Transcript Document

Driving Mobility Revenues
in Healthcare:
Opportunities Await!
Vivian J Funkhouser, MIM, MBA
& Jason Estes
Global Healthcare Solutions
Motorola Solutions
The Motorola everyone knows…
Two way radios
75 Years
Premier public safety voice &
interoperability solutions provider
Barcode Scanners
30 Years
Major innovator in data capture
technologies
Two way radios
Barcode Scanner
Mission Critical
Enterprise Grade – IP43
Ruggedized
High Quality
No Compromises
1D and 2D Capture
Critical Voice
Disinfectant-ready
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service
names are the property of their respective owners. ©Motorola, Inc. 2010. All rights reserved.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service
names are the property of their respective owners. © Motorola, Inc. 2010. All rights reserved.
Supporting Bedside POC…
in the moments that matter
• WORKFLOW: COW / WOW at
bedside for barcode scanning PPID
• USERS: Phlebotomists, Nurses,
Respiratory Therapists
• FEATURES*:
• Blockbuster Scan Engine
• Flexible Mounting Options
• Backward compatible to MC
accessories (cradle, battery, power
cords)
• Family: one vendor
*developed with input from Nurses and IT
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 3
Motorola’s Reach in Healthcare
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EMR / EHR
Med Admin
Lab Spec. Tracking
Transfusion Verif.
Patient Monitoring
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Mat./ Asset Mgmt
Inventory Replen.
Biomed Engineer
Breast Milk Track
Pt.Transport /Track
Pt. / Visitor Registr
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
• Staff / Clinician
Commun.
• Nurse Call
• Emergency
Interoperability
• FMC
• Remote Pt. Monitor
• Troubleshooting & Rogues
• Compliance Reporting
• Mobile Device Mgmt,
Monitor, Troubleshoot,
Lockdown, Updates
• Proactively optimize AP’s &
roaming
Page 4
Clinical Hospital Systems for Med Admin
and Lab Specimen Tracking Depend on
Motorola for Real-Time Data Capture
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 5
What else is Motorola
doing in Healthcare?
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 6
How does Motorola Deliver this Clinical Information
in the Moments that Matter?
Clinicians, Staff, etc.
Information Collection
Vital Signs
Motorola’s
Patient
Monitoring
Partners
Patient &
Asset Location
Motorola’s
RFID Partner
Motorola
RFID Readers
EMR
Medication Administration
Processing and Billing
Information Interpretation
Live
Coordination
Automatic
Alerts
Motorola Mobile Computers &
Scanners
Motorola Nurse Communications
Motorola’s
Bar Code Partners
Motorola’s Nurse Call Partners
Motorola’s
EMR Partners
Motorola ‘s
VoIP /PBX
Vendor Partners
Motorola’s
Middleware
Partners
Motorola Wireless Infrastructure
WLAN and AirDefense (WLAN Management, Troubleshooting & Security Solution)
Connecting
Health
Systems
Motorola Wireless Broadband Infrastructure
Point to Point and Point to Multipoint
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Motorola Partners
Health
Information
Exchanges
Page 7
How to increase your
revenues in the growing
Health IT market
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 8
1
Identify the healthcare
environment for mobility
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 9
Healthcare is more than just Hospitals and Doctor’s Offices…
Hospitals: County, Private,
Community, Rural, University
Visiting Nurses Association (VNA)
Home Health
Lab / Specimen Pick-Up
Long-Term Care, Extended
Care, Rehab, Specialty Clinics
DME
Community Health Centers
RHIO, HIE, NHIN
Blood Banks
Pandemic
Preparedness
Natural Disaster / Emergency
Evacuation Preparedness
National Park Aid Stations
Indian Health Services
EMT / EMS / Emergency
Response Teams
HHS:
Child Welfare
Prison Infirmary
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 10
2
Understand the users
and their workflow
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 11
Identify the users and analyze their
workflow needs
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Materials / Supply Management
Biomedical Engineering
Security
Telecomm
Network
Caregivers
Delivery Personnel
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 12
3
Define mobility for the
healthcare environment
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 13
4
Who are really the decision
makers in Healthcare?
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All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 14
5
Start the conversation to
uncover opportunities
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 15
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Help Healthcare create
a mobility strategy….
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 16
Four ways to start
Today
selling Motorola
Solutions?
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 17
1
They already have a
Bar Code Solution…
…There’s still plenty
of Opportunity
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 18
Extend the reach to other opportunities for mobility
At the bedside…
In the lab…
Positive Patient ID
Transfusion Verification
Medication Administration
Bedside Patient Testing
Vital Signs and I&O
Laboratory Specimen Collection
Medication Reconciliation
Review of Lab Results
Charge Capture
Clinical Documentation
Pharma Profile Review
Other areas…
Asset / Materials
Management
Nursing Orders
Supply Management
Asset Management
Medical Record Tracking
X-ray Tracking
Asset Tracking
Patient Tracking
BioMedical Engineering
Nurse Call
Wireless VoIP Communications
Breast Milk Tracking
Dietary
Infusion/Syringe Pump
Programming
Pharmacy Orders by Physicians
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 19
2
Continue to add
VALUE throughout the
solution life cycle…
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 20
3
Address Wireless
Coverage…
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 21
Sales Scenarios for the AP 6511
• Coverage Gaps during Mobile
Computer Deployment
• Wi-Fi Hotspot for Physician
Offices, Clinics, Dentist, etc…
• Long Term Care Guest Access
in Lobby, Rec Room, and Dining
Hall
Installs in less than 90 Second and No Controller Needed
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 22
4
Sell Wireless in
Healthcare:
The road is not always easy but
the rewards are great…
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 23
Create a Mobility Strategy
Example:
Wireless LAN
Infrastructure
Staff
Communication
Asset & Inventory
Mgmt.
Patient Tracking
Electronic
Medical Records
Three Phase Mobility Strategy
Foundation
Operational Excellence
Innovation
A phased approach to mobility allows you to develop a technology
ecosystem that meets your patient care and business goals within
your staffing and budget requirements.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 24
HEALTHCARE Resources to Help You
• Healthcare Brochures
- WLAN, WiBB, Air Defense, Nursing Solutions, Lab Solutions,
Products at a Glance
• Wireless Broadband Healthcare
Solutions
• Healthcare Application Brief
- MC55, DS6768, TEAM, MC75A0, Air Defense, WLAN, WiBB
• Video case studies for Long Term
Care
• Case Studies
- Sunnybrook, Stanford, Oklahoma Cardiovascular
Associates, Baylor
• Leadership White Papers
• Best Practices for POC Deployments, GS1 Standards for
HC, VoWLAN for HC, Security Considerations in HC
• IT Discovery Questions
• POC demo for MC75 / MC55
• HC Demo Kit
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
Page 25
BlueStar & Motorola Partnership
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BlueStar began distributing Motorola in the US in 2005
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FUSION – Award Winning Marketing Program
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“Pull-through” business plan to help resellers grow their business via “Drip
Marketing” campaigns with targeted end-users
Motorola partners with BlueStar to support FUSION campaigns targeted
towards End-Users
Visit the FUSION booth in CodeZone to get involved and learn more
“In-a-Box” Bundled Solutions
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Only distributor to grow in recession of 2009
Trend continues with double digit growth
Partnering on Solutions
Solutions targeted towards Field Service, Government, Healthcare,
Manufacturing, Warehouse/Distribution, Retail & Hospitality
Collaborative Relationship
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New Offers, Products & Solutions
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visit the BlueStar Motorola Microsite at
http://www.bluestarinc.com/motorola
What to do from here to grow your business
in Health IT with Motorola……..
SWOT Analysis
Define the Market
Identify the Solution Opportunities
Align ISV’s
 Define the pain points, decision makers, users
Territory Planning
Lead Generation Activities
Engage Your MOTOROLA / BLUESTAR Teams
• Marketing, Sales, Funding
Utilize Your MOTOROLA / BLUESTAR Tools
• Join Vivian and Jason for lunch
Delivering Operations Management
Solutions Over a Motorola Wireless
Network with RFID, RTLS and Bar coding
Asset &
Materials
Management
Patient &
Staff Safety
Equipment
Maintenance
Temperature
& Humidity
Monitoring
Workflow
Management
Passive RFID
(Motorola Scanner and RFID Readers)
Active RFID
(Motorola RFID and RTLS Partners i.e. Ekahau)
Typical Phases of RFID Implementation
•Phase I (Entry) — Identification of an object, asset or
item (what/who is it?) — Most basic value proposition
•Phase II — Location of an object, asset or item
(Where is it?)
•Phase III — Condition of an object, asset or item
(How is it?) — Status and monitoring (sensors)
•Phase IV (Most Complex) — Use of an object, asset
or item (Is it or he/she being optimized?)
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office.
All other product or service names are the property of their respective owners. © 2010
Motorola, Inc. All rights reserved.
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