driving mobility revenues in healthcare: opportunities await! vivian j funkhouser, mim, mba &...
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Driving Mobility Revenues
in Healthcare: Opportunities Await!
Vivian J Funkhouser, MIM, MBA & Jason Estes
Global Healthcare 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. ©Motorola, Inc. 2010. All rights reserved.
Motorola Solutions
Two way radios Barcode Scanner
Mission Critical
Ruggedized
No Compromises
Critical Voice
Enterprise Grade – IP43
High Quality
1D and 2D Capture
Disinfectant-ready
Barcode Scanners30 YearsMajor innovator in data capture technologies
Two way radios75 YearsPremier public safety voice & interoperability solutions provider
The Motorola everyone knows…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. 2010. All rights reserved.
Page 3MOTOROLA 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
Page 4MOTOROLA 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
Page 5MOTOROLA 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
Page 6MOTOROLA 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?
Page 7MOTOROLA 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
EMRMedication 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.
Page 8MOTOROLA 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
Page 9MOTOROLA 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 mobility1
Page 10MOTOROLA 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 InfirmaryIndian 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…
Page 11MOTOROLA 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 workflow2
Page 12MOTOROLA 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
Page 13MOTOROLA 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 environment3
Page 14MOTOROLA 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
Page 15MOTOROLA 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 opportunities5
Page 16MOTOROLA 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
Page 17MOTOROLA 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?
Page 18MOTOROLA 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.
1They already have a Bar Code Solution…
…There’s still plenty of Opportunity
Page 19MOTOROLA 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…
As
set
/ M
ate
ria
ls
Ma
na
ge
men
t
Other areas…
Page 20MOTOROLA 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
Page 21MOTOROLA 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
Page 22MOTOROLA 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
Page 23MOTOROLA 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
Page 24MOTOROLA 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 TrackingWireless LAN Infrastructure
Foundation Operational Excellence Innovation
Electronic Medical Records
Three Phase Mobility Strategy
Page 25MOTOROLA 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
• 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 http://www.bluestarinc.com/motorola
BlueStar & Motorola Partnership
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
Page 28MOTOROLA 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
Equipment Maintenance
Temperature & HumidityMonitoring
Patient & Staff Safety
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)
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