1. Doug Schwab, IDX Systems Corp Implementing and Marketing IHE in Products Implementing and Marketing IHE in Products

2. June 28-29, 2005IHE Interoperability Workshop 1 Session Agenda Framing the Issues: IHE and Marketing –Doug Schwab – IHE Strategic Development Committee, Marketing Subcommittee Panel Discussion: Experiences in Marketing IHE –Moderator – Mike Nussbaum, Consultant –Panel – Vendor Product Management John Paganini, Guardian Doug Schwab, IDX Systems Corporation Regg Struyk, AGFA Healthcare Hugh Zettel, GE Healthcare IHE Marketing and Implementation Resources –Chris Carr – IHE Liaison, Director of Informatics, RSNA Roundtable Discussion –Open Q&A

3. June 28-29, 2005IHE Interoperability Workshop 2 2005 HIMMS IHE Survey 163 Usable Responses 63% have IHE Integration installed in past 2 yrs vs. 7 % for 5 yrs or more IHE Penetration –Radiology 83% –IT Infrastructure 63% –Laboratory 33% –Cardiology 13% 56% would consider purchasing IHE integration capabilities 71% identified vendor support as the biggest challenge

4. June 28-29, 2005IHE Interoperability Workshop 3 Product Roadmap Domains are target markets Profiles and actors define the development framework – use cases and detailed technical spec already available Product testing framework provided through the MESA Tool Kit and the Connectathon testing event Predictable and rhythmic development timeline – annual cycle

5. June 28-29, 2005IHE Interoperability Workshop 4 Challenges Market Dynamics –Government policy –Standards development –Technology evolution –Customer expectation Competitive Positioning –Best-in-breed vs. best-in-suite vs. single vendor full-line Executive Buy-in –Requires collaboration amongst competitors –Closes the gap between full-line single vendor solutions and multi-vendor best-in-breed

6. June 28-29, 2005IHE Interoperability Workshop 5 Benefits Helps vendors understand customer requirements –Vehicle for an objective discussion of integration solutions Incremental revenue and improved profitability –Value that the customer will pay for –Predictable integration costs –Repeat use vendor to vendor Faster time to market – –Adaptation vs. custom programming Faster deployment in multi-vendor scenarios Easier product migration/backward compatibility

7. June 28-29, 2005IHE Interoperability Workshop 6 IHE Messaging Well developed value proposition Customer focused/Patient centric Speaks to all stakeholders in the healthcare enterprise –Clinicians –IT –Executive/Administrator Flexible enough to allow differentiation

8. June 28-29, 2005IHE Interoperability Workshop 7 IHE wants YOU! Industry best practice Customer value proposition Increasing customer demand Attractive business case