Health Care

Health Care

Acute Care Facility Sub Acute Care Facility

Assisted Living / Independent Living Facility

Acute Care FacilityAcute Care Hospitals are long and short term medical care settings designed to deliver immediate and crucial medical care and treatment with the goal of discharging

Health Care

Sub Acute Care FacilitySubacute care serves patients needing complex care or rehabilitation. Subacute care is defined as comprehensive inpatient care designed for someone who has an acute illness, injury or exacerbation of a disease process.

Health Care

Assisted / IndependentLiving FacilityAssisted or Independent senior living communities are housing designed for seniors. Residents of assisted living facilities require assistance with daily activities like medication, eating, bathing, dressing, and toileting.

Health Care

• Wide variety of RFPs / RFQs

Health Care

Simple Solutions to Complex Problems• All Call Paging• Multi-Zone Paging

• BlueBridge• Multi-Channel DPA amps• AAPHD Mixer Amps

Simple Solutions to Complex Problems• All Call Paging• Multi-Zone Paging• VoIP / SIP Interfaces

– IPS-ZC4– IPS-VPS– IP-ZCM

Inventive Solutions to Complex Problems• IPX Series Endpoints• Cisco’s• Informacast• Other VoIP Phone System• IP-ZCM

Inventive Solutions to Complex Problems• IPX Series Endpoints• GLOBALCOM.IP• GDS4W• Director Control Software

Inventive Solutions to Complex Problems• IPX Series Endpoints• GLOBALCOM.IP• GDS4W• Director Control

Software• S.A.F.E.• Smart Alerts for

Emergencies

Buzz Word: Interoperability

Health Care is a Regulated IndustryEngineering & Consulting Firms

Health Care is a Regulated IndustryLocal Regulatory Organization

Health Care Technology Driven IndustryIT Department / Facility Management

Health Care Has a Lot of OversightC-Suite

The Pitch and the Who

• Nurse Call Interface• Security and Fire Alarm Interface• Utilize Existing Infrastructure• Digital Signage• Sound Masking

Facilities Want it Interoperable

The Pitch and the Who

• Buzz: Unified Communication• Seamless VoIP Interface• 24/7/365• Redundancy• PAP (Platinum Assurance Plan)

IT Department Wants it Seamless

The Pitch and the Who

• Price• Price• Price• Uniformity with all facilities

CFO

The Pitch and the Who

• Buzz Word: Work FlowCare Giver Just Want it to Work

The Pitch and the Who

• NO / CNO / NO / PO

NOCNONOPO

The Pitch and the Who

• Chief Nursing Officer

NO / CNO / NO / PO

Hospital Units

• Critical Care• (ICU) Intensive Care Unit • (PACU) Pediatric Intensive

Care Unit• (CICU) Cardiovascular

Intensive Care • Neonatal Unit

• Occupational Therapy• Oncology• Radiology• Urology• Emergency Department• Women Center, Birthing Unit,

Maternity Ward

Nurses

Know Department Names

• Critical Care• (ICU) Intensive Care Unit• (PACU) Pediatric Intensive

Care Unit • (CICU) Cardiovascular

Intensive Care • Neonatal Unit

• Occupational Therapy• Oncology• Radiology• Urology• Emergency Department• Women Center, Birthing Unit,

Maternity Ward

Departments

Know The People

• Physician• ER doctors• Surgeons • CNO • CRNA

• RN• LPN/LVN • CNS • Aid • Technician

Staff

Channel PartnerMass Communications

Infant Abduction

System

Nurse Call

Fire Alarm and Security

Systems

RTLS (Real Time

Locating)

VoIP Call Managers

Wireless Phones and Pagers

Telemetry Equipment & MiddlewarePublic Address

Channel PartnerNurse Call

• Rauland• Ascom• Jeron

• Hill Rom• West Call• Tek Tone

• JCI• Siemens

• Red Hawk• Simplex

Channel Partner

High Potential ↔ High Risk

AtlasIED Partner Success Profile - Healthcare

Network Infrastructre Services / Life Safety System

Core Business

Commodity / Device Focused

Aligns value with our solutionProduct Portfolio

Does not integrate with our enterprise wide solution

Products and Services

Channel Partner

High Potential ↔ High Risk

AtlasIED Partner Success Profile - Healthcare

Mass Communications represents a significant percentage of their

total revenue

Revenue / Projects

Won

Won some large paging projects, but it is not core to their staffing

or businessC-Suite, IT Dept, Facility

Managers, CNO, Security Leadership,

Targets End Users

Nurses, Doctors

Active with long term sales Sales Cycle Focused on short term sales / turn around

Familiar with Hospital Orginizations and Healthcare

buying groups

Market Structure

Unaware of Hospital Orginizations

Healthcare Business

Channel Partner

High Potential ↔ High Risk

AtlasIED Partner Success Profile - Healthcare

Campus / District wide Plans, business consultating, Driving

specificaitons

Strategic / Consultaing

Commodity Contract programs, responds to bids

Technical staff and dedicated sales resources

Sales Resources

Less access to technical staff or resources

Consultative Selling - Solution Focused

Sales Skills Transactional sales, parts and pieces

IT / Infrastructure Specialist, Network Certifications, Cisco

Certifications, Active Support on staff

Technical Capabilities

Equipment Engineers, Non certificated network personnel

Sales, Marketing or other Healthcare experts

Healthcare Specialist No specialist

Staff and Resources