Healthcare demand is set to surge: “In the short term, an additional 32 million people insured by the Affordable Care Act; long term, more than 20% of the population will be 65 or older by 2029” (Colliers International report, Medical Office Trends and 2014 Outlook). As the overall healthcare market grows, so does the market for premium managed services for medical offices, clinics, or hospitals. How can partners capitalize on the lucrative and growing medical vertical? In this MSPmentor webinar, join eFolder partner Dan Edwards and Ted Hulsy, Vice President of Marketing at eFolder, as they discuss three medical client case studies and how to use HIPAA-compliant file sync to land and expand with medical clients.

1. Features of eFolder Anchor
SaaS or Private Cloud
Deployments
Built for IT service providers, MSPs, and VARs

2. Profitable Partners:
Selling File Sync to Medical Clients
September 10, 2015 Sponsored by:

3. Your Host
Ryan Morris
Principal Consultant
Morris Management Partners
rmorris@morrismp.com
@ryanmorris303

4. Please Welcome
Ted Hulsy
VP of Marketing
eFolder
@TedseFolder
@eFolder
Dan Edwards
President and CEO
Pact One Solutions
@PACT_ONE

5. Pact One Solutions
Founded in 2003
Started in Las Vegas area;
offices now in California,
Arizona, Utah, and Nevada
33 employees
Clients in legal, accounting,
and medical verticals

6. • 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?

7. $4.8M New York-Presbyterian Hospital and Columbia
University Medical Center – leaked datahttp://www.hhs.gov/news/press/2014pres/05/20140507b.html
$150,000 Resolution Agreement with Adult & Pediatric
Dermatology, P.C. of Massachusetts – lost flash drive
http://www.hhs.gov/ocr/privacy/hipaa/enforcement/examples/apderm-agreement.html
$1.5M Massachusetts provider settles
HIPAA case – lost laptop
http://www.hhs.gov/ocr/privacy/hipaa/enforcement/examples/meei-agreement.html
$1.7M Alaska DHSS settles HIPAA
security case – lost hard drive
http://www.hhs.gov/ocr/privacy/hipaa/enforcement/examples/alaska-agreement.html
What is HIPAA?

8. Requisites for selling managed services to medical clients
What you have to do to comply with HIPAA:
•Learn HIPAA
•Implement HIPAA-specific policies and procedures
for your clients
•Conduct a HIPAA Risk Analysis
•Train your workforce
•Sign BAA agreements with vendors and clients
•Deploy services from vendors that are HIPAA-
compliant, such as eFolder

9. Introducing eFolder Anchor

10. Features of eFolder Anchor
SaaS or Private Cloud
Deployments
Built for IT service providers, MSPs, and VARs

11. Partner Testimonial: Selling File
Sync to Medical Clients

12. Dentist with Multiple Locations
Before: Dentist using consumer-grade file sync to keep files in sync

13. Dentist with Multiple Locations
Before: Dentist using consumer-grade file sync to keep files in sync
After: Dentist securely syncing patient images between multiple offices
and a central lab using Anchor
Central lab

14. Oral Surgery Practices
Before: Oral surgery practices using consumer-grade file sync and email to
share ePHI with third parties

15. Oral Surgery Practices
Before: Oral surgery practices using consumer-grade file sync and email to
share ePHI with third parties
After: Dentists and orthodontists provided with secure guest accounts for
sharing x-rays with oral surgeons

16. Dental Consultant
Before: Sensitive patient data inconsistently synced across different devices

17. Dental Consultant
Before: Sensitive patient data inconsistently synced across different devices
After: Seamless & secure syncing across multiple devices and elimination
of data siloes

18. How can partners get their foot in the door
with medical clients?
What challenges have you had to overcome
when selling to medical clients?
What recommendations do you have for
partners when approaching medical clients?
Tips and Tricks

19. Choosing Products and Vendors
67%
Pact-One’s gross margin
on eFolder Anchor

20. • Business-grade file sync
• Secure and easy sharing
• Backup and restore features
• Administrative features and integrations
• Military-grade encryption
Key Features of eFolder Anchor

21. Choosing Products and Vendors
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

22. Choosing Products and Vendors
Pricing for profits
Flexibility and support
• Month-to-month payments, no long-term
contract
• Support and maintenance
• Dedicated account manager
• Sales, marketing and technical training

23. Free trial
• Free 21 day trial of eFolder Anchor
• Visit anchorworks.com/download
• Choose between SaaS or Private Cloud

24. Ask the Experts
Ted Hulsy
VP of Marketing
eFolder
@TedseFolder
@eFolder
Dan Edwards
President and CEO
Pact One Solutions

25. Thank You!
September 10, 2015
Sponsored by: