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One goal should be to become an "all-encompassing" consultant for a health care customer, McDonald added. The more solution providers know about the space and can answer technology questions related to the health care market, the more trusted a partner they become.
"The day you think you know it all is frankly the day you should quit, because you're putting yourself and your clients at risk," he said.
Kerr, Shoer and McDonald urged VARs new to the health care space to seek out as much training and information as possible. As far as the best opportunities, thanks to the switch to electronic medical records and the infrastructure needed to support them, storage, disaster recovery, security, agile networking and other tools that make that infrastructure run smoothly will all be hugely important.
"Health care has the potential to cause you a great deal of pain if you run fast into the room and don't know where you're going," McDonald said. "You need to be careful. If you go in and pretend you know what you're doing, things can get pretty ugly."
"It's going to be a little bit more complicated," added Shoer. "The onus is on the individual organization to get expertise and training the space. Recognize your strengths and build on that."
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