Digital transformation discussion guide for customers in HEALTH Insert Logo HOW TO USE: This guide was created to provide a foundation for your digital transformation sales calls. The first two columns can help frame your customer conversations and should be tailored to your company’s offerings. The third column explains how Microsoft IoT solutions help meet the needs of the industry. The fourth column should be completed by you with examples of your unique solutions and services and how they deliver on the IoT promise. Examples are provided to get you started. VALUE PROP: The Internet of Things (IoT) builds on the technology investments you have already made and brings your data together in new ways that engage your customers, empower your employees, optimize your operations, and transform your products to drive tangible, real-time business results. (Your name) delivers this value by integrating devices, systems, and people to enable the digital transformation. (This is the value you provide to your customers. Modify to fit your unique value-add.) SELLING OPPORTUNITY: About 5.5 million new devices are connected to the Internet every day1, representing a $1.7 trillion market opportunity by 20202. Taking advantage of this opportunity will require system integrators that can securely integrate these devices to new systems and software as well as legacy infrastructure to help businesses reduce costs and inefficiencies, increase revenues, and create new business models and opportunities. 1 Gartner press release, Nov. 10, 2015 2 IDC press release, Jun 2, 2015 WHO ARE WE SELLING TO? Hospital administrator, practice manager, business manager, CFO, ops manager PAIN POINTS | CONCERNS High-level challenges and objectives of businesses in the industry PROBING QUESTIONS Probing questions uncover the prospect’s unique challenges and objectives. (Add questions related to your offering.) HOW CAN MICROSOFT HELP? Microsoft digital transformation messaging HOW CAN YOUR SOLUTION HELP? (Tie the benefits of your solution back to pain points and Microsoft key messages.) ENGAGE CUSTOMERS Improve outcomes and identify health trends and risks. Ensure data security and patient confidentiality. Maintain compliance with HIPAA and other regulations and standards. Improve population wellness. Use technology to improve communications between patient and provider. How do you measure patient engagement? How are you extending health services outside your facilities? Are you using social, mobile, analytics, and cloud tools to interact with your patients between visits? What strategies do you use to help people achieve optimal wellness and maintain health between visits without raising costs? Can you monitor patient health remotely, or are office visits required? Are there any gaps in data security or patient confidentiality that concern you? Give patients access to personal health data anytime, anywhere through security-enhanced portals. Provide patients with remote access to virtual care and self-service wearables. Offer patient-centric experiences, enabling holistic, pervasive relationships. (Highlight ways your solution can help healthcare providers securely employ IoT to engage customers and improve outcomes. Examples: Improve outcomes by encouraging patients to take responsibility for healthcare and maintenance with easy-to-use apps and patient portals. Offer wearable devices that encourage patients to monitor vitals at home and adhere to prescribed lifestyle changes. Securely integrate wearables into a holistic healthcare system that encourages self-care, decreases doctor’s visits, and improves outcomes. EMPOWER EMPLOYEES Improve secure collaboration across departments, locations, and the mobile workforce. Ensure compliance; keep up-to-date with evolving regulations regarding patient data. Provide employees with quick access to the right information at the right time. Are your employees using their phones, tablets, other mobile devices to access patient information, to communicate, or to collaborate? How are you ensuring the security of these devices? Are they able to access the right information at the right time regardless of where they are? Use security-enhanced, on-premises, and cloud-based productivity and BYOD assets that provide mobility, operational control, and improved care outcomes. Provide a single, security-enhanced platform that puts patient information in the hands of caregivers when and where they need it. Reduce time spent inputting, tracking, and managing patient data. (Highlight ways your solution can empower healthcare workers with new insights that reduce inefficiencies and create closer connections with patients. Create patient-centric dashboards for providers, giving a 360-degree view of patient. Securely integrate on-premises systems with mobile devices to provide integrated healthcare to more people and improve overall community health. OPTIMIZE OPERATIONS Optimize clinical and operational effectiveness; reducing length of stay and costs. Ensure data security/confidentiality and regulatory compliance. Secure IoT devices do not introduce new vulnerabilities. Use data from existing smart devices and equipment to deliver operational insights. What are your most important performance metrics? Do you have the visibility you need to manage to them? Do the right personnel have real-time access to the data they need to manage to these metrics? How is the digitization of health info in EMR, e-prescribing, patient admissions, registration, and scheduling impacting your operations and care quality? How are you ensuring patient, employee, and organizational data is secure and in compliance with regulations? Increase healthcare delivery efficiency by analyzing and improving processes using automated tools to streamline operations and reduce costs. Maximize the security of confidential data and systems, demonstrate compliance more easily, and ensure records are in the right hands. Increase care delivery efficiency with readily available access to comprehensive patient status, information, medicine, and supplies, and develop individual care plans that achieve desired outcomes (Highlight ways your solution can help healthcare providers securely use data and IoT to optimize their operations and reduce costs. Track and analyze unscheduled follow-up visits to identify potential problems with initial treatments or lack of communication between provider and patient. Reduce return hospital stays by monitoring patient status and engaging patients before hospitalization is required. Use big data to identify community health concerns. TRANSFORM PRODUCTS Create the best possible outcome for the lowest possible cost. Use technology to transform what it means to “see the doctor.” Use the IoT to help providers and staff work smarter. Deliver new services that help patients stay healthier. How do you use technology and data to enhance quality of care? How are you innovating along the care continuum? Are you using advanced, emerging technologies like IoT? Are you able to use the data you collect to identify health trends, project service needs, and identify new ways to support community health and well-being? Describe the ideal relationship between patient and healthcare provider. Proactively manage health trends with social media and machine learning to predict and identify health risks and combat emerging outbreaks. Improve caregiver decision-making by providing risk assessment and recommendations from advanced analytics with a standard communication channel for all levels of the care team and patients. Build on your existing infrastructure to extend services beyond your walls, offer innovative ways to scale the delivery of virtual care, and encourage patients’ engagement in their health management between visits. (Highlight ways your solution uses IoT to innovate care, improve community health, and reduce the cost of providing care. Innovate care with virtual health assistants that can provide personalized nutrition advice, health condition monitoring, and emergency intervention. Connect common at-home devices to the provider systems to offer more holistic healthcare solutions. Reinvent the “house call” by equipping a mobile workforce with devices that connect securely to back-office systems and patient information.