1. Pentaho Business Analytics
for ISVs and SaaS Providers
in the Healthcare Sector
Kevin Dobbs
Managing Partner, Montclair Advisors
Drew Quinlan
Director of Sales, OEM/ISV - North America, Pentaho
© 2012, Pentaho. All Rights Reserved. pentaho.com. Worldwide +1 (866) 660-7555

2. Today’s Focus
Centered around ISV’s (On Premise or SaaS or Hybrid) Selling
into the Healthcare Sector
Are Advanced Analytic capabilities important to compete in
the industry?
How can I get world class analytic capabilities for my next
release?
How do I evaluate all of the choices?
What are other ISV’s in my industry already doing today?

3. BI Trends in Healthcare
Consolidation of Information
• Bringing financial, patient & clinical data together
New Data Resources Available to Leverage with Analytics
• National health DBs, shared data w/ insurers, etc...
Need for Self-Service Data Discovery Tools
• Data is new, analytics is new, needs changing constantly
Ease of Use for Non-Technical Users
• Doctors & nurses don’t have the time to become advanced data scientists
along with their other responsibilities.
Users are Mobile
• Providers and patients
Professionalisation Through Metrics & KPIs
• Seeing the patient as a customer
Big Data analytics on large and varied data sets

4. Big Data in Healthcare
Biggest challenge is data variety
Monitor and manage growing volumes of data for HIPAA
compliance
How to leverage all data sets for predictive, pattern & risk
analysis
Analyze patient behaviour to optimise processes, reduce
re-admissions and provide better care

5. Why Business Analytics Are
Critical For Successful SaaS
Healthcare Offerings
Copyright © 2008-12 Montclair Advisors, LLC Confidential Information

6. Growth of Business Intelligence and Analytics
SaaS offerings continue to be a big market driver
• Business Intelligence platforms to surpass $8 billion in spending per year by 2014 and growing
at a rate of 14.4% a year according to Gartner. (see chart below)
• IDC indicates that the SaaS BI market will triple the growth of the overall market, with a compound
annual growth rate of 22.4% by 2013.
• A 2012 survey by SnapLogic found that 110 CIO’s intend to implement and expand their BI and
Analytics initiatives and that 39% mentioned that this remained their number one priority.
Source: Gartner
Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved. 6

7. Delivering a Superior Customer Experience
Understanding the importance of adoption and consumption
Commitment
Support Internalization
Institutionalization
Acceptance
Adoption
Change Management
Training
Initial Use
Perception
Positive Perception
Communication
Understand
Preparation
Aware
Unaware
Time Go Live
Source: Product Adoption and Consumption Curve. Appirio, 2012
Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved. 7

8. Business Intelligence and Analytics Improve Customer Satisfaction
Delivering more compelling products
• Improve customer adoption and consumption > renewals
• Faster access to data and self-service
• Mobile and tablet solutions Top Benefits of an Embedded BI Strategy:
• Lower TCO and COGS •Speed of adoption/ ease of deployment: 53%
•Ability to tailor analytical functionality: 31%
• Big Data solutions
•Cultural and process improvements: 30%
•Add value to existing software deployments 27%
Source: Aberdeen Group, 2012
Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved. 8

9. Buy vs. Build for OEM Software
5 year Total Cost of Ownership comparison for BI/Analytics platform
• Lower costs to start with but significant savings over a 5 year time period
– Less FTE’s and infrastructure required
– Software is up-to-date
– Available support and training
• Comparing small, medium and large use cases > Was lower TCO with a OEM software
solution than an in-house build over 5 years
Source: SaaS TCO Modeler – Montclair Advisors, 2010-2012
Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved. 9

10. Importance of Cost of Goods Sold
Maturity model illustrates that keeping embedded costs low, can increase profits
200.0%
42.0%
150.0%
77.3% 20.5%
100.0%
22.5% 11.3% Income(Loss)
40.9% 14.6%
G&A
33.1% 26.2%
50.0% 28.4% Sales & Marketing
23.1%
17.1% 15.0%
R&D
39.0% 35.3% 33.0% Cost of Goods Sold (COGS)
28.0%
0.0%
-19.8% -0.7%
-86.7%
-50.0%
-100.0%
<$10M $10-50M $50-100M >$100M
Start-up Build-up Profitability Scale
Source: OPEXEngine and Montclair Advisors 2010-2012
Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved. 10

11. Healthcare IT
Things are really changing!
Image: Courtesy of Athenahealth, 2012
Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved. 11

12. Healthcare in the Cloud
Use case examples
Healthcare Information Exchanges Electronic Medical Records
Consumer Healthcare Apps Hospital Communications
Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved. 12

13. SaaS BI/Analytics Selection Considerations
Montclair Advisors recommendations
• Strongly consider standards-based solutions
– Minimize risks
– Larger skills pool
– Reduce chances of lock-in
• Flexible business terms
– Very important to line of business and finance executives
– Willing to grow with your BI/Analytics product or initiative
• Strong relationships
– Look for a track record of successful on-boarding
– Training, tools and templates
– Active, on-going support
Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved. 13

14. Montclair Advisors provides customized Software-as-a-Service advisory services designed to help SaaS-based and
non-SaaS-based software companies optimize their business models, improve revenues, control costs and deliver
world-class software. Montclair also develops the leading report on the Top 250 SaaS companies globally and provides
strategic expertise that is trusted by industry leaders. The firm offers valuable perspectives and a focused set of
SaaS-related service solutions including strategy, revenue, and products. The result allows software companies to
improve competitiveness, revenue performance and profitability. Founded in 2008, Montclair Advisors has an elite
clientele including CA Technologies, Ceridian, Infor, Novell, Oracle, Red Prairie, SuccessFactors, and Xactly.
Worldwide Inquiries: Contact:
Phone: +1.510.336.0019 Kevin Dobbs, Managing Partner
Mobile: +1.510-967-9229 kevin@montclairadvisors.com
www.montclairadvisors.com info@montclairadvisors.com
Follow us at Montclairadvrs
Subscribe to our blog Smart SaaS at www.montclairadvisors.com/blog
Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved. 14

15. Foundation of Pentaho OEM Program
Technology
Will this technology do what our industry needs it to do?
Can this be a competitive advantage for us?
Partnership
Is this a company we want to stake our future success on?
Is this a company that understands and has experience in our sector?
Business Terms
Can I make more money doing this?
Can I win additional market share?
Do I have to change the way I am licensing or contracting today?

16. Technology
Open Architecture
Modular and pluggable, built to be extended.
Lightweight and modern.
Open Standards
100% Java, you already have expertise in house.
Widely used technology.
Open Source
View the source code so extending is easy.
Don’t get locked into vendor release cycles.
16
© 2012, Pentaho. All Rights Reserved. pentaho.com. Worldwide +1 (866) 660-7555

17. Partnership
Achieving Critical Mass
Over 10000 deployments
Over 1200 commercial customers
Large partner ecosystem: Red Hat, EMC, Cloudera, …
One Download Every
Technology/Innovation Track Record 30 Seconds
First fully integrated BI and Data Integration
First analytics for Big Data/Hadoop “Pentaho exceeds its
peer group in Quality
First Mobile BI and Value of Consulting
First Agile BI Services. It was
recommended by 100%
of its customer
Premium Production Support respondents.”
World-class support software: ZenDesk Source: Howard Dresner “Wisdom
Exceptional SLAs for your L3 support of Crowds” report, 2010

18. Partnership = Development Handholding
Development Enablement (Required)
Extension of product support, enabling developers
Product experts with knowledge of APIs & architecture
Proactive monthly calls to discuss roadmap & progress
Architecture Workshop (Required)
Architecture, best practices & techniques
Jointly developed architecture & implementation
strategy by Pentaho architect & partner
Tailored OEM Training Class (Required)
Deep understanding of architecture & extension points
Knowledge to support and troubleshoot the integrated
solution

19. Business Terms
Your Model: On Premise or SaaS?
Single contract from Pentaho
Flexible subscription based pricing useable across all
deployment models
How Do You License Your Product?
We want to match it
Custom metrics and custom pricing available
Terms and Conditions?
Open to all reasonable ISV/OEM industry standard
Terms & Conditions
No need to change or update your EULA in most cases

20. Pentaho Users in Healthcare Today
•Improve Operational Efficiency
Clinical •Eliminate costly, manual and delayed report
Excellence
generation Nurses
•Behavioural analysis Analyzing patient waiting times
•Pattern & risk analysis
•Outcome of care analysis
Improving •Clinical service excellence through access to
Patient information for better decisions
Predictive Healthcare Analyst
•Sharing of patient information through the
Satisfaction treatment lifecycle Preventive medical treatment for high risk patients
•Reduce Patient waiting times
•Avoid fines / litigation
Compliance •Maximise available public funding Doctors & Nurses
•Provide Social and Public Information Better patient care, compliance & cost metrics through
• Fraud detection and prevention analysis of big data streams of clinical data
• Resource & staff planning
Financial • Optimise supply chain
Management •Understand patients/procedures/revenue Finance Analyst
• Manage claims & reimbursements Full financial performance visibility for each facility to
optimize operational costs
20
© 2012, Pentaho. All Rights Reserved. pentaho.com. Worldwide +1 (866) 660-7555

21. Today’s Focus In Closing
 Centered around ISV’s (On Premise or SaaS or Hybrid)
 Everything today was relevant to software providers in the healthcare industry.
 Are Advanced Analytic capabilities important?
 Extremely so. You are losing to others that have them today or missing a huge
strategic advantage. The amount of data in healthcare is already huge and it is
expanding at an incredible rate.
 How can I get them?
 Buy them, don’t build them yourself.
 How do I evaluate them?
 Find the right technology, the right partner and the right business terms.
 What are other ISV’s already doing today?
 Many are already embedding Pentaho. (8 Week GTM Program)