Transcript Sales Training (PowerPoint)

Quest in the NHS – Life Outside the
Programme
Louise Ashbrook – NHS Account Director
Copyright © 2006 Quest Software
Agenda
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What we do
Our NHS Business today
Business growth since 2005
How we transact business in the NHS
Challenges
Quest NHS initiatives for 2008
Conclusion
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Quest Solutions for Enterprise IT
We help you deliver,
manage and control
complex application
environments.
We improve DBA and
developer productivity and
increase database
performance with marketleading database
management products.
•Java Applications
•NET Applications
•Oracle Fusion (Oracle EBusiness, PeopleSoft, Siebel)
•SAP
•SharePoint applications
•Custom applications
We simplify, automate and
secure your Windows
infrastructure with
comprehensive migration,
management and
interoperability capabilities.
•Oracle
•SQL Server
•IBM DB2
•MySQL
•Sybase
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Active Directory
Exchange Server
Windows Server
SharePoint
Systems Center
PowerShell
Visual Studio.NET
Quest Software develops
innovative products that
help customers get more
performance and
productivity from their
applications, databases,
and Windows
infrastructure.
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Compliance
Quest Software helps you
achieve compliance and
operational excellence with
the same budget. We
address compliance by
improving IT controls in
four key areas:
• Access to sensitive systems
and data
• Change to applications and
system configurations
• Availability of critical
systems and data
• Retention of important
business communications
and records
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Identity Management
Quest Software
simplifies identity
management by
extending native Active
Directory capabilities to
non-Windows platforms
and by adding advanced
identity administration
capabilities—such as
provisioning, password
management and
auditing—for Windows
and non-Windows
systems alike.
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Application and Services Management
Quest Software is the only provider of adaptive application and
services management that unifies IT and the business, by
connecting:
• business services to infrastructure
• end user to database
• production to development
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Quest is the Active Directory leader
• Mature Products
– Working with Microsoft’s enterprise directory (NT & AD) since 1993
• The Migration Expert
– Over 20 Million user accounts migrated by Quest
• Most Managed Users
– Over 45 Million user accounts managed using
Quest’s Active Directory products
• Strategic Investment
– Greatest number of AD developers outside of Microsoft
• Trusted Partner
– Nearly 7,000 companies look to Quest to help manage
their Active Directory
• Single Vendor for Your AD requirements
– Migration, Availability, Efficiency, Auditing & Reporting, Extending the
Reach Cross-platform
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Exchange Solutions
Strength and Leadership
Established Customer Base
Industry Support
Migration
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More than 14 million mailboxes migrated
Availability
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More than 5.9 million mailboxes highly available
Messaging Information Management
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More than 10 million mailboxes managed
Leading Edge
Enhanced operations with reduced infrastructure
Simple to deploy and intuitive to use
Proven to scale
Global
- Organization
- Localization
May 2006
Quest Migration
Suite
Best Server Migration
Product
June 2006
Quest Archive
Manager
Best Exchange Product
• Best of breed, comprehensive solution
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January 2007
Quest Availability
Mgr Best Exchange
HA Solution
January 2007
Recovery Manager for Exchange
Silver
Exchange Server
Backup and Recovery
January 2006
Quest
MessageStats
“Editors Choice”
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Quest NHS Business Today
• 38 NHS orgs migrated to AD
• 36 NHS Orgs migrated to Exchange 2003/07
• 23 NHS Orgs solved AD and Identity Management
challenges
• 38 NHS Orgs addressed Exchange Management
challenges
• 18 NHS orgs addressed email Archiving
requirements (and file in some cases)
• Informing Healthcare – migration of 15 NHS Trusts to
a central AD/Exchange environment
• BT Health (SPINE & LSP)
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Some of Our NHS Customers
• Connecting for Health
– Compliance, IDM for Windows/Unix/Linux, Sharepoint PFM Migrator,
Password Management, AD Management.
• Guy’s & St Thomas NHS Trust
– Storage management and compliance for Exchange, Exchange Recovery
AD Management, Identity Management and access to external data
sources
• Islington Shared Services
– AD/Exchange Migration (5.5, 2000 - 2003 Password Management,
AD Management, Identity Management
• Surrey HIS
– AD/Exchange Migration (5.5, GroupWise, Novell, 2000, 2003) Email storage
management and compliance, Exchange recovery and reporting,
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More of Our NHS Customers
• Kent HIS
– AD/Exchange migration (5.5, GroupWise, 2000, Novell)
AD Management, Identity management, Password Management,
Exchange storage management and compliance
• North Cumbria Acute
– Novell and GroupWise migration to AD/Exchange 2003
• Rotherham PCT
– AD/Exchange Migration (5.5, 2000 - 2003 Recovery for AD, AD
management, Identity management, Password Management, ESR
integration
• BPCSSA
– AD/Exchange Migration (5.5,2000 – 2003) email storage Management and
compliance, Recovery for AD/Exchange
• Hammersmith Hospitals NHS Trust/St Marys’ NHS
Trust
– GroupWise Migration to Exchange 2007, Email storage management and
compliance, Exchange migration from 2003 – 2007 as part of the merger
into Imperial.
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Business growth since 2005
• 2005 revenue 100k!
• 2006 revenue 700k
• 2007 revenue 2m+
• Why?
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Focus
Discount levels
Addressing NHS specific challenges
Credibility (small world – very large customer!)
• The Future
– Larger NHS team
– Continuation of strategic customer partnerships
– NHS specific solutions – meeting business need
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How we transact business – local NHS
• No direct business
• Development of a Partner channel
• Tier 1 – Catalist Partners
– Trustmarque, SCC, Computacenter, Dell, Bytes Technology
• Tier 2 – NHS Consultancy Companies
– BDS Solutions, Esteem, Eurodata, ANS Plc, Amacus ITS (formerly
Harmoni and WCI Group)
• Tier 1 historically fulfilment
• Tier 2 mainly project driven
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Challenges
• Quest have to be pro-active with end user (NHS)
– Business development mainly by Quest so far
– Raised profile and presence in NHS accounts changing this rapidly
– European regulations around Partners – increased complexity
• Partners targeted on consultancy
– Would rather deliver 30 days than propose Quest and reduce to 10 days –
risk reduction, seamless to end users
– These Partners are increasingly losing business to Quest so are joining us!
• Very competitive sector (SFI’s)
– Partners doing fulfilment business at small margins
– Makes it very difficult to add value to Partners and gain commitment for
resource and business development resource
• Quest is an American company and NASDAQ listed
– Quarterly target driven
– Discounts approved with strict timelines
– NHS framework model finally approved – we have HAD TO CHANGE!
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Example – Informing Healthcare
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50,000 – 70,000 users/mailboxes across Wales moving to a central
AD/Exchange 2007 system – Quest providing tools and enablement
services
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What’s changed since……………
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Initial procurement missed Quest Q3 by 5 days
Discount approval expired as timelines missed
Defined process in place with IHC procurement
Understanding of both organisations requirements and processes
They know the best time to buy from us!
We have agreed a framework for 2yrs to accommodate their requirements
The Situation now
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IHC project Mgr comments so far on Quest – “the cavalry has arrived!”
Success is in reach and a very enviable position
A manual approach would have taken years and local resource not confident enough to
undertake and already under strain from daily fire-fighting
The ability to work together to address challenges and politics locally
Quest an integral part – trusted advisor, can do attitude (no bother! migrated 22mill
users – we’ll show you how but not take over!)
IT teams can easily fear technology until you give them the ability to use it themselves
Microsoft relationship globally exceptional – UK more of a challenge!
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National Contract business transactions
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Painful!
Usually direct
Long contract negotiation periods
Flow down
24/7 support requirement
Change management process
No budget – payment on user acceptance
Complex procurement processes
Risk only driver
Prefer to pay on demand (small purchases sold as large
opportunities)
• Decision criteria – risk vs price
• Need local support and readiness to ensure success!
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2007/08 Plans
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Automated ESR integration with AD
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NIMM analysis report
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Provisioning/de-provisioning for improved admin, integrity of local AD and most importantly –
SECURITY
Detailed view of where you are and a proposed plan using our specialist Partner proficient in
delivering compliant consultative methodology for ITIL, MoP, Cobit and CMM solutions coupled with
the Quest toolset. CAPITALISE ON YOUR IT BUDGET!
Compliance – Regulatory
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Provide auditors what they require across your entire environment in a user friendly interface. The
ability to respond to all FOI requests. More importantly for IT – WHO DOES WHAT, WHERE and
WHEN IN MY ENVIRONMENT!
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NHSMail – If it does what my local Exchange does we’ll migrate?
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CfH – continuation of current activity
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Virtualisation
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Key Quest Strategy
Sharepoint – UTILISE EFFECTIVELY & TAKE CONTROL
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Full suite of products available
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Conclusion
• We’ve not been put off!
• We’re flexible to whatever your circumstances as
long as you consider ours……..
• NHS used to be an unknown to us and frankly
acronym city – test me!
• It’s been really hard work but really rewarding
• I represent you as the customer and will work with
the Quest process to ensure best value to you.
• Dare to do what you first think impossible! It’s usually
been done before somewhere.
• TAKE CONTROL – we’ll show you how FOC – onsite
technical consultation
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Q&A
Fill in our brief questionnaire and take home an
iPOD
Also, if we arrange to meet in the next 2 months we will arrange a subsequent
technical workshop with your team FOC to scope requirements that are
high on your agenda for 2008
Thanks 
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