1. HEALTHCARE TRENDS IN NORTH AMERICA ANDY TIPPET SR. MARKETING MANAGER HEALTHCARE, AMERICAS VarTech 2014, September 18

2. Zebra Confidential GOALS Discuss trends that are driving healthcare today –Advent of the EHR –Care across the continuum –Advent of Analytics –Issues around staff productivity Where AIDC fits What it takes to succeed 2

3. Zebra Confidential NOT GREAT – MOMENTS IN HEALTHCARE MARKETING 3

4. Zebra Confidential HEALTHCARE IN THE PAST 4 InjuryAcute disease Population Disease

5. Zebra Confidential NEW ORDER - WORLD HEALTH DRIVERS 5 Increasing Patient Complexity Lifestyle Diseases Asthma Cancer Cirrhosis COPD Type 2 Diabetes Heart Disease Metabolic Disease Osteoporosis Renal Failure Stroke Depression Obesity STD Increased Cost of Care Decreasing Population Fitness Prevalence of Chronic Disease

6. Zebra Confidential WHAT DO THESE CHANGES MEAN? It is important to treat the history of the person – enabled by the Electronic Health Record (EHR) Treatment is conducted throughout the life cycle – called the healthcare continuum 6

7. Zebra Confidential EHRS Enabler that support macro trends - –Movement from acute (injury) to chronic care (hypertension, diabetes) –Movement from Population to Individual care and back again –Function across continuum in acute and other areas Implementation in US supported by the HITECH ACT of 2009 Over $10 billion has been distributed 7

8. Zebra Confidential RELATIONSHIPS WITH KEY EHR PROVIDERS 88 EHR Providers Additional Healthcare ISVs

9. Zebra Confidential WHERE ZEBRA FITS: THE BRIDGE TO THE EHR AND PATIENT SAFETY Electronic Health Record Zebra Solutions Patient, Specimen, Medication, Clinician, Asset Identity Patient Information

10. Zebra Confidential UNIVERSITY HOSPITAL SYSTEM Three hospital system Two are recently purchased Central location has over 800 beds Recently converted to new EHR system Wanted to alter how they identify specimens taken from the patient 10

11. Zebra Confidential PREVIOUS SYSTEM 11 Gather draw orders – printed in Lab Organize orders Prepare cart Locate patients Draw Blood Remove label from draw order Apply label to vial Mark as stat Deliver samples to lab

12. Zebra Confidential CHALLENGES WITH OLD SYSTEM 12 Wrong label put on vial – mismatch of sample to patient Samples that should be marked as STAT, aren’t Samples that should not be marked STAT are Printer configuration out-of-box is time- consuming Managing printers over multiple locations is time- consuming and difficult

13. Zebra Confidential LABELING AT POINT OF CARE – IN EVERY ROOM A superior process to prevent mislabeling Results –Patient, clinician, and sample are all linked in EHR with all of the attendant information –Elimination of possibility of clinician applying the wrong label Clinician arrives at bedside and immediately scans patient wristband verifying patient ID Blood or other specimen is drawn/collected Label is output using a mobile device and immediately applied to vial or sample encasement Label is scanned Clinician badge is scanned

14. Zebra Confidential NOT GREAT MOMENTS 14

15. Zebra Confidential CHALLENGE WITH NEW PROCESS Label output devices need to be wipeable if moving from room to room to prevent infections from spreading Devices need to be easy to use and manage – the goal is to simplify the process Would need a fair number of devices – even for smaller hospitals – how are they managed?

16. DEVICE MANAGEMENT

17. Zebra Confidential THE CHICKEN & EGG PROBLEM I need the printer on my WiFi network to configure it I can’t get the printer on my WiFi network until I configure it And I have A LOT of devices! Wireless printers We have to set customers up to succeed. Solving this after shipping printers is costly

18. Zebra Confidential VARIATIONS IN CONFIGURATIONS

19. Zebra Confidential PRINTER MANAGEMENT TODAY Send person to each printer Or have printers sent in Purchase and install an app Or write an app Get IT to approve your solution Install client on each device Figure out how to find devices Learn command language Create command files Convert files as needed Figure out how to send files Find when it’s ok to send files Keep “golden files” safe Deal with regular updates Wrangle large scale installs Monitor devices for “events”

20. Zebra Confidential NETWORKED PRINTER CONFIGURATION & MANAGEMENT SOLUTION OVERVIEW Profile Manager Attended ManagementPrinter discoveryAlertsPrinter groupingPrinter profilesSend to one or manyQuick actions Mirror Unattended Management FTP for ZebraLink and Link-OS Printers SFTP for Link-OS Printers Assign printer roles Command line user interface ZebraNet Bridge Attended ManagementPrinter discoveryAlertsPrinter groupingPrinter profilesSend to one or manyAssign roles

21. Zebra Confidential NOT GREAT MOMENTS 21

22. Zebra Confidential HEALTHCARE CENTRIC Healthcare plastics –Specialized Resins to withstand cleansing agents –Tested against 40 leading agents –1,000 wipes 22 Healthcare Power Supply –Compliant with IEC 60601-1 –Prevents sparking –Safe for patients AND clinicians

23. Zebra Confidential23 QLn220 HC QLn320 HC IQ Color Labels ZebraCareLink OS Mobile Specimen Collection

24. Zebra Confidential Chief Information Officer – Primary Chief Technology Officer – Primary IT Directors (seamless integration, budgets, business value) Chief Nursing Officer (employee morale, enhance patient experience and reduce cost) – See Profile Clinical Informatics Director / Chief Nursing Information Officer Chief Medical Information Officer – See Profile Laboratory Director: Influencer (Performance) – See Profile Pharmacy Director: Influencer (Performance) Registration/Admitting Director: Influencer (Performance) and User (Efficiency) 24 WHO DID WE TALK TO? Patient Safety Committee Members

25. Zebra Confidential LAST NOT GREAT MOMENT 25

26. Zebra Confidential WHAT IT TAKES Focused sales team –This does not work by sending the retail rep to a hospitals Focused Subject Matter Expert –Not a sales rep, a workflow and HC consultant Software expertise – both Zebra’s but really knowledge of the hospital operating systems and EHRs –Focusing on different areas of the hospital, with different ISVs Patience –Healthcare sales take a LONG time to come to fruition 26

27. Zebra Confidential