400,000 consumers are ready for AIP Tech. Linkage (www.linkageconnect.com) is an organization based in Mason, Ohio that collaborates with more than 600 senior living communities – reaching 400,000 residents.  Linkage aims to connect and extend its members, vendor partners and corporate sponsors to older adults who choose to stay in their own homes. Scott Collins, Linkage President/CEO, says, "Reaching the 'aging in place' population is one of the many initiatives Linkage has identified for its members as a way to ensure sustainability and create additional revenue streams amidst a turbulent economy and shifting demographic patterns."

It’s a Win-Win. Linkage wants to find and promote aging in place technology solutions for and to its members. But, they are refining a detailed  approval process that provides a win-win scenario for AIP tech vendors and for Linkage members. 

Patience is a virtue.  Linkage warns vendors to not be overly aggressive in terms of timeframe, to follow their clearly defined process for evaluating new relationships that involve their members and be patient. It might take longer (which can at times cause frustration on the part of the vendor) to make a final decision but in the end it is worth it 

First, you have to get in the door. Linkage must be contacted through a trusted referral source — get to know one of their members, generally in your own geographical region or an outside expert that they trust. Once an idea, product, technology is brought in-house, a prescribed set of criteria, created by the member-driven Innovation Council, determines if the concept warrants further exploration.  Once approved for further testing, a network of older adults and caregivers reviews/tests/validates the product or service and determines if Linkage should endorse the product for distribution to and through Members. Linkage Ventures, a Linkage subsidiary company, also may consider making a capital investment in promising companies.

Linkage is having a real challenge seeing technology products early enough to make an impact through utilization of Linkage’s test bed for development of a viable design/functionality/pricing model.  AIP tech companies have not partnered early enough with Linkage — a group with “real world” information on aging in place tech needs.

Plan for Success. Make friends with a Linkage member. Rather than selling them your AIP tech solution, find out what they are thinking. Do they really want to embrace technology or is it a four-letter word? Will working with a trusted expert like Laurie Orlov provide your company the positioning needed for success with senior living providers? Do you have the time and resources to get through a lengthy approval process?