Commercial Integrator January 2023 - 20

COVER STORY
Integrator Profile
record the request, when the meds were
administered and the dosage. By integrating
several new, cutting-edge technologies
with CareSight, it will be possible to build
that record and send it to the nurse, who
can then directly write to the patient's
medical record. Ultimately, it takes steps
out of the nurse's day, leveraging an
automated solution so nurses can become
more efficient and give better patient care.
" It makes the patient much more satisfied, "
Bailey enthuses. " They can get the care
they want, when they want it. "
Bailey says LSC's goal has changed from
just providing good signaling for hospitals
to improving caregiver workflows and overall
patient-stay experiences. " With this analytic
software tied to all [different] systems,
we now can pull it all together and look at it
as a single group of data. And we can truly
make some comparisons that we couldn't
make before, " he declares. " This is truly an
as-a-service. You can truly turn it on or off.
We can set it up at a hospital, they can use it,
and, in six months, if it's not giving them the
results they want, they can turn it off. "
Conversely, healthcare operations might
find that not only is it giving them the results
they are expecting, but, in fact, it will
give them new insights they didn't know
were possible. " So, " Bailey says, " then we
expand it to other systems within the hospital,
as well. It doesn't matter what system it
is - if it outputs data, we can monitor and
analyze it. We could tell you when and how
often it's being used. "
Adding Professional Services
If you would have asked Bailey 30 years ago
if he would ever need registered nurses on
his staff, he would likely have asked, " What
for? " However, with the company having
morphed into providing professional services,
eight registered nurses work for the
company to provide healthcare providers
or healthcare facilities with advice.
Any of Lone Star's infomatics nurses can
go into a hospital setting and, because of
their experience, immediately recognize
what's happening and make projected
improvements on workflows. The results of
what LSC does are self-evident. As Bailey
puts it, " The patient is more satisfied,
[which] adds up in higher reimbursements
20
Lone Star Communications partners with Rauland workflow and communications
products, such as the Rauland Converge panel, part the Responder Enterprise
nurse call system (as shown above), for hospitals and schools worldwide. With
today's equipment shortages, the company is leaning toward more software and
subscription-based systems.
for [the healthcare institution], so they get
more income as a result of that. "
In the coming years, LSC hopes to
become known as a national company
renowned for its superior professional services
throughout the U.S., helping improve
the processes within facilities, helping
companies and/or facilities become more
efficient, and helping healthcare entities
provide better patient care. " Ultimately, all
that leads to higher reimbursements for the
hospital, " Bailey notes. " And that's really
our goal: If we do the [rest], the [last] one
will come along naturally. "
Aggressive Growth Targets
When it comes to managed services, LSC
is moving aggressively. About 14% of the
company's total revenue is recurring. Bailey
Commercial Integrator JANUARY 2023
has set ambitious growth targets to raise
that to 30% over the next three years - and
then to 50% over the next 10 years. " I think
it's probably more aggressive than a lot
of integrators, " Bailey says. All integrators
want to reach those levels, he says, but
notes that it's very hard for integrators still
focused on reselling and installing hardware
products.
Using the analogy of a car, Bailey says
that people don't " subscribe " to a car -
they buy it - and they perhaps might subscribe
to a maintenance agreement. LSC
is positioned favorably, however, he says,
noting, " More and more of what we're
doing is software, and our manufacturers
are providing software. " What's more, with
the CareSight acquisition, LSC has its own
in-house portfolio. " More and more of it is
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Commercial Integrator January 2023

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