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IT Systems for Health Care: LTAC Operator Turns to MicroAge for Aid

Every industry has its own language and, of course, its own technology needs. For the IT manager of a long-term acute care (LTAC) facility, working with someone who understood the broader health care industry as well as the LTAC niche was important, as he searched for a better way to find IT systems for health care.

“The reseller they were previously working with was basically an order taker,” says MicroAge’s Rick Trujillo. “LTAC facilities are a small niche inside the health care industry, and I’ve been working with these types of organizations for a long time. That helped me to be able to provide the kinds of specialized health care IT systems they were looking for.”

Recognizing that health care/LTAC is a budget-sensitive industry, Rick also understood the need to be thorough in his assessment of their situation and creative in developing an IT solution.

“You have to take the time to look at the existing technology to see what they can keep, and you have to make sure that any hardware is compatible with medical applications,” he explains. “Some tech companies have specific—and few—product lines that are tested to be compatible with medical software applications. You want to make sure you have the best technology in place and that you’ll have access to support too.”

Rick’s client, which operates more than a dozen LTAC locations, is in growth mode—opening about two to three facilities per year.

“Sometimes, they’re opening a hospital-within-a-hospital, adding to an existing infrastructure,” Rick notes. “Other times, it’s a standalone facility with a data center within the facility.”

They’d previously been frustrated with the timing around getting the hardware they needed. Rick quickly jumped in, working to understand their preferred process for IT orders, their budget, their standards and their software application needs.

“Even if it’s not something they’re buying from me, I make sure I understand it all so that the solution I recommend is the best solution for their needs,” Rick adds.

Then, Rick worked with the IT manager to develop two project plans—basically an outline of all that would be needed for a hospital-within-a-hospital model and another set of requirements for a standalone model, including basic quantities and distribution timelines.

The solution for a hospital-within-a-hospital LTAC comprised 25-plus line items from supplier partners HP, VMware, Eaton and Zebra; including:

Rick recommended HP for servers, networking, storage, PCs, laptops, thin clients and printers, because, he notes, “HP has high-quality products that work in a health care environment. Plus, by sticking with one manufacturer, we were able to achieve better discounts for the client. They have a very thin IT staff, and the ease of working with one manufacturer—and having one number to call for support—is better for their staff. Those little things really do help.”

Rick has helped the client bring three facilities online, and with each launch, he’s continued to find new ways to make the IT procurement piece even more efficient, further cementing his place as the IT manager’s go-to person.

“At MicroAge, we go the extra mile for our clients,” Rick says. “And you can really tell when someone is doing the extra work to make your life easier.”

If you’re eager to work with an IT solutions expert who gets you, contact Rick Trujillo at MicroAge today. He can be reached at 480-366-2149 or rick.trujillo@microage.com.

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Rick Trujillo
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