efolder partner chat webinar — selling to medical clients: anchor and hipaa
TRANSCRIPT
What is HIPAA?
© 2014 eFolder, Inc. All Right Reserved.1
HIPAA deadline Sep. 23, 2013
$150,000 Resolution Agreement with Adult & Pediatric Dermatology, P.C. of Massachusetts – lost flash drive
$1.5M Massachusetts provider settles HIPAA case – lost laptop
$1.7M Alaska DHSS settles HIPAA security case – lost hard drive
Partner Chat Webinar
Selling to Medical Clients:Anchor and HIPAA
Agenda
• Introductions• What is HIPAA?• Requisites for selling to medical vertical• Pitching and selling to medical clients• Choosing products and vendors• Q&A
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Introductions
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Introductions
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200 clients / ~1,000 end-users
Founded in 2004
Chicago area
30 clients in the medical vertical
40 employees
What is HIPAA?
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Health Insurance Portability and Accountability Act (1996)
HIPAA protects any combination of a patient’s name (or other identifier) with information about medical diagnoses or treatment
Can be written, verbal, or electronic
On any device or in the cloud
Businesses, including IT providers, that have access or store electronic Protected Health Information (ePHI) must comply with HIPAA
What is HIPAA?
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HIPAA deadline Sep. 23, 2013
$150,000 Resolution Agreement with Adult & Pediatric Dermatology, P.C. of Massachusetts – lost flash drive
$1.5M Massachusetts provider settles HIPAA case – lost laptop
$1.7M Alaska DHSS settles HIPAA security case – lost hard drive
Requisites for selling to medical vertical
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What you have to do to comply with HIPAA
• Learn HIPAA
• Implement HIPAA-specific policies and procedures
• Do a HIPAA Risk Analysis
• Train your workforce
• Perform and document ongoing HIPAA-compliant services
• Select HIPAA-compliant vendors, such as eFolder
Requisites for selling to medical vertical
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Mike Semel, Semel ConsultingDecember 2014 HIPAA Rapid Compliance VARs/MSPs – Virtual Workshop
• Includes three 2-hour webinars
• Compliance materials, including customized policies, procedures, agreements, checklists, templates
• 1:1 personal consulting
Webinar attendees can take advantage of a $300 discount
www.semelconsulting.com/eFolder-Anchor
Promo code: eFolder
Pitching and selling to medical clients
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1 Elevate security and privacy
Story: Prosthetics and orthotics office is using Dropbox to store patient photos and videos
Takeaways:- Educate the client and present risk
scenarios- Exceed expectations (features matter)- Ease-of-use and security are not
exclusive
Pitching and selling to medical clients
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2 Ensure uptime and continuity
Story: Blizzard knocks out medical office, including power, internet, firewall
Takeaways:- Remember the human factor- Be prepared to triage clients during
disaster- Emphasize resiliency and reliability
Pitching and selling to medical clients
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3 Fit rather than force
Story: Pharmacy has an electronic prescription subscription service that is cumbersome
Takeaways:- Understand business and applications- Not always necessary to rip and replace- Match wants/needs of multiple
stakeholders
Pitching and selling to medical clients
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4 Be the expert
Story: Clients choosing wrong software or hardware solutions for cost or ease of use
Takeaways:- Train HIPAA internally with staff- Choose scalable solutions for you and
clients- Remember why they chose you
Choosing products and vendors
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Any business or vendor that accesses or stores electronic Protected Health Information (ePHI) is a Business Associate and must comply with the Health Insurance Portability and Accountability Act (HIPAA)
As a result…
• You must comply with HIPAA
• Your vendors must comply with HIPAA
• Your vendors must sign a Business Associate (BA) Agreement
• Your should trust your vendors to deliver secure and reliable services
Choosing products and vendors
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eFolder Anchor now complies with HIPAA
Offer your medical clients a business-grade file sync service
Profit
eFolder will sign Business Associate (BA) agreements
Backup BDR Sync
Choosing products and vendors
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Key features of eFolder Anchor
- Business-grade file sync, enabling secure file access from any device
- Secure and easy sharing, empowering user collaboration
- Backup and restore features, preventing data loss
- Administrative features and integrations, delivering security and control
- Military-grade encryption, exceeding industry standards“You get what you pay for”
Choosing products and vendors
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60-80%
BSSi2 gross margin on eFolder Anchor service
for medical clients
Choosing products and vendors
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Pricing for profits
• eFolder Anchor average cost is $5-7 per user / month
• eFolder partners are charging $15-25 per user / month
Flexibility and support
• Month-to-month payments, no long-term contract
• Support and maintenance
• Dedicated Account Manager
• Sales, marketing, and technical training
Q&A
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www.efolder.net 678-888-0700
Thank you!
www.efolder.net678-888-07000