1. Preparing for Healthcare Transformation -
Building the Foundations for Success.
November 9th, 2011
Call-in toll-free number: 1-866-203-7023 (US)
Conference Code: 965 798 7901

2. 2
© Copyright 2011 Headstrong
Confidential and Proprietary Information
Agenda
● Introduction and Welcome (11:00 – 11:02 AM) –
Eastern Standard Time : Yatinder Agarwal, Marketing,
Headstrong
● Healthcare Industry Transformation Epidemic
(11:03 – 11:15 AM) : John Reza, Healthcare Practice
Leader, Headstrong
● Impact of the Payment Reform (11:16 – 11:28 AM) :
Dr. John Sardelis, Associate Professor and Chairperson, Saint
Joseph’s College
● Impact of Mobile Commerce (11:29 – 11:41) : Aaron
Kaufman, GM & VP of Healthcare and Life Sciences at Kony
● Process Redesign Mandate (11:41 – 11:54 AM) : Guy
Nesbitt, VP at Genpact, Healthcare Global Business
Development Leader
● Panel Discussion (11:55 – 11:59 AM)
● Closing (12:00 AM) : John Reza

3. strong opinions
strong resultsBiographies
3© Copyright 2010 Headstrong Confidential and Proprietary Information | www.headstrong.com | Page No.
John Reza
Principal, Healthcare Practice, Headstrong
Mr. Reza is a well-rounded Healthcare and IT professional with 25 years of experience functioning as a hands-on executive
and management consultant. He is a former senior manager at one of the Big Four and a Chief Information Officer with
significant experience in Healthcare business operations, IT, and management of large-scale systems and business process
implementations.
John Sardelis
Associate Professor, Associate Chairperson, Saint Joseph's College
Dr. Sardelis is a full-time faculty member for graduate and undergraduate courses including Health Care Finance and
Reimbursement, Managed Care, Legal Aspects of Health Care, Health Care Delivery Systems, Health Care Management,
Managerial Statistics, Strategic Health Care Planning, International Health Systems, and Computer Applications in Health
Administration. He offers his students a unique blend of a rigorous academic education, practical health insurance
managerial experience and an extensive information technology background, providing a multi-dimensional approach to the
subject of health care.
Aaron Kaufman
General Manager & Vice President of Healthcare and Life Sciences at Kony
Aaron brings more than 17 years of diversified information technology expertise across several verticals. Prior to joining
Kony, Aaron served as the chief technology officer for Cardinal Health, where he focused on patient, provider, supplier and
payer based initiatives, especially with mHealth. Previously, he held senior executive roles at numerous organizations,
including US Oncology, Global Health Grid, Patrick Soon-Shiong (pronounced Soon Shung) Foundation, Abraxis Bioscience,
Cognizant, and Infosys.
Guy Nesbitt
Healthcare BD Leader, Genpact
Guy is Genpact's Global Business Development Leader for their healthcare practice. He brings over fifteen years of industry
experience in the Provider and Payer verticals, primarily focused on the provision of outsourcing services. Guy's experience
includes tenures at a number of Fortune 20 firms. He has served as an Executive Director at McKesson and as a Senior Vice
President at Cardinal Health. In addition, Guy led outsourcing sales at First Consulting Group prior to its acquisition by CSC
and later as a Senior Vice President at Concentra, where he participated in its successful sale to Coventry Health.

4. strong opinions
strong resultsCompany Information

5. strong opinions
strong resultsHealthcare - A National Agenda
5© Copyright 2010 Headstrong Confidential and Proprietary Information | www.headstrong.com | Page No.
Reduce the growth of cost.
Make care delivery more efficient.
Provide quality care.
Secure and protect PHI.

6. strong opinions
strong resultsHealthcare Market – Complex
6© Copyright 2010 Headstrong Confidential and Proprietary Information | www.headstrong.com | Page No.
As of Oct, 2010:
• A $2.6 Trillion Industry
• $900B hospitals, 900B doctors, 400B RX, 300B lab and imaging,
5% administrative expenses, 4% profit
There are:
• 6000 Hospitals in the U.S.
• 815,000 US Licensed Physicians in the U.S.
• 1,237 Health Insurance Carriers in the U.S.
• 65,000 Pharmacies (40K chain and 25K independent) in the U.S.
• 130,000 Pharmacists are employed by Chains only.
• 25,084 Pharmaceutical Companies in the U.S.
• 61,167 Medical Equipment & Device Companies in the U.S.
• 16.4 million U.S. health care employees

7. strong opinions
strong resultsPain Points – Cost, Coverage, Care
7© Copyright 2010 Headstrong Confidential and Proprietary Information | www.headstrong.com | Page No.
• With a predicated average of 5.8 percent growth a year, the nation is
expected to spend $4.6 trillion on health care in 2020, nearly double the
$2.6 trillion spent last year.
• Healthcare accounts for 17.3% of GDP, $7,290 per capita (2009).
Forecasted to be 20% by 2018.
• US Census estimate (2009) of 50.7 million Americans without Health
insurance.
• Cost of insurance increasing - 120% increase since 1999.
• 2,500 file for bankruptcy everyday due to health and medical costs.
• 54% of U.S. patients do not seek care, fill prescriptions, or visit a doctor
because of health costs.
• 12.6 million non-elderly adults were discriminated against due to pre-
existing conditions.
• 98,000 Americans die each year as a result of medical errors.
• Lack of prescription medication adherence costs between $250 and $300
billion a year.
• US ranks last among 6 countries on health system performance -
Australia, Canada, Germany, the Netherlands, New Zealand, and the
United Kingdom (quality, efficiency, access to care, equity and the ability to
lead long, healthy, productive lives).

8. strong opinions
strong resultsHealthcare Industry Forces
8© Copyright 2010 Headstrong Confidential and Proprietary Information | www.headstrong.com | Page No.
Intercompany Business ProcessesState Governments
United States Government
Healthcare Information Systems

9. strong opinions
strong resultsMarket Segment Pressure Snapshot
© Copyright 2010 Headstrong Confidential and Proprietary Information | www.headstrong.com | Page No.
- Uncompensated Care
- Consolidation
- Lower Reimbursements
- Inadequate Reimbursements
- Fewer Patients
- Increase in Expenses
- Individual Mandate - B2C – Exchanges - MLR
- ACO Positioning and Collaboration
- Reinvention, M&A
- Cost of Drugs (e.g., Specialty Drugs)
- Competition
- Uncertainty about Sustained Revenues
Pharmacy
Benefit
Manager

10. strong opinions
strong results
10© Copyright 2010 Headstrong Confidential and Proprietary Information | www.headstrong.com | Page No.
Market Segment Silos – Current State
Hospitals
Doctors
PBM’s
Laboratories
Nursing Homes
Insurance/Self-Funded

11. strong opinions
strong results
Healthcare Federal Law
11© Copyright 2010 Headstrong Confidential and Proprietary Information | www.headstrong.com | Page No.
ARRA - $840B
(Feb, 2009)
HITECH Act
Office of National Coordinator
(ONC) - $2B
Privacy &
Security
CMS – $21B
EHR Incentive
Program
State HIT Cooperative Agreement Program
State or Designated Entities
Health Information Exchanges
HIT Extension Programs
Regional Extension Centers
Meaningful use of EHR
Beacon Community
Cooperative Agreement Program
National Health Information Network (NHIN)
(Direct Project)
Widens the Scope of HIPPA
PHI Security Breach Notification
Extends Civil & Criminal Penalties
for Willful Neglect
Entitles Individuals to their
Electronic Health Information
ePrescribing
Electronic Exchange of Information
Report of Clinical Quality Measures

12. strong opinions
strong results
Impact on Cost, Coverage, Care , and Privacy
12© Copyright 2010 Headstrong Confidential and Proprietary Information | www.headstrong.com | Page No.
ARRA - $840B
(Feb, 2009)
HITECH Act
Office of National Coordinator
(ONC) - $2B
Privacy &
Security
CMS – $21B
EHR Incentive
Program
• Reduces medical errors
• Reduce harmful drug interactions
• Reduces redundant test
and procedures
• Promotes Evidence-Based
Practice
• Reduces claims denials and delays
• Remind physicians about
preventive care
• Better manage patients with complex
chronic conditions.
• …
• National Standards & a massive
injection of funding to local and
regional communities and States for
electronic exchange of medical records.
• Tracking disease outbreaks and
immunizations, population health
• Enhanced communication and
collaboration between hospitals,
laboratories, pharmacies and physician
offices
• The Development of the National Health
Information Network (NHIN)
• Business Associates
accountability
• Raises the stakes of breaking
HIPAA security and
privacy laws
• Puts the patient in control of
their medical records.

13. strong opinions
strong results
13© Copyright 2010 Headstrong Confidential and Proprietary Information | www.headstrong.com | Page No.
Patient Protection and Affordable Care Act
(Mar, 2010)
American Health Benefit Exchanges
(State Health Insurance Exchanges)
Shared Savings Program
Accountable Care Organizations (ACO)
Pay for Performance - the “Star” Ratings
Medical Minimum Loss Ratio (MLR)
Bundled Payments Episode-based Care
Evidenced-based Medicine
Individual Mandate
Impact on Cost, Coverage, Care

14. strong opinions
strong resultsDelivery of Care - Future State
14© Copyright 2010 Headstrong Confidential and Proprietary Information | www.headstrong.com | Page No.
Nationwide Health
Information Network
State Health
Information
Exchange
Private Health
Information
Exchange
Community Exchanges
State Health
Insurance
Exchange
State Health
Insurance
Exchange
IDN
ACO
Electronic Health Records
IDN
Telemedicine
CPOE
VA
HHS
FDA
Health Plans
SSA
PHR
Mobile
Payers
ACO
Chains

15. The Data-Driven Health Care
Organization
Professor John Sardelis, Dr.P.H.
Associate Professor
Saint Joseph’s College of NY
15

16. The Guiding Principle
“IN GOD WE TRUST; ALL OTHERS MUST
BRING DATA.”
W. EDWARDS DEMING
16

17. Lack of Data - A Root Cause of Health
Care’s Problems
• Excessive cost- Lack of cost control
• Inadequate quality- Lack of information on what
works and what doesn’t
• Fragmented industry- Exacerbates cost and
quality problems
17

18. Medicare Is A Driving Force
ACO and Shared Savings
18

19. Overview
• Section 3022 of the Affordable Care Act requires the Centers for
Medicare & Medicaid Services (CMS) to establish a shared savings
program to facilitate coordination and cooperation among providers to
improve the quality of care for Medicare Fee-For-Service (FFS)
beneficiaries and reduce unnecessary costs. The Shared Savings
Program is designed to improve beneficiary outcomes and increase value
of care by:
• Promoting accountability for the care of Medicare FFS beneficiaries
• Requiring coordinated care for all services provided under Medicare FFS
• Encouraging investment in infrastructure and redesigned care processes
• Eligible providers, hospitals, and suppliers may participate in the Shared
Savings Program by creating or joining an Accountable Care
Organization, also called an ACO.
19

20. Data Will Be Needed to Prosper
• Voluntary Medicare Shared Savings Program
• Must be done in ACO model
• Providers be held accountable for at least 5,000 beneficiaries annually
for a period of three years.
• Providers who meet certain quality standards can share in any
resulting savings.
• Accountable Care Organizations may share up to 50 percent of the
savings under the one-sided model and up to 60 percent of the
savings under the two-sided model, depending on their quality
performance.
• First ACO agreements start 4/1/2012 and 7/1/2012
• Electronic medical records would be encouraged but not mandated
20

21. A Major Health Systems Roadmap
• Profiling attributed patient profiling
• Weighted average claims analysis and trending
• Benchmarks for utilization
• Calculate shared savings
• Project shared savings
• Accommodate 3 years of weighted claims history and robust data warehousing
• Calculate expenditure rates by payor and physicians
• Predictive modeling for patient attribution
• Calculate P4PTrack quality and core metrics
• Population disease and chronic care management tools
• Calculate analytics on an episode of care basis
• Track capitation
• Accommodate bundled payments
• Integrate multiple EMR’s
ALL WILL NEED A DATA SOURCE AND SUPPORTING ANALYTICS!!!! 21

22. The Data-Driven Health Care
Organization
• Health care has been lagging behind in the
deployment of IT- Opportunity to utilize lessons
learned from other industries
• Government initiatives are funding many
infrastructures changes that will provide the data
• Turning the data into a competitive advantage is the
next step.
22

23. 2323
Kony Mobile Retail
mHealth trends
Aaron Kaufman
GM Healthcare & Life
Sciences

24. 24Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
 Trends in healthcare
 A quick summary
 How can mobile help?
 A framework
 mTrends for health plans
 mTrends for providers
 mTrends for PBMs
 Why Kony?
24
Agenda

25. 25Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 25
Healthcare costs in the US are skyrocketing
The US spends more than twice what
comparable countries spend
Because

26. 26Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
 The solution?
 Shift the curve from disease care to disease prevention
 Move site of care from where the physician is to where the
patient lives
26
Adding to this are the pressures of oncoming
reform and regulation
Reform pressures
ACO
Medicare reform
P4P
Regulatory pressures
Meaningful use PQRI
ICD-10

27. 27Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 27
And mobile is the key to enabling this
transformation
91% of US population has a mobile phone
Smartphones will exceed PC sales this year
And mobile doesn’t just mean phones.
It also includes tablets (iPad,
GalaxyTab and hundreds more)…
PHONES TABLETS

28. 28Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
 Trends in healthcare
 A quick summary
 How can mobile help?
 A framework
 mTrends for health plans
 mTrends for providers
 mTrends for PBMs
 Mobile Chaos
 Why Kony?
28
Agenda

29. 29Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
Time spent
Value
L H
H
Reference / Utility Social / Gaming
Transactional
Save money / time
Engaging
L
29
A framework to evaluate app capabilities
provided
Egs: lookup disease,
medications, bill pay
Egs: medication refills,
reminders, email
provider
Egs: disease forums,
social networks for
conditions
Egs: ??.
Combine gaming,
social and healthcare
Don’t pick one quadrant but have apps which fit into as many of these as possible. Each
quadrant caters to a need.

30. 30Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
 Trends in healthcare
 A quick summary
 How can mobile help?
 mTrends for health plans
 mTrends for providers
 mTrends for PBMs
 Why Kony?
30
Agenda

31. 31Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 31
Improve patient education and access is key to patient
enablement and mobile provides the best access point to patients
Time spent
Value
L H
H
Reference / Utility
Social / Gaming
Wellness
Transactional
Save money / time
Engaging
L
Benefits and claims
Drug information
Physician & pharmacy finder

32. 32Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 32
Using mobile to provide medical record access and ensure basic
capabilities such as emailing the physician and medication reminders can
reduce costs significantly
Patient Self Service
Health record – tests etc.
Medication reminders
Time spent
Value
L H
H
Reference / Utility
Social / Gaming
Wellness
Transactional
Save money / time
Engaging
L

33. 33Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 33
Engaging patients in innovative ways around nutrition, goal
setting, patient to patient communications etc. can empower
patients to make better decisions
Time spent
Value
L H
H
Reference / Utility
Social / Gaming
Wellness
Transactional
Save money / time
Engaging
L
Optumize Me
Mayo Community
Nutrition

34. 34Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
 Trends in healthcare
 A quick summary
 How can mobile help?
 mTrends for health plans
 mTrends for providers
 mTrends for PBMs
 Why Kony?
34
Agenda

35. 35Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 35
Using mobile to provide basic lookup and reference information is
useful in patient education and empowerment.
Time spent
Value
L H
H
Reference / Utility
Social / Gaming
Wellness
Transactional
Save money / time
Engaging
L
Physician finder, Lookup
Reference
Providers (except large systems eg. KP) have been choosing
to partner with other service providers

36. 36Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 36
Time and cost saving functionalities such as providing medical record
access and ensure basic capabilities such as emailing the physician and
appointment scheduling are extremely popular with patients
Time spent
Value
L H
H
Reference / Utility
Social / Gaming
Wellness
Transactional
Save money / time
Engaging
L
ZocDoc
Health record – tests etc.
Providers seem to prefer to provide this through partners or
their websites. Mobile is increasing mindshare.

37. 37Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
 Kaiser
Permanente and
others.
 Other use cases
 Discharge
instructions
 30 day re-admit
prevention
 Active/Passive
messaging
37
Patient engagement and networking is where providers could
really make a big difference
Time spent
Value
L H
H
Reference / Utility
Social / Gaming
Wellness
Transactional
Save money / time
Engaging
L
Mayo Community
Patients assign a lot more attention to messages and directions from their physicians.

38. 38Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
 Trends in healthcare
 A quick summary
 How can mobile help?
 mTrends for health plans
 mTrends for providers
 mTrends for PBMs
 Why Kony?
38
Agenda

39. 39Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 39
Using mobile to provide basic lookup and reference
information is always useful
Time spent
Value
L H
H
Reference / Utility
Social / Gaming
Wellness
Transactional
Save money / time
Engaging
L
Very few PBMs or pharmacies offer this surprisingly (or perhaps
difficult to find on the various app stores). Is not essential as
there are several options available as described earlier.
ID cards
Drug information

40. 40Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 40
Cost saving opportunities are large around drug spend. Medication
adherence solutions have also been proven to reduce healthcare costs
significantly.
Time spent
Value
L H
H
Reference / Utility
Social / Gaming
Wellness
Transactional
Save money / time
Engaging
L
Using mobile to provide cost saving options (generic
replacements, switching to mail order etc.), simplifying the refill
process etc. have been the primary areas of focus.
Cost Savings
Refills

41. 41Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 41
Social and network based engagement through PBMs still
remains to be explored.
Time spent
Value
L H
H
Reference / Utility
Social / Gaming
Wellness
Transactional
Save money / time
Engaging
L
 Can PBMs truly play a
significant role here?
 Other players like Vitality
are beginning to play in
this space

42. 42Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
 Trends in healthcare
 A quick summary
 How can mobile help?
 mTrends for health plans
 mTrends for providers
 mTrends for PBMs
 Why Kony?
42
Agenda

43. 43Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
… because we’ve been in mobile for awhile..
2007 2009 20102008 2011
R&D
Founded Launch Revenue
Cash Flow
Positive
Company
Platform
Launch
4 OS
Mobile
Web
SMS
1.0
2 more OS,
Web
Gadgets,
Palm Pre
2.0
iPad,
Social Media,
HTML5
650
Employees
2.5
iOS4,
BB OS6,
Windows
Phone 7
1 555 15
700M
Annual User
Sessions
10M 50M 140M 300M
Global 2000
Customers
3.0
Symbian,
Inline Debugger,
Native Code Gen
R&D
Vertical Apps
Banking,
Brokerage,
Retail
Media,
Insurance,
Healthcare
Hospitality,
Airlines,
Automotive

44. 44Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 44
…because we have some very large, very
demanding customers and consumers
• 55 Major Global Brands and
Growing
• 50 Countries, 18 Languages

45. 45Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
7 Browsers Types
/ 8,500 devices
45
Your Application
January 2010
Kony Platform
Your Application
No changes required
December 2010
Kony Platform
Tablets Blackberry
OS 6
Windows
Phone 7
Note: Icons display only the most popular platforms supported. In
January 2010, Kony supported optimized mobile web for 6 distinct
devices ranging from WAP to WebKit, iPhone, Android, BlackBerry,
Palm, Windows Mobile, and J2ME.
Note: In 2010 Kony added mobile web and native support for
iPad, BlackBerry OS 6, Windows Phone 7 and HTML5 on a
number of platforms among other improvements.
HTML5
iOS 4
6 Native OSs Browser
Types Added
Device Updates Added
Android
2.1, 2.2,
2.3
…because we try to minimize TCO for our customers

46. 46Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL

47. 47Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL
Kony Platform [Write Once – Deploy Everywhere]
Healthcare Modules
Provider /
Pharmacy Finder
Medication Center
Account
Management
Patient Self-Service
Transactions
Messaging &
eVisits
Personal Health
Record
Benefits & Claims
Management
Marketing &
Engagement
ePrescribing
Reminders & Alerts
Healthcare Applications
Payer PharmaProvider / HIT Suppliers
…and because you never start from scratch

48. 48Copyright © 2011 Kony Solutions, Inc. CONFIDENTIAL 48
Contact Information
U.S. Headquarters
7380 W. Sand Lake Rd. Ste. 390
Orlando, FL 32819
Tel: 1-321-293-KONY (5669)
Toll free: 1-888-323-9630
San Mateo
Toronto
New York
Hyderabad
Singapore
Bangalore
Paris
Cologne
aaron@kony.com www.kony.com

59. 59
© Copyright 2011 Headstrong
Confidential and Proprietary Information
Questions and Answers

60. strong opinions
strong results
Thank You! John.reza@headstrong.com