Demos Among Friends

We got word, rather late in the game, that one of our referring clinician groups was thinking of changing their PACS. With a little nosing around, I was able to get myself invited to their meeting, where they would hear from the two vendors selected by their head of imaging. The group was only dimly aware that we have our own Merge PACS to sell, which happens to be the same system that is used at our common hospital.The night of the demo came. I won't name the two vendors because one has a reputation, deserved or not, for taking legal action against those who speak ill of it, and I might as well not name the second. I sat beside the clinicians, their administrator and their IT guy, and pretended to be an interested bystander. In fact, even the clinicians didn't know I was there with a PACS in my pocket.I'm going to skip over one presentation, as it was kind of lackluster, and didn't strike any chords with the clinicians. The presenters were knowledgeable, but there were certain gaps in the information, such as how the software actually runs on the client machine. Thin client? Thick client? Java? dotNet? Ummm, we'll have to check on that.The other vendor did a much better job, a fantastic job, really, presenting the product from head to toe, and enticing the clinicians in the process. More about that in a moment.After the salesfolk left the building, I had the chance to somewhat sneakily and sheepishly present the possibility of selling space on our Merge PACS. By this point, ...
Source: Dalai's PACS Blog - Category: Radiologists Source Type: blogs