driving mobility revenues in healthcare: opportunities await! vivian j funkhouser, mim, mba &...

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.

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


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


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


What else is Motorola doing in Healthcare?


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.


How to increase your revenues in the growing

Health IT market


Identify the healthcare environment for mobility1


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…


Understand the users and their workflow2


Identify the users and analyze their workflow needs

• Materials / Supply Management

• Biomedical Engineering

• Security

• Telecomm

• Network

• Caregivers

• Delivery Personnel


Define mobility for the healthcare environment3


Who are really the decision makers in Healthcare? 4


Start the conversation to uncover opportunities5


Help Healthcare create a mobility strategy…. 6


Four ways to start Today

selling Motorola Solutions?


1They already have a Bar Code Solution…

…There’s still plenty of Opportunity


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…


Continue to add VALUE throughout the solution life cycle… 2


Address Wireless Coverage… 3


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


Sell Wireless in Healthcare:

The road is not always easy but the rewards are great…

4


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


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


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)

driving mobility revenues in healthcare: opportunities await! vivian j funkhouser, mim, mba &...

Documents

motorola solutions

us patent trademark

service names

respective owners

realtime data capture

data capture technologies

lab specimen tracking

transport track