Hundreds of villages across rural India could soon have access to first-rate health care thanks to a telehealth solution developed by New Zealand company, Medtech Global.
Based in Auckland, Medtech Global develops health care practice management system technology that provides electronic solutions for the management of patient information.
“Our products add value to, and connect the entire health care community,” says Chairman Vino Ramayah.
The telemedicine solution developed out of a New Zealand product that was adapted to fit the Indian market and then morphed into its own distinct solution.
(Trade Minister Tim Groser and Medtech Global chairman Vino Ramayah.)
It provides access to patients’ vital data through video, audio and electronic means and is being piloted by India’s National Agro Foundation (NAF).
“Initially we will pilot the telehealth project in about five villages over 12 months. If we are successful it will be rolled out across 600 villages, and that’s just in one State,” says Mr Ramayah.
While Medtech Global’s products are used in health care systems around the world, the recent partnership with NAF to run the telehealth pilot has focused attention on the scale of potential opportunities on the sub-continent.
The company has also signed a Memorandum of Understanding with the Rajiv Ghandhi Cancer Institute and Research Centre for the digitization and provision of electronic medical record software.
“Investing in India is not for the faint hearted,” says Mr Ramayah. “You need stamina and patience to succeed in India.”
He says it took the company about 16 months to get to this point but they were helped by NZTE who facilitated meetings with key government and private sector health care providers.
“Those opened doors for us, and being part of the Prime Minister’s trade trip to India, as well, gave us a level of sponsorship that got us past the middle of the value chain.
“Once you’ve been sanctioned by the captains of industry at the top level, you’re accepted by the different links in the chain,” he says.
Medtech Global has 150 staff in India and plans to open offices in New Delhi, Bangalore and Mumbai to support the existing office in Chennai. Mr Ramayah says companies should not underestimate the importance of having local Indian staff both on the ground in India and in New Zealand.
“Indians are very cosmopolitan these days but there is an advantage to having someone who can understand the subtleties of the language and the Indian psyche,” he says.
“Not getting a straight answer is an example of the cultural dimension that surrounds decision making. There is a strong hierarchical framework in business and no-one wants to make a decision which upsets their boss.”
Mr Ramayah says it’s important to have engagement at both ends of the value chain so having staff with the dexterity and ability to be colloquial in dealing across all levels of an organisation is an advantage.
“New Zealanders also don’t understand how much running around you might need to do to seal the deal. In New Zealand you move on if you don’t see signs of something happening, while in India, they expect you to invest the time. Relationship building is very important.”
As part of the implementation agreement with NAF, Medtech Global will be training people to use its systems in New Zealand. Mr Ramayah says these types of reciprocal arrangements are key to being successful in India.
“People respond positively because they see it as knowledge transfer not just you trying to sell them something. We provide value to our customer which gives them more confidence in us, and sets us up for a long term strategic relationship.”
