Clinical Market Share

June 24, 2011
As part of an exclusive partnership, HCI will be presenting more information on KLAS reports than anyone in the industry. This page, ‘KLAS Reports,’

As part of an exclusive partnership, HCI will be presenting more information on KLAS reports than anyone in the industry. This page, ‘KLAS Reports,’ is a new monthly feature highlighting interesting tidbits, commentary and factoids personally selected by HCI editors for our CIO-level audience.

KLAS SAYS: Almost 95 percent of provider organizations over 200 beds have already chosen their core clinical solution. However, vendors such as GE and Siemens, are investing millions of dollars in next space-generation systems. This begs several questions: Who will buy these new systems? Are there enough buyers to satisfy all the vendors and keep them healthy? Will available business, either new or replacement, be enough to sustain the market as it exists today? Which vendors are successfully selling new CIS solutions? And which vendors are being replaced? KLAS talked with hospitals around the country in an effort to answer these and other questions. In the process, we validated the sales report of every major clinical vendor to verify accuracy, confirm that the purported sales were not just sales of modules, sort out those where two vendors claimed the same organizations, and facilitate comparisons.



BOTTOM LINE: Cerner places fourth behind McKesson, Epic, and Siemens in number of contracts. Cerner sold an average of 13 new hospitals annually for the last four years. Cerner is now looking for international opportunities to sustain revenue growth like they did in the early clinical days in the U.S.


BOTTOM LINE: Eclipsys continues to surprise many in the HIT arena as their products continue to improve. A great deal is riding on their ability to successfully deliver an integrated pharmacy solution over the next 12 months. Clients will then focus on the ambulatory EMR.


BOTTOM LINE: Epic is getting attention from all corners of the market, and looks to replace products from nearly every vendor next year (from Meditech to Cerner and GE). Performance scores have dropped slightly since Epic's initial jump onto the scene, but this vendor continues to score well above the competition in most areas.


BOTTOM LINE: When the GE development at IHC is finished, they will have a unique story to tell the market. Until then, it remains unknown whether existing customers will stay the course; many lack the patience to wait.


BOTTOM LINE: McKesson leads in the number of contracts sold for the second straight year. They continue to focus on integration as they expand their product offering. Clients eagerly anticipate the benefits of v.10.1 and the integration that is forecasted for their clinical products.


BOTTOM LINE: In 2007, Meditech won about half as many deals as they had in previous years. Some serious changes are in store for Meditech clients with the unveiling of v.6. This will cause some to move forward because of the new user interface, and will cause others to look at different options if v.6 does not solve the clinician adoption issues.



BOTTOM LINE: This may be a win for Affinity customers who have the opportunity to move to a more robust clinical solution at a discount. The technology of Affinity and CPR is reported to be similar, allowing QuadraMed to tie the products more closely together than with just a standard interface.


BOTTOM LINE: Actual deployment of Soarian is much broader than most would suspect, with over 30 hospitals live on results review and over 20 live on nursing documentation. If Soarian continues to progress, KLAS expects a number of additional Invision clients to sign in the near future. Providers will know it is ready for prime time when users of other current CIS products like Cerner, Eclipsys, Epic, McKesson, and Meditech, move to Soarian.



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Healthcare Informatics 2008 September;25(9):16

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