Proscia Survey Results Indicate Strong Competing Factors Behind Lab Tech Purchases
Functionality, user experience, and pricing vie for the attention of clinical laboratory buyers
Scott Wallask, BA, is senior editorial manager for Today’s Clinical Lab and G2 Intelligence. He has spent more than 25 years covering the healthcare and high-tech industries. A former newspaper reporter, he graduated from Northeastern University with a degree in journalism.
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Results from a recent survey by digital pathology and AI company Proscia offer an interesting glimpse into the mindset of clinical laboratory decision-makers when it comes to evaluating new technology.
Perhaps most notable is how neck-in-neck certain factors are as labs consider software and platform purchases, according to the Proscia survey results, which were publicly released today. When asked what two factors are most important when selecting a technology, respondents indicated the following:
- Breadth of functionality: 47 percent
- User experience: 45 percent
- Price: 40 percent
- Interoperability: 26 percent
- Support offerings: 21 percent
- Security: 16 percent
- Vendor roadmap: 5 percent
Asked whether the top three answers being so close indicated a dilemma for lab purchasers, Nathan Buchbinder, Proscia’s chief strategy officer, dismissed the notion that labs had to choose between top-notch functionality, satisfying user experience, and affordable pricing.
“We consistently hear from customers that they’re evaluating more than just cost—a sentiment echoed in the survey,” Buchbinder told Today’s Clinical Lab. “They want to know how a platform will drive long-term impact, from streamlining operations to enabling new capabilities like remote collaboration and AI.”
“By extension, laboratories are also investing in a long-term partnership,” he said. “When a vendor brings strong technology and pairs it with strategic collaboration and a clear stake in the laboratory’s success, that relationship goes a long way in justifying the spend.”
Vendor reputation resonates with buyers, survey says
In a related question, the Proscia survey asked participants what two factors are most important when choosing a technology vendor. Respondents indicated the following:
- Reputation: 64 percent
- Customer references: 54 percent
- Vision for the future: 46 percent
- Organizational culture: 16 percent
- Years in business: 14 percent
- Executive team: 6 percent
On the surface, those results could point to an advantage for larger companies that can devote more money to marketing. However, Buchbinder pointed to ways that smaller sellers can edge into a market.
“Smaller vendors with novel technologies can absolutely break through by building strong partnerships, focusing on outcomes, and providing exceptional support,” he noted. “As they reveal in the survey, laboratory leaders are seeking vendors that show up as true collaborators, not just software providers. Recognition tends to follow naturally when a vendor consistently listens and delivers.”
Proscia survey also asks about digital pathology’s role
The results also delve into respondents’ views on digital pathology and precision medicine.
Proscia will address this data in more detail during a free webinar on July 16 at 1 p.m. ET titled, “Survey Insights on Pathology's Transformation to AI and Precision Medicine from Laboratory Leadership.” Today’s Clinical Lab is hosting the program.
“Even with implementation hurdles, digital pathology and AI are no longer viewed as optional,” Buchbinder said. “They’re becoming foundational to the future of diagnostic medicine.”
The survey of more than 360 clinical lab leaders was conducted by our partner brand, The Dark Intelligence Group, on behalf of Proscia.