1. Raymond Peter Zambuto ACCE 29-30 Sept, 2005 IHE Patient Care Devices Domain Kick-off Meeting Stakeholders and Business Value Propositions

2. 2 IHE-PCD What makes value? Nothing will be accomplished here unless there is some economic or other driver for the stakeholders.

3. 3 IHE-PCD HIMSS Survey 2005 Over 50% of those surveyed said patient care devices should be the next area developed for IHE In progress is a drill-down survey. Preliminary results from a small sample show interesting trends… Final data will be analyzed and released.

4. 4 IHE-PCD Devices: How important is it for each device listed to become integrated under the IHE? Highest priority devices are Vital Signs Monitors, Blood Gas Analyzers (POC), and Infusion Pumps

5. 5 IHE-PCD Departments: Rate each department in terms of the benefit from implementation of IHE Highest priority departments are ICU, Emergency, Surgery, and Lab (POC)

6. 6 IHE-PCD Technologies: Which technological areas are most important for patient care device integration? Highest priority technology is Cross Enterprise Sharing

7. 7 IHE-PCD Applications: Which clinical applications would you like to see IHE target?

8. 8 IHE-PCD Barriers: What do you see as the biggest barriers to IHE integration of patient care devices? Highest perceived barrier is “Lack of Technology Standards.”

9. 9 IHE-PCD Cost: Would you buy IHE compliant devices over non compliant, at equal price?

10. 10 IHE-PCD Premium: How much of a premium would you pay for IHE compliance?

11. 11 IHE-PCD What’s in YOUR Wallet? Stakeholders present fall into four general categories –Providers who sell equipment or services –Purchasers who buy –Users who consume –Regulators who represent the public good

12. 12 IHE-PCD Provider (Vendor) as a stakeholder Value lies in the ability to attract, retain, or deepen a customer relationship For example “IHE PCDD will enable new market development” would be a value proposition

13. 13 IHE-PCD Purchaser as a stakeholder Value lies in buying decision criteria For example “ IHE PCDD will reduce the complexity of the purchase” would be a value proposition

14. 14 IHE-PCD User as a stakeholder Value lies in the benefit you derive For example “IHE PCDD will simplify workflow” would be a value proposition

15. 15 IHE-PCD Regulator as a stakeholder Value lies in becoming more effective For example “IHE PCDD will simplify the approval process” would be a value proposition

16. 16 IHE-PCD Value Proposition Generation Break into groups by your stakeholder Not sure? 30 minutes to brainstorm Leader/Facilitator reports back.