Development of Value-based Imaging

Driving Vendor-Customer Relationships in a Value-focused Medical Imaging Environment in the United States

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A trickle-down effect from healthcare reform, together with a transformation operated from within, is pushing the medical imaging industry into a value-focused environment. Although it does seem that the volume-to-value transition in medical imaging will be more of a gradual process than an overnight change, it is already well underway. Its impact will be no less significant for the entire value chain including healthcare providers, vendors, and payers. Focusing on the implications on vendors, the goal of this study is to capture the current status, and chart the evolution of this transition as the medical imaging field starts to move away from the fee-for-service paradigm.

Table of Contents

IntroductionValue-based Healthcare—Care Delivery TransformationKey Actors in the Medical Imaging Value ChainOngoing Consolidation of all Imaging Stakeholder GroupsThe Trickle-down Effect of Value Imperatives on ImagingValue-based Imaging—A Simple DefinitionStakeholder Re-alignment Around the Value ImperativeValue-based Imaging and the Shifts of RiskMore Signs of Increasing Vendor Willingness to Share RiskVariegated Examples of Current Risk-sharing initiatives Changing Attitudes of Select 5 Industry Participants Primary Customer InputCustomer Input from Imaging Managers in US HospitalsRelevant Characteristics of our Respondent SampleBundled Reimbursements in ImagingProvider Participation in Shared-risk PartnershipsConsensual View on Evolution of Bundled ReimbursementsExpected Adoption Curve of Bundled Imaging Payments Financials Top Projected Impact of Bundled ReimbursementSecond-tier By-products of Bundled ReimbursementsImaging DecisionsTop 3 Objectives of Medical imaging InvestmentsSecondary Objectives of Medical imaging InvestmentsEnterprise Stakeholders' Influence Over Imaging Decisions Department and Clinical Stakeholders' Weakening Influence Ongoing Changes Impacting Vendor Selection StrategiesVendor-Customer RelationshipsTop 3 Value Drivers in Vendor-Customer RelationshipsAdditional Value Drivers for Vendor-Customer RelationshipsEvolving Customer-Vendor Relationships into PartnershipsAdditional Drivers for Customer-Vendor PartnershipsAdopting New Business Models with Imaging VendorsTop 10 Vendors’ Positioning for SuccessStrategic RecommendationsRecommendations to Medical Imaging VendorsLong-term Vendor-Customer PartnershipsThe Pressing Question Under Every Vendor’s MindOpportunity for New Technology Financing ModelsChanges Driving Need for Business Model InnovationThe Last WordThe Last Word—3 Big PredictionsTable of Acronyms UsedLegal DisclaimerThe Frost & Sullivan StoryThe Frost & Sullivan StoryValue Proposition—Future of Your Company & CareerGlobal PerspectiveIndustry Convergence360º Research PerspectiveImplementation ExcellenceOur Blue Ocean Strategy

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