Driving Effective HealthCare solutions

• That was the year that was• The Business of HealthCare and the Challenges• The Opportunity / Local and Global Dynamics• The FY07 Marketing Strategy / Customer Campaigns• The Microsoft Connected Health Framework - CHF• A Lead Solution Area Partner - simplHealth• A Leading Australia ISV – Eclipse• The Microsoft and Partners value proposition

…Want to cover these things today

“…instead of trying to convince our partners to bid Microsoft solutions, we will be helping them respond to the demand we are creating within the industry.”

FY06 Health Highlights

• 19% YOY Revenue Growth• Connected Health Framework Developed• Seamless HealthCare vision delivered• Health Industry Alignment progressing• HIMSS US International• UK NHS CUI• US RHIO wins• Asklepios Hospital of the Future

 ”Without far-reaching reforms, many health care systems will not survive the next 15 years…”

PWC – HealthCast 2020

Total Government IT Spend 2006

Non – Government IT Spend – 80%Government IT Spend – 20% :

$4,473M

Australian Total IT Spend 2006 – $21,897M

Federal Government IT Spend39% - $1,751M State, Local Government IT Spend

35% - $1,545M

Hard

ware

– 3

7%

$6

55

M

Serv

ices –

48

%$

84

5M

Hard

ware

– 3

6%

56

4 M

Serv

ices –

52

%7

96

M

Ap

ps

8

2 M

SWR: 12% 185 M

SWR: 14% 251M

Ap

ps D

ev

82

M

Syst

Infr

.

87

M

Ap

ps

7

0 M

Ap

ps D

ev

54

M

Syst

Infr

.

61

MSource: IDC 2006 : Customer Needs and Strategies #AU383107M Vol 1.

Health IT Spend26% - $1,177M

Hard

ware

– 6

5%

76

7 M

Serv

ices –

27

%3

18

M

SWR: 8% 93 M

Ap

ps

3

1 M

Ap

ps D

ev

44

M

Syst

Infr

.

17

M

4

HealthCare Industry GrowthAverage health expenditure per person(a), current prices, and annual growth rates, 1993–94 to 2003–04

Year Amount ($) Growth

1997–98 2,594 5.5

1998–99 2,733 5.4

1999–00 2,901 6.2

2000–01 3,196 10.2

2001–02 3,418 7.0

2002–03 3,667 7.3

2003–04(c) 3,931 7.2

Average annual growth rate

1993–94 to 1997–98 5.6

1997–98 to 2002–03 7.2

1993–94 to 2003–04 6.6

Source: AIHW

 ”Without far-reaching reforms, many health care systems will not survive the next 15 years…”

PWC – HealthCast 2020

Clinical Clinical RecordsRecords

Clinical Clinical ManagementManagement

Outcomes Outcomes ReportingReporting

Disease Disease SurveillanceSurveillance

Delivery Delivery TransformationTransformation

Health Transformation through Technology

Improved Outcomes for Patients, Clinicians and Government/HospitalsImproved Outcomes for Patients, Clinicians and Government/Hospitals

HealthcareHealthcareAnalyticsAnalytics

ComplianceCompliance& Reporting& Reporting

FinancialsFinancials

Clinical DecisionClinical DecisionSupportSupport

ConsumerConsumerEvidenceEvidence

Bio-SurveillanceBio-Surveillance

Vaccination &Vaccination &ImmunizationImmunization

TrackingTracking

DiseaseDiseaseTrackingTracking

EmergencyEmergencyResponseResponseNetworksNetworks

Polic

yIn

frast

ruct

ure

Busi

ness

Applic

ati

ons

CaseCaseManagementManagement

ElectronicElectronicReferralsReferrals

Long Term Long Term ConditionCondition

ManagementManagement

CaregiverCaregiverCollaborationCollaboration

PatientPatientSelf-ServiceSelf-Service

Remote CareRemote Care& Learning& Learning

Consumer Consumer Health ChannelsHealth Channels

HomeHomeDevicesDevices

Connected Health FrameworkConnected Health FrameworkSolution Platform SOA, Interop, Business & Clinical Intelligence and Reporting

Organizational Productivity Collaboration, Mobility, Real-Time Data, Common User Experience

Core Infrastructure Security, Identity, Role-Based Access, DR, Systems Management

BlueprintRoadmapReusable IPReferences

Privacy Accessibility Usability Security Standards Interoperability

Electronic Electronic Medical RecordsMedical Records

HealthcareHealthcarePortalsPortals

PACsPACsSystemsSystems

Health InformationHealth InformationNetworksNetworks

KnowledgKnowledge Driven e Driven HealthcarHealthcar

e/e/

SeamlessSeamless

HealthHealth

CollaborateCollaborate

InformInform

ConnectConnect

Clinical Clinical RecordsRecords

Clinical Clinical ManagementManagement

Outcomes Outcomes ReportingReporting

Disease Disease SurveillanceSurveillance

Delivery Delivery TransformationTransformation

Health Transformation through Technology

Improved Outcomes for Patients, Clinicians and Government/HospitalsImproved Outcomes for Patients, Clinicians and Government/Hospitals

HealthcareHealthcareAnalyticsAnalytics

ComplianceCompliance& Reporting& Reporting

FinancialsFinancials

Clinical DecisionClinical DecisionSupportSupport

ConsumerConsumerEvidenceEvidence

Bio-SurveillanceBio-Surveillance

Vaccination &Vaccination &ImmunizationImmunization

TrackingTracking

DiseaseDiseaseTrackingTracking

EmergencyEmergencyResponseResponseNetworksNetworks

Polic

yIn

frast

ruct

ure

Busi

ness

Applic

ati

ons

CaseCaseManagementManagement

ElectronicElectronicReferralsReferrals

Long Term Long Term ConditionCondition

ManagementManagement

CaregiverCaregiverCollaborationCollaboration

PatientPatientSelf-ServiceSelf-Service

Remote CareRemote Care& Learning& Learning

Consumer Consumer Health ChannelsHealth Channels

HomeHomeDevicesDevices

Connected Health FrameworkConnected Health FrameworkSolution Platform SOA, Interop, Business & Clinical Intelligence and Reporting

Organizational Productivity Collaboration, Mobility, Real-Time Data, Common User Experience

Core Infrastructure Security, Identity, Role-Based Access, DR, Systems Management

BlueprintRoadmapReusable IPReferences

Privacy Accessibility Usability Security Standards Interoperability

Electronic Electronic Medical RecordsMedical Records

HealthcareHealthcarePortalsPortals

PACsPACsSystemsSystems

Health InformationHealth InformationNetworksNetworks

KnowledgKnowledge Driven e Driven HealthcarHealthcar

e/e/

SeamlessSeamless

HealthHealth

CollaborateCollaborate

InformInform

ConnectConnect

VisionWare

Who are the WW Solution Partners?

HealthCare FY07 Marketing Strategy

The Journey to Vertical Alignment

FY05 FY06 FY07 FY08

Vertical Selling

Vertical Planning

Vertical Solutions

Vertical Alignment

Sales force aligned by Industry

Vertical Marketing execution started

Vertical execution scales into Mid Market

Industry sub vertical visions built

Closer alignment with WW Industry Direction

Solutions developed and marketed for prioritised Industry sub-verticals and segments

Microsoft is aligned by industry sub-verticals and segments across the globe with rich set of IPSS offerings?

Common approach to industry visions

• Business approach that seeks to solve real business issues• Core integrated platform architecture• Supports a heterogeneous environment and leverages legacy

system investments• Strong case studies and customer references• Local and Global references• Field tested to ensure relevance• Focused to deliver return on investment• Vision and case studies will continue to evolve

Seamless Service Delivery

ConsistentMessaging

Businesslanguage

ScenarioBased

Strongreferences

Clear ValueProposition

CustomerFocused

FY07 Customer Campaign Framework

BDMBDMGrowthGrowthDrivenDriven

Simplify How Teams Work

Together

Enable Your Mobile Workforce

Find, Use, and Share Information

Compliance /Corporate

Governance

Improve Business

Insight

Improve Business Management

Application Platform Infrastructure Optimization

Collaboration Infrastructure Optimization

Core Infrastructure Optimization

ITDMITDMCostCost

DrivenDriven

Industry Marketing – Target Industry

Strategic

Tactical

Field Delivery…

DemandGeneration

Prospect Qualify

FY07 MessagingFY07 Messaging

FY07 Customer FY07 Customer Campaigns Campaigns StructureStructure

Optimisation Optimisation InitiativesInitiatives

Field Engagement

Realising Platform Value

CIO Investment Intentions FY07

CCF

Improve Business InsightBSM, SQL, Search

O2007, Biztalk, Infopath

eID

CGF, CHF

TDM, AOI, CIO

Enable the Mobile Workforce

Simplify teams Working Together

eForms, eDRMS, Search, CRM, ECM

Matched to FY07 Campaigns

Industry PrioritiesHealth Provider

Industry Priority Solution Scenario

Prioritized Solution Area

Disease Surveillance Disease Tracking/Bio Surveillance

Lifetime Clinical Record Health Information Network

Electronic Medical Records & PACs

Connected Health Framework Connected Health Framework

Case Management Long Term Condition Management

Connected Healthcare Framework

A Stable Foundation for Agile Healthcare

Connected Healthcare Framework

CHF Vision

Define an architectural framework for Healthcare Industry solutions– Share best practices for service oriented health information

integration and collaboration architectures• Suitable for enterprise, region and country-wide level• Leverage Microsoft assets to deliver more value• Play well with others by using open standards and protocols

– Develop ecosystem of CHF-enabled solutions• Faster and better ROI for customers• Easier development and deployment of partner solutions

Connected Healthcare Framework

• Focused on major issues specific to connected HealthCare solutions

• Provides:– A Business Pattern for Healthcare– A Reference Technical Architecture for Healthcare

• Based on real worldwide experience• Created, reviewed and approved by

– Microsoft architects, engineering teams and consultants and – Microsoft partners and customers

Connected Healthcare Framework

Healthcare is a Complex System

• Healthcare differs from other large scale systems because:– Healthcare business processes are highly varied– They change constantly– Multiple outcomes, often not predicable– System usage is a function of user preference and practice– Systems must adapt to real-world conditions and a constantly changing

environment • The Connected Healthcare Framework recognises and addresses these

challenges by:– Separating the dynamic part of the system (business processes and

system usage) from the stable part (core functionality and data structures).

VisionWare

The HealthCare framework and Partners

The Health Connection Engine Overview

Video

Background

Objective of the Showcase

• To demonstrate health collaborations by connecting systems in a way that was:

– Standards based– Private and secure– Easy to implement– Low risk– Multi-organisational– Plug and play

• Using standard Microsoft toolsets and real Health Application Systems

Electronic discharge summary

Family Physician

Family Physician

Community / Ambulatory

Community / Ambulatory

Cardiac event in a tertiary

setting

Cardiac event in a tertiary

setting

Electronic referral to regional diabetes

service

Presents at family physician practice

Presents at emergency department

Active management of care plan

Overview of Patient Flow

Retrieve EMR Record

Robert Zane

Overview of Systems Collaborating

Community Clinic Management System

Family Physician Practice MngtSystem

MobilityNetwork

Patient and Clinical ManagementSystem

ClinicalDecisionSupportSystem

PharmacySystem

Pharmacy

LaboratorySystem

Pharmacy

HealthConnection

Engine

The Health Connection Engine (HCE)

• Standards based set of web services • BizTalk Server 2006• enabling health point of service applications to

connect with other applications• to support clinical collaborations delivering more

efficient and knowledge based healthcare

Conceptual Model

Pharmacy

System

Pharmacy

System

PharmacistPharmacist

Radiology

Center

PACS/RIS

Radiology

Center

PACS/RIS

Lab

System

(LIS)

Lab

System

(LIS)

Hospital,

LTC, CCC,

EPR

Hospital,

LTC, CCC,

EPR

Physician/

ProviderLab ClinicianRadiologistRadiologist

Physician

Office

EMR

Physician

Office

EMR

Physician/

Provider

Public

Health

Services

Public

Health

Services

Public Health

Provider

POS Systems

CSA CSA CSA CSA CSA CSA

Health Connection Engine

HCE Services and Registries

Message Management Services

HCE AdministrationServices

Health DomainServices

Progress to date

• Demonstrated at HIMSS06 in San Diego February 2006 to considerable acclaim

• Microsoft moved to secure full ownership of the intellectual property – completed in April

• Mapped as a core element of the CHF• Proposed in major bids in Canada and New Zealand• First site being installed in NZ• ‘Showcase’ opportunities in Wales, Germany and the US

HCE in a CHF Context

CSA

Messaging Management Services

HCE Services and Registers

Messaging Management Services

Current Status

• Simpl has been appointed Lead Microsoft Partner for the solution

• Marketing plans will be developed in conjunction with Microsoft Public Sector / Health Leads in each Territory

• We are happy to discuss potential early opportunities where an HCE based solution may be worth investigating

• We will be on the Microsoft Stand at HIC where we can discuss HCE in more detail

Jodi Mitchell

jodi.mitchell@simpl.co.nz

EclipseA Partner delivering to the Residential Aged Care Marketplace

XaptCare and Microsoft

• Eclipse…introduction• Aged Care…the opportunity• Microsoft Solution….XaptCare • Go to Market and Pipeline

Eclipse - Microsoft Health Partner

• Business Solutions Partner• National Practice – 5 offices across Australia, 165

Staff• Business Solutions Specialist – 550 clients

– Across all products AX, GP, NAV and CRM

• MBS Partner of the Year, Asia Pacific 2004 and 2005

• Microsoft Health Partner – Aged Care / Community Care

MBS Partner of the YearAsia Pacific 2005

The Opportunity

Industry Issues – Aged Care

• Industry faces pressure– Double in the next 2/3 years– Consolidation – get capital to expand – Electronic processing – need a system to submit claims (comes in this

year) • All require/ desire an INTEGRATED solution

– Home care – Community– Low Care – Retirement Villages– High Care – Clinical Care

• Business issues– Efficiency – work force in decline v Aging Population– Compliance – rules for care, rules privacy, rules money

Analysis of Market

Aged Care Facilities - National Analysis # in database

Recurrent funding (2003)

1 - 50 beds 1980 up to $1.8 million

51 -100 beds 1694 up to $3.4 million

101 - 200 beds 433 up to $6.3 million

201 - 4000 beds 88 over $6.3 million

Total listed in database with Contacts 4195  

Microsoft Framework for XaptCare

• Built on Microsoft Dynamics AX (Axapta) using Financial Suite and CRM with PayGlobal Payroll, Rostering & HR

• New modules built into Axapta Financials ;– Resident Management – Full Resident Cycle

• Waitlist, Admission, classification, movement etc– Respite – Room allocation – Bond Calculations, contributions and Trust Accounting– Subsidy Claims, Reconciliation and tracking– RCS, Care Plans, Assessment and Incidents

• Fully integrated functionality – no data replication• e-business integration with govt subsidy & reporting infrastructure

Why the Microsoft Framework – Familiarity of tools

XaptCare Solution

Bank Rec & EFT

SQL Database Platform

Inventory / Logistics

Framework Tools and Security Reporting

AP General Ledger& Dimensions

Fixed & Leased Assets

Project Accounting Building Develop

Purchasing & Contracts

SOP Billing

Requestion & Purchase Approval

Questionnaire/ Quality

Marketing / Telemarketing

CRM Activity Tasks, Calenders etc

WEB Portal – SharePoint

AR

Accommodation / Waitlisting

Resident & Client Billing / Bonds

Govt Subsidy Management

Resident Care, RCS & Incident

Go to Market and Success

• Implementation– 7 Customers x $400k each – Several large projects – log roll out cycles

• Road Show 2006 and Current Pipeline– Targeted Marketing – 120 people to attend x 4 locations– 40 plus active opportunities– Pipeline $15M plus

© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in

this summary.

The Microsoft and partners value proposition

Microsoft Partner CommunityBreadth, depth, choice

700,000+ partners worldwide

Local to global; small and large

With strong Microsoft investment

Broad Ecosystem

General to specialized

Industry expertise

Comprehensive, pre-integrated offerings

Customized solutions

Deep Expertise

Partners Bring Added Value

Microsoft PlatformIntegratedConnected (Interoperable)FlexibleCustomizableSimpleSuperior User Affinity/Intimacy

IT Strategy

Business Architecture/Rules

Business Strategy

OS

Architecture (.Net)

Applications

Standards/Languages

Systems Design

Systems Integration/Management

Mic

roso

ftPa

rtne

r

Complete Solution Partner Service OfferingDeep Customer InsightCustomized SolutionHigh-Performance OperationsAccelerated Value DeliveryMinimized Cost And RiskCommitted Results

Partner Integration Technology

Call to Action1. Help us understand your

business and what you need to drive revenue.

2. Give us your ideas on co-marketing and how we assure your solutions align to “seamless” platform visions and utilise Microsoft “Frameworks”.

3. Work with us to bring together a ‘team’ of solution providers that can together deliver an IPSS that applies to our market drivers here and could be applied elsewhere - worldwide.

4. Detail your solutions with your Microsoft contact, including profiling in Partner Marketplace.

Profile your solutions

•Get listed in Microsoft Partner and Solution Directories– Main Directories

• www.microsoft.com/australia/partner• Solutions Profiler• Partner Channel Builder• Partner Solution Profiler• Partner Solution Marketplace – enter your Government solutions!!

– Other– Consumer: Office Online Marketplace (1 Million

hits/month) • http://www.office.microsoft.com.au

– Enterprise: Office Systems solutions directory http://www.microsoft.com/office/solutions/directory/apply.mspx

Questions

geoffne@microsoft.com

© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in

this summary.