currently dominating your discussions with radiology practices and hospitals?
Christian Rußmann: The overriding topic is a heavy workload, which, combined with rising costs, calls for efficient workflows and solutions. Put simply: a heavy workload coupled with rising costs and the desire to assign staff to worthwhile tasks. More time to work with patients in order to provide high-quality care. This only increases the pressure to improve efficiency. The shortage of skilled staff and the lack of time are also playing an increasingly significant role in our discussions with IT managers. For some customers, this goes so far that they would prefer us to provide a plug-and-play software solution, including operational responsibility. One thing IT professionals and radiologists definitely have in common: Both want to reduce the complexity of their software architecture, in other words, fewer solutions with a smaller overall footprint.
Dr. Axel Crasemann: In concrete terms, this means that doctors do not want to stop using PACS as their primary work tool. That is exactly what we are responding to. A very practical example is the certified video consultation feature we incorporated into JiveX, which is available as both a billable and non-billable service. This saves a significant amount of time and adds convenience - not only for healthcare providers, but also for patients, who no longer have to wait for prolonged periods in the practice after their examination but can instead schedule a follow-up appointment in advance. This feature allows sharing patient data via the JiveX HCM screen view during professional discussions with colleagues - essentially serving as the radiology team.
Not only is the immediate work environment changing, so is the market.
Rußmann: Indeed. It is clearly evident that more and more investors are entering the radiology market. On the one hand, there is an increasing trend toward acquisitions and the formation of chains among radiology practices. There is also a shift on the supplier side because - at least that is my assumption - investors expect integrated solutions to deliver the most growth.
How is VISUS responding to this?
Rußmann: We have traditionally relied on strong and reliable partnerships, and have done so with great success. We can now observe how some of these are changing in part. For us, it follows that we must position ourselves more independently than ever - and, most importantly, protect our customers from becoming dependent on a single provider. “Minimize your risk” is our motto, and we can see that our customers understand that too. With the exception of billing, almost all RIS functions can indeed be handled via PACS. We support this trend with a solution that consistently streamlines workflows - but is RIS vendor-neutral. PACS is at the core of diagnostics and service provision and can also be upgraded to an HCM system if need be: A true platform designed to provide the best possible support for each user’s workflows. Images and information at the touch of a button - easy to access and always available whenever and wherever they are needed.
Crasemann: Our customers should also be able retain their flexibility when it comes to AI integration. We have made a conscious decision not to develop our own AI, but instead to let our customers make their own choices: Via the marketplace of our partner MedeEcon Ruhr[JP3.1], where we offer curated solutions, and through a deliberately open architecture that allows me, as a doctor, to perform comprehensive post-processing using my on-premises AI solution.
On which basis should customers make their decision?
Rußmann: We live in times of uncertainty and unease. This only makes me all the more convinced that there need to be areas in life that provide stability - especially when they are working well. And our products work exceptionally well and are extremely stable. Seven days a week, 24 hours a day.
Crasemann: The challenge for the coming years is now stability amid change. While others were busy disrupting things, we recharged our batteries in order to guide our customers step by step into the new world in a meaningful manner. That is something we hear time and again from the market, too. People don't want everything to change overnight. Hospitals and medical practices are looking for a partner to accompany them over the next few years - all the way to PACS, which will eventually be nothing more than a truly plug-and-play solution. We are currently building the bridge to this future as part of the "HALO" project: A cloud-based platform solution that enables various transformation paths and a wide range of application scenarios.
