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Dell Healthcare ISV EMEA Alliance Program

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Join Dell and empower caregivers with innovative IT solutions that incorporate the latest technologies.

Join Dell and empower caregivers with innovative IT solutions that incorporate the latest technologies.


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  • 1. Healthcare ISV Alliance ProgramEmpower caregivers with innovative IT solutionsEric van ‘t Hoff, EMEA Healthcare & Life Sciences Alliance Manager
  • 2. Dell The power to do more Dell Healthcare2 DELL Confidential
  • 3. Dell begins a series of Completed initial Dell storage systems strategic acquisitions with public offering introduced Alienware and EqualLogic Dell.com launches, Dell acquires Shipped our first PC, generating $1M key storage, offering industry first per day in revenues cloud risk-free Launched industry’s computing returns and Named to the first consumer PC and software onsite service Fortune 500 recycling program providers26+inspiredyears 1984 1989 1994 2000 2009 Dell Dell’s first Dell servers Ranked No. 1 Acquisition of founded laptop debut to computer systems Perot Systems ships challenge provider worldwide transforms traditional Dell Services business proprietary server market 2006 Unveiled the world’s Dell workstations Dell revolutionizes the fastest PC launch way businesses connect with customers through Direct2Dell and IdeaStorm
  • 4. Dell today Our Purpose  Delivering technology solutions that enable people everywhere to grow and thrive 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 We give customers the power to do more4
  • 5. Dell by the Numbers Fortune 35 Company • $61.5 billion in FY11 Revenues* • $3.4 billion FY11 Operating Income Financially Sound • $15 billion+ in cash**; FY11 cash flow of $4billion Global Reach • 100,000+ Dell team members around the world. Shipping 120,000+ systems everyday to customers in 180 countries IT Services Leader • 43,000+ Dell Services team members Partner to Business • 98 % of Fortune 500 do business with Dell. #1 PC provider to large enterprises and public sector organizations. #1 provider of computer SMB’s. **#38 on Fortune 500 in 2010, * Period ended January 28, 20115
  • 6. We continue to heavily invest in efficient IT Efficient IT domains Efficient Data Efficient Cloud / Efficient Workforce Center Services • Virtual desktop • Next gen data center • Cloud computing • Mobility management computing • Global data centers • Advanced end-point • Fluid data architecture • Cloud infrastructure devices • Virtually Integrated • IT as a Service • Security management Systems (VIS) • Data archiving6
  • 7. Strategic acquisitions focused on efficient enterprise solutions Efficient IT domains Efficient Workforce Efficient Data Center Efficient Cloud / Services A single point of mgmt for both physical and virtual resources Consulting services & cloud expertise Remote systems management appliance High performance SAN iSCSi Simple, easy-to-use SaaS Archiving and image integration tool and consulting solutions for virtualization management solution for healthcare vertical. Managed security services, threat intelligence and security & risk consulting Intelligent infrastructure and mgmt. of multi-tier storage architecture Software asset management Remote email management – continuity and archiving SaaS App mgmt., deployment Storage compression & de-duplication Distributed device management svcs, and infrastructure delivered as a SaaS services consulting Clustered NAS storage Award-winning Ethernet IT monitoring software switching and routing products7
  • 8. We are committed to deliver open, capable and affordable solutions Open Capable Affordable Designed on industry standard Delivering Automated Policy- Focus on Solutions that protocols enabling the ability to based Solutions built on Industry Deliver Exceptional Total integrate with preferred ISV Leading Technologies Cost of Ownership8
  • 9. With a lifecycle approach that starts with the environment in mind Design it - Design for recyclability, energy efficiency Recycle it Build it -Make it easy for - Supply chain environmental each product to be compliance, packaging with recycled sustainable, recyclable materials Operate it -Optimize for The EPA estimates that the power Dell products comply with the highest global power management environmental standards and eco-labels. consumption from servers, storage, communications and cooling accounts for roughly 2,0% of total electricity use in the U.S.9
  • 10. Dell Healthcare Better healthcare starts with better information Dell Healthcare10 DELL Confidential
  • 11. Healthcare IT current reality The Challenges The Consequences The NeedsClinicians are in data overload There is too much information to Digitise patient information so itAn incredible amount of data process, which can slow decision- can be readily shared. Fully enablegenerated for each patient through- making and thus, patient care. As a easy access to data to aid inout the hospital. result, access to information is decision-making from anywhere in limited and errors are made. the hospital complex.Digitalisation is a challenge Critical patient data can be lost, Standardise the IT infrastructure toGrowing storage in silos with data misplaced, or even misread. Delays simplify information sharing andmoving between multiple core in information management can reduce management and scaling costssystems in all forms. IT also needs to affect decision-making. IT and while maintaining availability, uptime and compliance requirements. Enablecomply to patient safety regulations. storage costs are exploding. interoperability with the many medical information systems to ease information sharing.Demand for care is growing Being overloaded, caregivers lack Focus on streamlining workflow andThere are simply not enough nurses the resources for integrating time- optimizing processes to reduce theand doctors to cope with our saving patient care technologies burden on caregivers. Connectdemands. Aging populations into daily workflow routines. hospitals and primary care physiciansstressing an already taxed system. to coordinate patient care and increase staff productivity.11
  • 12. Our Vision: Better healthcare starts with better information Ministry of Health Health insurance Patient organizations Healthcare providers General Ambulance Diagnostic Regional Academic Pharmacy Revalidation Mental Nursing Home Practitioner services Center Hospital Hospital drugstore center Health Elderly Care Accident First Prevention Pain OK Diagnosis Treatment Therapy OK Nursing Aid 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.12
  • 13. When healthcare is information-driven … … information is … data becomes … patients are interconnected knowledge empowered so that it is available when that moves healthcare to take control of their and where it is needed to beyond episodic care to own health by being save lives. prevention. connected to better information. Dell Healthcare connects people to the right technology and processes to create information-driven healthcare and accelerate innovation.13
  • 14. 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 Dell Healthcare14 DELL Confidential
  • 15. With a portfolio of solutions that address healthcare needs at every levelVerticalSolutionDomains Mobile Clinical Medical Records Unified Clinical High Performance Healthcare Strategic Computing Digitisation Archiving Computing Partner SolutionsServiceSolution Application Business & IT Managed Cloud Configuration Support Services Consulting Services services & Deployment ServicesDomainsHorizontal Next Generation Intelligent Next GenerationSolution End-User Computing Data Management DatacenterDomainsTechnologySolution End-Point Systems Servers Storage Networking SoftwareDomains Devices Management Security and Privacy15
  • 16. Our key technology blocks that help deliver information-driven healthcare Servers Storage Networking End Point Devices Unified Flat Unified Intelligent Flat Easy Systems Management16
  • 17. With an intelligent storage portfolio to manage patient data efficiently Compellent EqualLogic PowerVault PowerVault DX Object Storage Storage Center PS & FS MD & NX DR, DL & TL Platform Multi-protocol Unified, Modular disk D2D and D2T enterprise virtualized IP storage backup targets & Archival storage storage storage appliances Massive scale and Self-optimized and Uncomplicated and Value and Simple protection content-aware powerful versatile performance and recovery • 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 creation17
  • 18. And an archiving solution to efficiently store, manage and share medical data Women’s Medical Radiology Oncology Cardiology Pathology Record health Unified Clinical Archive Unified Clinical Archive Clinical Data Management Data Consolidation and Information Life cycle Management Clinical On Premise Archive Clinical Cloud Archive Object based storage platform Managed Enterprise Archive Clinical Collaboration Portal Cross Enterprise Data Access and Distribution18
  • 19. A mobility solution to save time while accessing patient data on the move Session Single Location Fast access Application Data mobility passwords Awareness to data provisioning Security Mobile Clinical Computing > A virtual desktop for healthcare professionals with the ability to roam a session from one device to another < Data Security Clinical Efficiency IT productivity • Information stored in the data • Single Sign-On and application • Dynamic provisioning center – not the endpoint auto launch • Patch management • Role-based delivery of • Session Transfer • Standardization and applications and data simplification • Follow-me printing19
  • 20. Healthcare ISV Alliance Program Empower caregivers with innovative IT solutions20
  • 21. A flexible ISV Alliance Program designed to help you do more Qualify, Agree, Procure, Support Service design and plan, train build and sales and and validate and price deliver market support21
  • 22. Leverage the power of our supply chain with Dell OEM Solutions Manufacture Global Design and support fulfillment Application and image Custom fulfillment Globally owned 24/7 management services and installation support infrastructure Testing and validation Dell online parts services – proof-of- Asset management dispatch concept labs Order consolidation Service delivery Cloud services and staging manager OEM-centric Mission-critical support Engineering services Same day, 2 hr, 4 hr, 8 hr customization Supply-chain consulting Business process reengineering Organizational change management22
  • 23. Improve your competitiveness by taking advantage of Dell PartnerDirect Certified Practice Areas System Management Enable resale opportunities Networking across the IT spectrum Server Reward unique partner solutions capabilities Storage Security 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.23
  • 24. Collaborate with Dell Healthcare Sales & Marketing forces to extend your reach Healthcare Dedicated Healthcare Marketing Resources to Director create joint value propositions and help you get your solutions to the healthcare market Healthcare Marketing Sales Sales Solutions External Internal Consultants 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 systems24
  • 25. 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 25 25
  • 26. Protect the IT health of your customers with Dell ProSupportTech support sitesNBD Parts HUBsRepair centersCommand centers• 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 * Dell Services ranked #1 for onsite support response time - 1Q11 Corporate Service & Support Customer Satisfaction Study, June 2011, Technology Business Research.26
  • 27. Creating healthcare success for our ISV Alliance Partners is what motivates us Ambulatory Genomics Claims Acute EHR Infotainment Imaging EMR Enterprise & Supply Chain Lab Analysis and Analytics Clinical Trials OR & ER 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 27
  • 28. Healthcare ISV Your success is our passion28
  • 29. A four-fold Alliance approach let you choose the Go-to-Market strategyHealthcare ISV Product Division supported by Dell OEM Solutions ISV Solution + Healthcare ISV powered by DellHealthcare ISV (local) Sales Office supported by Dell Partner Direct ISV Solution + Healthcare ISV powered by DellHealthcare ISV (local) VAR supported by Dell PartnerDirect Healthcare ISV ISV Solution Value Added powered by Dell + ResellerHealthcare (local) Sales Office collaborating with Dell Healthcare ISV Solution & Healthcare ISV powered by Dell 29
  • 30. Dell is where you need us … EMEA Russia SlovakiaAmericas Sweden Finland Poland Norway Denmark Czech Republic Germany Scotland Ireland United Kingdom Netherlands Belgium Austria France Switzerland Japan Canada Portugal Spain China Korea Morocco USA Hungary Taiwan Italy Hong Kong Puerto Rico Greece Indonesia Mexico Colombia India Thailand United Arab Malaysia Panama Emirates Singapore Brazil Australia Peru South Africa Chile APJ Argentina New Zealand30
  • 31. …and provides one team working to help you meet your goals Accountability and Coordination Your Global Account Team Global Account Manager/ Account ExecutiveHealthcare ISV31 Confidential
  • 32. A EMEA team committed to being continuously ready to support you Name • Overall relationship management Global Account Manager • Single point of contact Contact Information • Confidential roadmaps/ Quarterly Reviews Daily Account Enterprise Systems Storage Solutions Services & Support Alliance Management Expertise Expertise Expertise Management Name Name Name Name Eric van ‘t Hoff (EMEA) Internal Sales Rep. Solution Consultant Solution Consultant Service Manager Healthcare Alliance Mgr. Contact Information Contact Information Contact Information Contact Information +31 6 83642573 Name Customer Name (N.A.) Program Manager Customer Care Healthcare Account Mgr. Contact Information Contact Information Contact Information Name Technical Support Contact Information Your account team can help you with: • General assistance • Roadmap updates for • 3rd-party software and • Professional services • Product quotes server, storage, switches peripherals • Customer services • Order status • Pre-sales technical • Long life cycle products • General technical support • Escalations support • Customizing (e.g. BIOS • Marketing and Sales • Channel conflicts • On-site architecture activation, asset tagging) support assistance • Support with regulation32
  • 33. 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.33 Confidential
  • 34. Thank You34