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Driving Mobility Revenues in Healthcare: Opportunities Await! Vivian J Funkhouser, MIM, MBA & Jason Estes Global Healthcare Solutions.

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Presentation on theme: "Driving Mobility Revenues in Healthcare: Opportunities Await! Vivian J Funkhouser, MIM, MBA & Jason Estes Global Healthcare Solutions."— Presentation transcript:

1 Driving Mobility Revenues in Healthcare: Opportunities Await! Vivian J Funkhouser, MIM, MBA & Jason Estes Global Healthcare Solutions

2 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 All rights reserved. Motorola Solutions Two way radiosBarcode Scanner Mission Critical Ruggedized No Compromises Critical Voice Enterprise Grade – IP43 High Quality 1D and 2D Capture Disinfectant-ready Barcode Scanners 30 Years Major innovator in data capture technologies Two way radios 75 Years Premier public safety voice & interoperability solutions provider The Motorola everyone knows… 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 All rights reserved.

3 Page 3 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. 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

4 Page 4 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’s Reach in Healthcare EMR / EHR Med Admin Lab Spec. Tracking Transfusion Verif. Patient Monitoring Mat./ Asset Mgmt Inventory Replen. Biomed Engineer Breast Milk Track Pt.Transport /Track Pt. / Visitor Registr 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

5 Page 5 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. Clinical Hospital Systems for Med Admin and Lab Specimen Tracking Depend on Motorola for Real-Time Data Capture

6 Page 6 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. What else is Motorola doing in Healthcare?

7 Page 7 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. Information Collection Vital Signs EMR Medication Administration Processing and Billing Motorola Wireless Infrastructure WLAN and AirDefense (WLAN Management, Troubleshooting & Security Solution) Motorola’s RFID Partner Patient & Asset Location Motorola’s Patient Monitoring Partners Information Interpretation Motorola RFID Readers Motorola Mobile Computers & Scanners Live Coordination Automatic Alerts Motorola’s Middleware Partners Motorola ‘s VoIP /PBX Vendor Partners Motorola Nurse Communications Motorola’s EMR Partners Motorola Partners Motorola Wireless Broadband Infrastructure Point to Point and Point to Multipoint Health Information Exchanges Connecting Health Systems Motorola’s Bar Code Partners Motorola’s Nurse Call Partners How does Motorola Deliver this Clinical Information in the Moments that Matter? Clinicians, Staff, etc.

8 Page 8 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. How to increase your revenues in the growing Health IT market

9 Page 9 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. Identify the healthcare environment for mobility 1

10 Page 10 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. Prison Infirmary Indian Health Services EMT / EMS / Emergency Response Teams Hospitals: County, Private, Community, Rural, University Visiting Nurses Association (VNA) Home Health National Park Aid Stations RHIO, HIE, NHIN Community Health Centers Blood Banks Lab / Specimen Pick-Up HHS: Child Welfare DME Long-Term Care, Extended Care, Rehab, Specialty Clinics Pandemic Preparedness Natural Disaster / Emergency Evacuation Preparedness Healthcare is more than just Hospitals and Doctor’s Offices…

11 Page 11 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. Understand the users and their workflow 2

12 Page 12 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. Identify the users and analyze their workflow needs Materials / Supply Management Biomedical Engineering Security Telecomm Network Caregivers Delivery Personnel

13 Page 13 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. Define mobility for the healthcare environment 3

14 Page 14 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. Who are really the decision makers in Healthcare? 4

15 Page 15 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. Start the conversation to uncover opportunities 5

16 Page 16 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. Help Healthcare create a mobility strategy…. 6

17 Page 17 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. Four ways to start Today selling Motorola Solutions?

18 Page 18 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. 1 They already have a Bar Code Solution… …There’s still plenty of Opportunity

19 Page 19 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. Nursing Orders Nurse Call Wireless VoIP Communications Breast Milk Tracking Dietary Infusion/Syringe Pump Programming Pharmacy Orders by Physicians Extend the reach to other opportunities for mobility Positive Patient ID Medication Administration Vital Signs and I&O Medication Reconciliation Charge Capture Clinical Documentation Pharma Profile Review Transfusion Verification Bedside Patient Testing Laboratory Specimen Collection Review of Lab Results Supply Management Asset Management Medical Record Tracking X-ray Tracking Asset Tracking Patient Tracking BioMedical Engineering At the bedside…In the lab… Asset / Materials Management Other areas…

20 Page 20 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. Continue to add VALUE throughout the solution life cycle… 2

21 Page 21 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. Address Wireless Coverage… 3

22 Page 22 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. 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

23 Page 23 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. Sell Wireless in Healthcare: The road is not always easy but the rewards are great… 4

24 Page 24 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. 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. Create a Mobility Strategy Example: Asset & Inventory Mgmt. Staff Communication Patient Tracking Wireless LAN Infrastructure Foundation Operational Excellence Innovation Electronic Medical Records Three Phase Mobility Strategy

25 Page 25 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. 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

26 BlueStar began distributing Motorola in the US in 2005 –Only distributor to grow in recession of 2009 –Trend continues with double digit growth FUSION – Award Winning Marketing Program –“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 –Partnering on Solutions –Solutions targeted towards Field Service, Government, Healthcare, Manufacturing, Warehouse/Distribution, Retail & Hospitality Collaborative Relationship –New Offers, Products & Solutions visit the BlueStar Motorola Microsite at BlueStar & Motorola Partnership

27 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

28 Page 28 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. Delivering Operations Management Solutions Over a Motorola Wireless Network with RFID, RTLS and Bar coding 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?) Asset & Materials Management Asset & Materials Management Equipment Maintenance Equipment Maintenance Temperature & Humidity Monitoring Temperature & Humidity Monitoring Patient & Staff Safety Patient & Staff Safety Workflow Management Workflow Management Passive RFID (Motorola Scanner and RFID Readers) Passive RFID (Motorola Scanner and RFID Readers) Active RFID (Motorola RFID and RTLS Partners i.e. Ekahau) Active RFID (Motorola RFID and RTLS Partners i.e. Ekahau)


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