Dell Healthcare ISV EMEA Alliance Program
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Transcript of Dell Healthcare ISV EMEA Alliance Program
Healthcare ISV Alliance Program Empower caregivers with innovative IT solutions
Eric van ‘t Hoff, EMEA Healthcare & Life Sciences Alliance Manager
2 DELL Confidential Dell Healthcare
Dell The power to do more
26+ inspired years
Launched industry’s first consumer PC recycling program
Unveiled the world’s fastest PC
Dell workstations launch
Dell’s first laptop ships
1989 Dell servers
debut to
challenge
traditional
proprietary
server market
1994
Dell revolutionizes the
way businesses connect
with customers through
Direct2Dell and IdeaStorm
2006
2000 Acquisition of Perot Systems
transforms Dell Services
business
2009
Completed initial public offering
Shipped our first PC, offering industry first
risk-free returns and
onsite service Named to the Fortune 500
Dell storage systems introduced
Dell.com launches, generating $1M
per day in revenues
Dell begins a series of strategic acquisitions with Alienware and EqualLogic
Dell founded
1984 Ranked No. 1
computer systems provider worldwide
Dell acquires key storage,
cloud computing
and software providers
4
Our Purpose Delivering technology solutions that enable
people everywhere to grow and thrive
We give customers the power to do more
We make technology that works in service of our customers
We make the complex simple
We make the powerful easy to use
We drive out inefficiency
We deliver superior long-term value
Dell today
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• $61.5 billion in FY11 Revenues*
• $3.4 billion FY11 Operating Income
Fortune 35 Company
• $15 billion+ in cash**; FY11 cash flow of $4billion
Financially Sound
• 100,000+ Dell team members around the world. Shipping 120,000+ systems everyday to customers in 180 countries
Global Reach
• 43,000+ Dell Services team members
IT Services Leader
• 98 % of Fortune 500 do business with Dell. #1 PC provider to large enterprises and public sector organizations. #1 provider of computer SMB’s.
Partner to Business
Dell by the Numbers
**#38 on Fortune 500 in 2010, * Period ended January 28, 2011
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We continue to heavily invest in efficient IT
• Cloud computing
• Global data centers
• Cloud infrastructure
• IT as a Service
• Next gen data center computing
• Fluid data architecture
• Virtually Integrated Systems (VIS)
• Data archiving
• Virtual desktop
• Mobility management
• Advanced end-point devices
• Security management
Efficient Workforce Efficient Cloud /
Services
Efficient Data
Center
Efficient IT domains
7
Consulting services & cloud expertise
Distributed device management delivered as a SaaS services
High performance SAN iSCSi solutions for virtualization
Intelligent infrastructure and mgmt. of multi-tier storage architecture
Storage compression & de-duplication
Remote systems management appliance
Clustered NAS storage
A single point of mgmt for both physical and virtual resources
Remote email management – continuity and archiving SaaS
Archiving and image management solution for healthcare vertical.
Strategic acquisitions focused on efficient enterprise solutions
Software asset management
IT monitoring software
App mgmt., deployment svcs, and infrastructure consulting
Simple, easy-to-use SaaS integration tool and consulting
Efficient Workforce Efficient Cloud / Services Efficient Data Center
Efficient IT domains
Managed security services, threat intelligence and security & risk consulting
Award-winning Ethernet switching and routing products
8
We are committed to deliver open, capable and affordable solutions
Open Capable Affordable
Delivering Automated Policy-based Solutions built on Industry
Leading Technologies
Designed on industry standard protocols enabling the ability to
integrate with preferred ISV
Focus on Solutions that Deliver Exceptional Total
Cost of Ownership
With a lifecycle approach that starts with the environment in mind
9
Design it - Design for recyclability, energy efficiency
Build it - Supply chain environmental compliance, packaging with sustainable, recyclable materials
Operate it -Optimize for power management
Recycle it -Make it easy for each product to be recycled
Dell products comply with the highest global environmental standards and eco-labels.
The EPA estimates that the power consumption from servers, storage, communications and cooling accounts for roughly 2,0% of total electricity use in the U.S.
10 DELL Confidential Dell Healthcare
Dell Healthcare Better healthcare starts with better information
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Healthcare IT current reality
Clinicians are in data overload An incredible amount of data generated for each patient through-out the hospital.
Digitalisation is a challenge
Growing storage in silos with data
moving between multiple core
systems in all forms. IT also needs to
comply to patient safety regulations.
Demand for care is growing There are simply not enough nurses and doctors to cope with our demands. Aging populations stressing an already taxed system.
Digitise patient information so it can be readily shared. Fully enable easy access to data to aid in decision-making from anywhere in the hospital complex.
Standardise the IT infrastructure to simplify information sharing and reduce management and scaling costs while maintaining availability, uptime and compliance requirements. Enable interoperability with the many medical information systems to ease information sharing. Focus on streamlining workflow and
optimizing processes to reduce the
burden on caregivers. Connect
hospitals and primary care physicians
to coordinate patient care and
increase staff productivity.
Being overloaded, caregivers lack
the resources for integrating time-
saving patient care technologies
into daily workflow routines.
Critical patient data can be lost, misplaced, or even misread. Delays in information management can affect decision-making. IT and storage costs are exploding.
There is too much information to
process, which can slow decision-
making and thus, patient care. As a
result, access to information is
limited and errors are made.
The Consequences The Challenges The Needs
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Our Vision: Better healthcare starts with better information
OK OK Accident
Pain Prevention
First Aid
Diagnosis Treatment Therapy Nursing
Healthcare providers
Health insurance
Ministry of Health
Patient organizations
Academic Hospital
Mental Health
Revalidation center
Diagnostic Center
General Practitioner
Nursing Home Elderly Care
Pharmacy drugstore
Regional Hospital
Ambulance services
The aging population, the improvements in the quality of care, the shortage of medical staff and the growing necessity for greater cost efficiency and patient safety will continue to increase caregivers’ and patients’ expectations around access to information. Information is the foundation on which healthcare will move forward, transitioning from treating illness to managing wellness.
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When healthcare is information-driven …
… data becomes knowledge that moves healthcare beyond episodic care to prevention.
… patients are empowered to take control of their own health by being connected to better information.
… information is interconnected so that it is available when and where it is needed to save lives.
Dell Healthcare connects people to the right technology and processes to create information-driven healthcare and accelerate innovation.
14 DELL Confidential Dell Healthcare
We help create information-driven healthcare
• 13,000+ healthcare & life sciences professionals
• We support over 10,000 Healthcare providers, health plans, pharmaceutical, biotech, medical device, diagnostic and scientific instrumentation customers worldwide
• Leading Healthcare Information Technology Services provider1
• Dell Healthcare & Life Sciences is with $2.6 billion (FY11) the second largest Healthcare IT company2
• Our Clinical Archive Cloud manages more than 65 million clinical studies and 4.5 billion diagnostic imaging objects on behalf of more than 800 clinical sites in North America3
• We provide OEM services to 70+ Healthcare and Life Sciences
software, medical device and scientific instrument providers
1) Source Gartner 2011 [url] 2) Source Healthcare Informatics 2011 [url] 3) See real-time ticker
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With a portfolio of solutions that address healthcare needs at every level
Vertical Solution Domains
Horizontal Solution Domains
Technology Solution Domains
End-Point Devices
Servers Storage Networking Software Systems
Management
Service Solution Domains
Next Generation End-User Computing
Intelligent Data Management
Next Generation Datacenter
Mobile Clinical Computing
Medical Records Digitisation
Unified Clinical Archiving
High Performance Computing
Application Services
Business & IT Consulting
Managed
Services Cloud
services Configuration & Deployment
Healthcare Strategic Partner Solutions
Security and Privacy
Support Services
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Our key technology blocks that help deliver information-driven healthcare
Flat Unified
Unified Intelligent Easy Flat
Servers Storage Networking End Point Devices
Systems Management
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• 30% of all digital capacity by 2014 will be medical content • 20% healthcare IT budget is used for storage • 45% of storage capacity is dedicated to medical imaging • 65% of providers retain images forever • 95% is unstructured data, rarely accessed after creation
Unified, virtualized IP
storage
Uncomplicated and versatile
EqualLogic PS & FS
D2D and D2T backup targets &
appliances
Simple protection and recovery
PowerVault DR, DL & TL
Multi-protocol enterprise
storage
Self-optimized and powerful
Compellent Storage Center
Archival storage
Massive scale and content-aware
DX Object Storage Platform
Modular disk storage
Value and performance
PowerVault MD & NX
With an intelligent storage portfolio to manage patient data efficiently
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And an archiving solution to efficiently store, manage and share medical data
Radiology Oncology Cardiology Women’s
health Pathology
Unified Clinical Archive
Clinical On Premise Archive Object based storage platform
Clinical Cloud Archive Managed Enterprise Archive
Clinical Data Management Data Consolidation and Information Life cycle Management
Clinical Collaboration Portal Cross Enterprise Data Access and Distribution
Unified Clinical Archive
Medical Record
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A mobility solution to save time while accessing patient data on the move
Application provisioning
Single passwords
Location Awareness
Mobile Clinical Computing
Data Security
• Information stored in the data center – not the endpoint
• Role-based delivery of applications and data
Clinical Efficiency
• Single Sign-On and application auto launch
• Session Transfer
• Follow-me printing
IT productivity
• Dynamic provisioning
• Patch management
• Standardization and simplification
A virtual desktop for healthcare professionals with the
ability to roam a session from one device to another
>
<
Session mobility
Fast access to data
Data
Security
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Healthcare ISV Alliance Program Empower caregivers with innovative IT solutions
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A flexible ISV Alliance Program designed to help you do more
Qualify, design and validate
Agree, plan, train and price
Procure, build and deliver
Support sales and market
Service and support
Globally owned 24/7
support infrastructure
Dell online parts dispatch
Service delivery manager
Mission-critical support Same day, 2 hr, 4 hr, 8 hr
Custom fulfillment
and installation
Asset management
Order consolidation and staging
OEM-centric customization
Application and image management services
Supply-chain consulting
Design Manufacture
and fulfillment
Global support
Business process reengineering
Organizational change management
Testing and validation services – proof-of-
concept labs
Cloud services
Engineering services
Leverage the power of our supply chain with Dell OEM Solutions
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Improve your competitiveness by taking advantage of Dell PartnerDirect
Reward unique partner solutions capabilities
Security
Storage
System Management
Server
Networking
Certified Practice Areas
Enable resale opportunities across the IT spectrum
PartnerDirect enables a Healthcare ISV to join Dell on a country by country basis
in case product customizations and/or bespoke OEM services are not required.
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Collaborate with Dell Healthcare Sales & Marketing forces to extend your reach
Dedicated Healthcare Marketing Resources to create joint value propositions and help you get your solutions to the healthcare market
Dedicated Healthcare Sales Resources to help you engage with our large installed-base and jointly offer our combined solutions
Dedicated Technical Resources to help you test, certify and benchmark your applications on our systems
Healthcare Director
Sales External
Sales Internal
Solutions Consultants
Healthcare Marketing
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Streamline order processing and lower procurement costs with our Global Portal
• Dell Premier – streamlined order processing with timely order confirmations
• PremierConnect – integration into your existing ERP applications to eliminate dual-order entry processing and provide seamless order flow between you and Dell
• Global Portal – one destination for all global purchasing needs with consistent pricing, standards and account
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Protect the IT health of your customers with Dell ProSupport
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* Dell Services ranked #1 for onsite support response time - 1Q11 Corporate Service & Support Customer Satisfaction Study, June 2011, Technology Business Research.
NBD Parts HUBs
Repair centers
Command centers
Tech support sites
• 24x7x365 support with technical specialists who own incidents through resolution
• Next Business Day onsite service with four and eight hour parts & labor response options*
• Third party collaboration for hardware and software issues
• Proactive problem avoidance, remote monitoring and self-support options
• Robust reporting capabilities providing full visibility into the health of your customer’s environment
• Escalation management with customer-set severity level options
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Imaging Infotainment Acute EHR
Creating healthcare success for our ISV Alliance Partners is what motivates us
Ambulatory EMR
Enterprise & Supply Chain
OR & ER
Genomics
Lab Analysis and Analytics
Claims
Clinical Trials
Dental
Note: Alliances with healthcare ISVs are either based on OEM Solutions, PartnerDirect and/or collaborative sales & marketing, and may differ from country to country
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Healthcare ISV Your success is our passion
+
A four-fold Alliance approach let you choose the Go-to-Market strategy
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+ Value Added
Reseller
Healthcare ISV Product Division supported by Dell OEM Solutions
Healthcare ISV (local) VAR supported by Dell PartnerDirect
Healthcare (local) Sales Office collaborating with Dell Healthcare
ISV Solution powered by Dell
&
Healthcare ISV
Healthcare ISV
Healthcare ISV
ISV Solution powered by Dell
ISV Solution powered by Dell
+
Healthcare ISV (local) Sales Office supported by Dell Partner Direct
ISV Solution powered by Dell
Healthcare ISV
Dell is where you need us …
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Canada
Colombia
Argentina
Brazil
Chile
Peru
Puerto Rico
Americas
USA
Mexico
Panama
APJ
Australia
China
Hong Kong
India
Korea
Japan
Taiwan
Malaysia
Indonesia
New Zealand
Thailand
Singapore
EMEA
Austria Belgium
Czech Republic Denmark
Finland
France
Germany
Greece
Hungary
Ireland
Italy
Morocco
Netherlands
Norway Poland
Russia
Portugal
Scotland
Slovakia
South Africa
Spain
Sweden
Switzerland
United Arab Emirates
United Kingdom
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Accountability and Coordination
…and provides one team working to help you meet your goals
Confidential
Your Global Account Team Global Account Manager/ Account Executive
Healthcare ISV
A EMEA team committed to being continuously ready to support you
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• Overall relationship management
• Single point of contact
• Confidential roadmaps/ Quarterly Reviews
Storage Solutions
Expertise
Daily Account
Management
Enterprise Systems
Expertise
Alliance
Management
Services & Support
Expertise
Eric van ‘t Hoff (EMEA) Healthcare Alliance Mgr.
+31 6 83642573
• General assistance • Product quotes • Order status • Escalations • Channel conflicts
• Roadmap updates for server, storage, switches
• Pre-sales technical support
• On-site architecture assistance
• 3rd-party software and peripherals
• Long life cycle products • Customizing (e.g. BIOS
activation, asset tagging) • Support with regulation
• Professional services • Customer services • General technical support • Marketing and Sales
support
Your account team can help you with:
Name (N.A.) Healthcare Account Mgr.
Contact Information
Name Global Account Manager
Contact Information
Name Internal Sales Rep.
Contact Information
Name Program Manager
Contact Information
Name Service Manager
Contact Information
Customer Customer Care
Contact Information
Name Technical Support
Contact Information
Name Solution Consultant Contact Information
Name Solution Consultant Contact Information
33 Confidential
The Dell Healthcare ISV Alliance Program is designed to help grow your software business by simplifying, standardizing,
automating and servicing the IT environment of your healthcare customers.
Join Dell and empower caregivers with innovative IT solutions that incorporate the latest technologies.
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Thank You