We recently spoke with Ian MacDonald, the CEO at Smoky Mountain Information Systems, about his company’s Electronic Medical Records (EMR) software, PIMSY. He discusses the benefits of PIMSY, the issues buyers are having in their software search, and how Smoky Mountain Information Systems helps its customers.
Q: Who is PIMSYs target market?
A: We target mid-sized (between 15-50 employees) mental and behavioral health service facilities. Our target clients ideally want to go paperless – keeping all client and office files in an easy-to-use electronic format. We have three different plans that help us assist providers of all different sizes.
Q: How do you determine which of your three plans a customer needs?
A: We care and talk to them. When we are going through a demo we show them the whole thing and let them see what they need and what we think they need. Then we let them pick the appropriate plan.
Q: What are the top problems prospects are looking to solve?
A: Well, I would guess that about 75% of our customers are not on another EMR system and this is their first time looking for EMR software. So they’re usually a little scared and worried about their data going into a large system. They’re usually overwhelmed because they’ve been trying to run their business all with paper. There is so much paper work to be done without an EMR system. We break it down for them and show them how if they use PIMSY, what used to take six hours now only takes two hours.
Q: What would you say is the main way your software benefits your customers?
A: PIMSY benefits our clients by saving them time and money. It makes their workflow quicker and easier, and it streamlines their processes of taking notes, tracking client authorizations, processing the full cycle of billing, processing collections, and scheduling appointments. PIMSY brings myriad tasks under one roof, connecting all of the data and allowing our clients to manipulate it as needed.
Q: What makes PIMSY and Smoky Mountain Information Systems different from others?
A: The fact that our system is so flexible and we give superior support. Most people that are involved with software have a very sterile approach to it. It’s always hard numbers, and you never speak to a real person or feel taken care of. That’s not how we handle things. We think that software doesn’t have to be clinical or sterile to be effective. We have the warm and fuzzy human touch added to our support – we actually care about our customers and will try to bend over backwards to make whatever work for them.
Q: How do you overcome the budget issue, explaining that this is an investment and not an expense?
A: Well, the potential buyer wouldn’t be coming to us if they didn’t know there was a problem! Whatever they’re doing clearly isn’t working and they know they need to make a change. We will break it down for them. We’ll show them all the tools at their disposal and show them how it can help them save money and make more money all at the same time with just one feature. Once you show how easy it is to do certain things, it usually sells itself.
Q: What is the biggest mistake you see buyers make in their search for software?
A: They don’t realize that this is an investment and that they have to put the information into the system. You only have to do it once, but you have to put time and data into it so you can get it set up the way you want it. It’s worth it – but you have to put the time into it!