Best Practices for ICT Vendors Selling into Healthcare
May 24, 2006

Roundtable Report provides top vendors' views on the challenges of selling into health care markets, sets stage for follow up meeting on June 6th.

Ottawa, ON, May 25, 2006 – Increasing the levels of partnerships/collaborations between hospitals, a need for visionary leaders, and the ratification of government procurement processes are the key industry recommendations being made with respect to achieving sales breakthroughs in the health care sector, claims a report released today by the Canadian Advanced Technology Alliance (CATAAlliance).

The report, titled Best Practices – For selling into the health care market is the result of an executive roundtable hosted by CATAAlliance this past April. The discussions sought answers to a number of key issues addressing how to best shorten the sales cycles in health care, including: how firms can best build relationships with healthcare customers through speaking their language and understanding their business; translating business objectives to a tactical plans that work; ways to measure sales productivity; and determining the value of strategic partnerships.

“The event resulted in an excellent series of best practices that today’s ICT vendors looking to tap into the health care vertical need to familiarize themselves with,” says CATAAlliance VP Research, Kevin Wennekes. “From the involvement of industry associations and creating supplier alliances to proposal writing, this report highlights the solutions that vendors must pursue in order to succeed. The need for strong leaders is also explored and some final recommendations and next steps that were consensually arrived at are provided as well.”

The event included a keynote presentation by Chris Renaud, CIO of Health Service, Ministry of Health and Long Term Care, and discussion leaders included Al Shaver, Health Care Practice Leader, Teranet Inc., Sal Causi, Assistant General Manager, IBM Canada, Lou Milrad, Partner, Gardiner Roberts, and Don Chapman, Vice-president and general manager, Novell Canada. The audience, who actively participate in these forums, included industry leaders from firms such as Rogers, Nortel Networks, Bell Canada, HP, OpenText, Mitel, MedShare, Xwave and many others.

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A follow-up event is planned for June 6 in Toronto and will this time attempt to determine from the health community itself how ICT can help them in addressing their own business challenges. More information on the forum Learning how to Align People, Processes and Technologies to Make an Impact to Patient Care can be found here:

The report is available to CATAAlliance members, please verify your membership status and then contact Cathi Malette at for information on how to obtain a copy.

About CATAAlliance: Advancing the business of technology

Canadian Advanced Technology Alliance (CATAAlliance) is Canada's leading, most influential and entrepreneurial technology alliance. It is committed to growing the global competitiveness of its members. The common purpose that unites the membership is CATAAlliance's commitment to members' business growth. The "Traditional Champion" of Canadian research and development, CATAAlliance's mission is to stimulate "Global Business Growth" through the forces of Canadian innovation and strategic partnership. More information about CATA can be found on the CATA Web site:


CATAResearch provides CATAAlliance members and stakeholders original, timely and unique information that helps them to make more informed, fact-based decisions in order to optimize and grow their businesses. CATAResearch was created in response to requests by individual companies and syndicates of companies to access CATA's survey and research tools. Similar to CATA's work in advancing industry-wide business growth, supported by timely research, companies are seeking to advance their business agendas through professional research. CATA Research seeks to facilitate research by providing opportunities for collaborating, supporting individual or syndicated research projects, and assisting with the sponsorship and staging of research forums of various types. Visit for more information.