Medical IT reseller, Rauland Australia, has sealed a deal to provide 150 HiPath HiMed units from Siemens Enterprise Communications Group (SEN Group) to the Macquarie University Hospital (MUH) in Sydney.
Rauland will also provide screens for 180 beds and 50 large screens for waiting areas, with three separate choices to offer alternatives to Siemen’s offering. All screens will be able to stream content over IP.
The reseller was unable to provide a monetary value on the deal. “I really can’t talk a number with you,” Rauland Australia director, Steve Gomes, said. “Macquarie University is quite sensitive about the issue so I can’t get into the value of the contract.”
In September 2009, Rauland signed an exclusive distribution deal with Siemens
According to Gomes, the deal with MUH was the catalyst for Rauland signing an exclusive distribution deal with Siemens in September 2009. He expected his company to hit its $1.5-$3 million first year target by the end of 2010.
“[MUH] liked the capability of the Siemens system because it was fully digital. That’s when we first spoke to Siemens about bringing the product in,” he said.
“e-health is building up momentum and the public hospitals in particular are taking serious interest in it,” he said. “They need to find ways of funding this so we need to show them the cost efficiencies from using the systems electronically.
“[Profit generators] are video on demand and Internet access at the bedside. There are other facilities too that we will be setting up. They will include making it possible for patients to order meals from the on-site restaurants.”
Although Gomes was hoping to use up to 12 existing Siemens resellers to sell the HiMed product, he said Rauland was currently educating six and would not consider adding to them until next year. Most business was set to be sealed direct until at least 2011.
“Because it’s a tailored proposition with a lot of customisation for these sites, we’re probably going to pull in about 90 per cent of the deals directly ourselves in the first year,” Gomes said. “Until we establish an example site in each city that the resellers can sell from, you’ll find we’ll be bringing them in.
“We’re going to have one in Victoria and one in Queensland fairly shortly.”