“The main challenge for the healthcare IT industry lies in the interoperability of connected medical devices to enable connected medical device ecosystems,” says Batsishcha. She adds that IT service providers need to better understand the daily challenges in healthcare and design connected ecosystems to fit clinical processes.
“Clinical stakeholders often don’t have any technical requirements … but they have a clear vision of the patients' medical needs, desired functionality, communication flows, integrations with other IT systems, and expected outcomes,” says Batsishcha.
Somebody Call Security
In fact, IoMT buyers are more likely to be doctors and other clinicians, not your traditional CISO or director of networks. Their understanding of security is often limited to the device, leaving network security as a giant blind spot.
“Sometimes it’s a harder conversation to have because there’s been so much noise in the market around IoMT security, confusing patients and customers to think they only need to secure the device,” says Tamer Baker, vice president of global healthcare at Forescout Technologies, an IoT security specialist, based in San Jose, Calif.
However, it’s a critical conversation in a world where many medical devices are designed with security as an afterthought (or less), even though the healthcare industry is a top target for cybercriminals. Thankfully, channel pros’ experience securing traditional IT environments is an important asset for IoMT implementation.
Compliance expertise is similarly important. Batsishcha says it’s imperative to know any region-specific regulations the healthcare provider should follow to ensure regulatory compliance and patient data privacy. Baker echoes that sentiment. He says Forescout does 90% of its business through the channel and finds partners who include risk audits and mitigation as part of their service are always further ahead of the curve.