This Week Health

CDW and Sirius Healthcare have served healthcare clients for years and now they have come together. In this episode, we sit down with Imran Salim and Tom Stafford to discuss how clients will experience the new company.

Transcript

So here we are at HIMS:

, for formerly with a serious health care. That, but that's what we're going to talk about.

Two great brands within healthcare. A well-respected, , a lot of things. And I think what people wanna know is what's it look like for these two companies to come together? Which one of you wants to start?

I can start, , well, first of all, we're very complimentary to each of them and that's wasn't a surprise, but I knew that was going to happen.

And obviously we have two healthcare strategy teams set of already integrated. We're working together today. And when we work together, we get to help our customers. And so the. Today. And I guess what's really valuable for all of our customers is on a high level. You know, unfortunately in healthcare, CW is known as a big box pusher with all logistics, even on the other verticals we do with services and solutions, a lot more in healthcare, but by us coming together, we get the power of Sirius and their services solutions along with our capacity to actually help grow this more.

Cause we have a lot of engineers and delivery on our side and then you always get the power that logistics. And they're valuable, , partnerships with all the manufacturers, which will help

our customers. I'm going to come back to you. We're going to talk about some of the numbers. CDW does numbers that are just mind boggling you a serious healthcare, very successful within healthcare.

I know a lot of your clients that I've talked to CEOs and, and they appreciate the services you bring. What does the marriage of the two companies bring to those clients?

The exciting part is serious would always drop off before we ever got to the client side of devices, right. We just handled the data center and the cloud and all the services did it.

Now we can actually deliver end to end with CDW. , that was one thing. And the other thing that's serious is going to be benefit on our customers. Be beneficial is CW is a big company. So many more resources that can be thrown in with Sirius did and to expand even further out. So the two coming together for clients should be, it shouldn't be one, one equals two.

It should be one, one equals. At the end of the day with everything we're going to do. And we have tons of planning sessions we're trying to do to make sure we deliver value to our

clients. Yeah. There was a lot of things you didn't do. You didn't do licensing. You didn't, you didn't really sell the, or did you, you sold some of the equipment, but not all people.

Yeah,

we read. If you look at it from a data center perspective, we didn't touch any of the client's side equipment at all. Right. It wasn't our wheel bag. We didn't do it. I mean, CDW, , images, 10,000 systems. I know there's

numbers that

we couldn't do a thousand a day. So it wasn't even, it wasn't even a fair fight.

We

did the U S census for the government, which was like 800,000 devices,

which is, I mean, those are the numbers that are just staggering to me, but you have those capabilities. You have those, , configuration centers where it's, when people go in and it looks like a massive football field it's , but they could pull that equipment together.

, highly customized images. I. Oh, even

we customize endpoints. We also build like, , , racks or folks. So there are configurations beyond just endpoints, but we do network stuff. We do entire racks that have storage and compute. , we QA before we ship it out to Vernon testing and it's pretty neat. So that just goes now to continue to grow.

So, , I know with you, we've talked a lot about the, , sort of the hospital of the future, the room of the future and those kinds. , I'd love to hear how you guys view, , healthcare in the next couple of years and how you're going to play in that. So I guess we'll, we'll, we'll start here.

Yeah. So a few, a few real look we launched, , last year, which was patient room next.

It was designed to treat a patient wherever they are. It doesn't matter whether it's home health, parking, lot hospice. , and that's really the focus of patient room next is. And, and we believe that's where this is going. , as you know, , , it's more cost-effective, it's better patient care if you could treat them outside of a hospital.

So we've decided building that and we continue to drive that technology and look for new technologies and Fred Holston, who works for me, my, , Oklahoma mad scientist. His job is to solely focus on that and give me the next three-year roadmap on, on what that's

going to. So it's not, you're not saying, Hey, these are the technologies that you're going to use.

It's more, you bring people to. You have conversations and they say, well, in our environment, we're looking to do more home health, and then you explore partnerships in that. Yeah. So

one of our, so our labs, the way they're designed is, , we don't build or solve anything unless we have a clinical partner that comes in and says, here's my problem, help us solve this business or clinical problem.

We lay out the strategy and the plan. And then at the end, we plugged in the right technologies that come with them. So it's really, our viewpoint is we're going to go solve the client problem first.

Well, one of the things I love about you is you've been in the chair. Yeah. So you've gotten to see it from both sides of, of the equation really.

, and that gives you a real benefit. It's one of the things, as I do interviews, people are like, I like talking to you because you understand where I'm coming from. I'm not media per se because I've been on the other side. So when you, when you have those conversations, I, you know, I now look at you and your team and the team that you have.

A lot of healthcare experience to bring, to bear to the industry. So, , you know, what does that look like for, for an organization to engage CDW healthcare? Oh, it's, ,

it's really easy to engage with us cause we're already working with most hospitals. Right. And where we see the engagement today is a lot going back to like the future real quick.

Cause I think another thing's important there is that we're seeing with a lot of CEOs today is that they're starting to look at the data center. So. And that's good because they want to focus more on their patients. You remember when I was a CIO, I like heard about this. The patients it's like we have to make patient care better with technology and all our, our clinicians and physicians to use technology to assist them in their care.

And I was super excited because that's kind of what I saw in patient room next was it's just the next technology and it's going to get us there. So as far as overall engagement with, , our customers, , there's, , multiple channels for that. Obviously they can work with their existing account executives or they work directly with our strategy teams, but most cases, it starts with a conversation.

And then what we do is provide solutions. I'm more of a platform based to them. So we do roadmapping sessions with all of our customers and to figure out what they have today. We have access to the entire industry. So we see what's out there and we can do gap analysis for them. But in the end, our goal is to make them stronger in their healthcare.

Better serve their patients and then protect the

patient data. All right. So to be very clear, would I come to a serious, a CDW company for cybersecurity? Absolutely. Yeah, absolutely. From, from what perspective? I mean, cause it's a, it's pretty broad space.

Yeah. So once again, for, from my perspective, it starts all with the client and where they are in their journey.

, so my team last year were involved in 11 ransomware incidents where they were. Okay. So understanding not only the security side on what security needs, but also understanding it operations and then clinical, right? So you have a breach,

so you can do emergency response. Absolutely. We have an IRT and you can do strategy.

That's correct. And you can do essentially partners. You have partnerships with a lot of the players. So you're bringing that those players to bear the full

stacks kind of large. , and it's, it's not just technology. It goes to the processes that Emron. So, you know, doing instant response or doing pen testing, doing tabletop exercises with their customers.

So they're ready for ransomware because you don't want to do your first table top exercise at two in the morning on a Saturday, and your CEO is breathing down your throat, wondering why he can't get on this computer. Right? Yeah. And so, , so we provide the full gamut when it comes to services across the board and security, but we also have partners with every part of the tech stack.

To factor all the way into air gapping, your backup to make sure we have an immutable

copy and people might listen to this conversation that they, your, , you know, you're essentially going to sell me equipment, but you guys are much larger than that. You are very much a solution oriented. Yeah. And

I'll tell you when my team goes in for a security breach or have that security discussion, the first comment is don't buy anything because the reality is you probably have one of those.

We just got to get it to where you are, what comfort level you have. Can you run it? , you know, it's all, it's all about people and process, right? And that that's what helps from a security breach,

, data analytics.

Yes. , we do have a data. Seriously had a data analytics team. We had a previous C-suite chief data officer from inner mountain healthcare.

And, , it's talking about data governance about data dictionary. It's also about taking modernizing data, a lot of data warehouses. How do you do a cloud? How do you do a cloud migration? Do.

That's where I was going next cloud.

Yeah, the gun that comes back as being complimentary. Right. So serious that already taken a few folks to Azure.

We have programs around taking folks to Azure or to AWS and using, , some partners are, did manage the services, but by us coming together as a certified Azure partner, and along with, we have maybe about 200 cloud engineers that support every vertical. So this again goes back to the resources that helps with.

With Emerson's team. They, now we can do a lot more than we could do in the past. And we can serve our customers practically because you want to keep saying yes, yes, yes. And not have resources to do it. But today, more than ever, we have the resources to help all of our customers.

I used to love vendors that were focused on healthcare because then they would understand what I was going through.

They would understand my business, but I also like vendors who, who had business outside of healthcare, because. And in a lot of cases, cybersecurity being one, I want to know what was going on and in finance and manufacturing, other areas, , maybe even oil and gas, how are you protecting these things? Yeah, exactly.

Yeah. And on the data side, I'd want to learn from retail and marketing and other organizations. And those vendors sometimes were a great way to just leverage one point of contact and say, Hey, could you put us in contact with people who can help with. You have engineers are working essentially across industries.

It's fantastic.

And I'm looking forward to get friends from it. Some of our hospitality and more restaurant related verticals, because you know, there's solutions there for healthcare. We just have to uncover 📍 them, right?

Yeah, absolutely. Tom, I want to thank you for your time. Amrun. Always pleasure.

Appreciate,

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