eFolder is enabling partners to sell into the medical vertical with backup, BDR, and sync solutions that comply with the Health Insurance Portability and Accountability Act (HIPAA). Join Ted Hulsy, Vice President of Marketing, and Nick Espinosa, an eFolder partner, as they provide advice and requisites for penetrating the medical vertical.

1. Partner Chat Webinar
Selling to Medical Clients:
Anchor and HIPAA

2. 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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3. Introductions
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4. Introductions
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200 clients / ~1,000 end-users
Founded in 2004
Chicago area
30 clients in the medical vertical
40 employees

5. 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

6. 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

7. 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

8. Requisites for selling to medical vertical
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Mike Semel, Semel Consulting
December 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

9. 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

10. 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

11. 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

12. 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

13. 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

14. 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

15. 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”

16. Choosing products and vendors
© 2014 eFolder, Inc. All Right Reserved.16
60-80%
BSSi2 gross margin on
eFolder Anchor service for
medical clients

17. Q&A
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www.efolder.net
678-888-0700

18. Thank you!
www.efolder.net
678-888-07000