acute health care example

1. Partners in Care Sales Training: Acuity Services
Ian Sullivan, Services Category Manager

2. Partners in Care SUPPORT | EDUCATION | PROFESSIONAL SERVICES
Customer “Pain Points” in Continuous Patient
Monitoring
• High risk environment, patient monitoring system availability
is critical
• As part of a hospital refurbishment project, needs to up and
running quickly and efficiently
• Large capital investment, needs protecting and with future
costs under control
• Complex environment, many players involved: Biomed, IT,
Clinical staff
• Staff need initial training and refreshed on a continual basis

3. Partners in Care SUPPORT | EDUCATION | PROFESSIONAL SERVICES
Why Acuity Services from Welch Allyn?
• Efficiency: up and running quicker, less waste of hospital
staff’s time,
• Coordination of different Hospital departments and supplier
• Customer benefits from a solid installation ensuring critical
system availability from day one
• Clinical training ensures staff are able to operate the devices
and deliver correct patient care
• Remote installation offers support when the customer needs
rapid recovery from a failure or change in the configuration
• Post implementation support means reduced risk
• Upgrades and network changes included in agreement s to
control future costs

4. Partners in Care SUPPORT | EDUCATION | PROFESSIONAL SERVICES
Acuity Installation Description of Work
• Project preparation / network diagram
• Customer meetings - project scope agreement
• Acuity Central Station Install
• Wiring Hallway Message Panels
• Setting Up the Equipment Room
• Installation of Repeater Displays
• Central Station Modem Installation
• Verify system operation
* Some steps may not be required in all cases

5. Partners in Care SUPPORT | EDUCATION | PROFESSIONAL SERVICES
Acuity Installation Parts and Pricing
Description EUR GBP
Installation & Implementation, 1 CPU, 1-19 Patient Licenses 3,857 € 3,360
Installation & Implementation, 1 CPU, 20-44 Patient Licenses 4,908 € 4,276
Installation & Implementation, 1 CPU, 45-60 Patient Licenses 5,611 € 4,889
Installation & Implementation, 2 CPUs, 1-19 Patient Licenses 4,908 € 4,276
Installation & Implementation, 2 CPUs, 20-44 Patient Licenses 6,315 € 5,502
Installation & Implementation, 2 CPUs, 45-60 Patient Licenses 7,010 € 6,107
Installation & Implementation, 3 CPUs, 1-19 Patient Licenses 6,315 € 5,502
Installation & Implementation, 3 CPUs, 20-44 Patient Licenses 7,714 € 6,720
Installation & Implementation, 3 CPUs, 45-60 Patient Licenses 8,769 € 7,639
Installation & Implementation, 4 or more CPUs, 1-19 Patient Licenses,
Minimum Charge. Price may vary based on system size. 8,769 € 7,639
Installation & Implementation, 4 or more CPUs, 20-44 Patient Licenses,
Minimum Charge. Price may vary based on system size. 9,642 € 8,400
Installation & Implementation, 4 or more CPUs, 45-60 Patient Licenses,
Minimum Charge. Price may vary based on system size. 10,519 € 9,164
Site survey - 1 Ward 1,136 € 990
Site survey - 2 Wards 2,278 € 1,985
Site survey - 3 Wards 3,415 € 2,975

6. Partners in Care SUPPORT | EDUCATION | PROFESSIONAL SERVICES
Upgrade Installations
CPU Upgrades
0-5 Wired Sites & Access Points EUR GBP
0 CPUs added or replaced 1,136 € 990
1 CPU added or replaced 1,664 € 1,450
1+ CPU added or replaced 2,497 € 2,175
6 - 15 Wired Sites & Access Points
0 CPUs added or replaced 1,664 € 1,450
1 CPU added or replaced 2,497 € 2,175
1+ CPU added or replaced 3,323 € 2,895
16 - 30 Wired Sites & Access Points
0 CPUs added or replaced 2,497 € 2,175
1 CPU added or replaced 3,323 € 2,895
1+ CPU added or replaced 4,161 € 3,625
31 - 50 Wired Sites & Access Points
0 CPUs added or replaced 3,323 € 2,895
1 CPU added or replaced 4,161 € 3,625
1+ CPU added or replaced 4,982 € 4,340
66 and above Wired Sites & Access Points Custom Custom
Software Upgrades
Software only upgrade 832 € 725
Software & Networked components 1,664 € 1,450
On-site Service, 1 day 1,136 € 990

7. Partners in Care SUPPORT | EDUCATION | PROFESSIONAL SERVICES
PIC Acuity Services

8. Partners in Care SUPPORT | EDUCATION | PROFESSIONAL SERVICES
Acuity - Full Support Service
• Customer Profile
– Customer who needs hardware and software support service, no
hardware upgrades
– Have purchased WA Acuity product or upgrades within the past 2 years
– Not seeking HW, SW or Wireless Infrastructure upgrades
– May have legacy service contract
• Full Service Plan highlights:
– Onsite Support for device failures
– Network support
– 15% discount off Clinical training classes
– Annual Account Reviews

9. Partners in Care SUPPORT | EDUCATION | PROFESSIONAL SERVICES
Acuity – Premium Support Service
• Customer Profile/Positioning
– Two main elements to service plan; support and SW & HW upgrades
– Targeted to customers who have older WA Acuity products – typically
more 2-3 years old
– Used to protect and upgrade current WA base
• Premium Support Service Plan Highlights
– Includes Acuity SW Upgrades and Project Management Support
– Includes Annual Account Reviews
– Option to include Wireless Infrastructure and Flexnet upgrades
– 15% discount off Clinical training classes

10. Partners in Care SUPPORT | EDUCATION | PROFESSIONAL SERVICES
Description GBP EUR
Full Service Agreement, on systems with 1 -12 Patient Licenses £2,630 3,019 €
Full Service Agreement, on systems with 13-28 Patient Licenses £3,940 4,523 €
Full Service Agreement, on systems with 29-44 Patient Licenses Custom Custom
Full Service Agreement, on systems with 45-60 Patient Licenses Custom Custom
Premium Service Agreement, on systems with 1 -12 Patient Licenses £4,465 5,125 €
Premium Service Agreement, on systems with 13-28 Patient Licenses £6,700 7,691 €
Premium Service Agreement, on systems with 29-44 Patient Licenses Custom Custom
Premium Service Agreement, on systems with 45-60 Patient Licenses Custom Custom
Acuity Service Agreement Pricing