pentaho business analytics for isvs and saas providers in healthcare
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Pentaho Business Analytics for ISVs and SaaS Providers
in the Healthcare Sector
Kevin DobbsManaging Partner, Montclair Advisors
Drew QuinlanDirector of Sales, OEM/ISV - North America, Pentaho
© 2012, Pentaho. All Rights Reserved. pentaho.com. Worldwide +1 (866) 660-7555
Centered around ISV’s (On Premise or SaaS or Hybrid) Selling into the Healthcare Sector
Are Advanced Analytic capabilities important to compete in the industry?
How can I get world class analytic capabilities for my next release?
How do I evaluate all of the choices?
What are other ISV’s in my industry already doing today?
Today’s Focus
Consolidation of Information• Bringing financial, patient & clinical data together
New Data Resources Available to Leverage with Analytics• National health DBs, shared data w/ insurers, etc...
Need for Self-Service Data Discovery Tools• Data is new, analytics is new, needs changing constantly
Ease of Use for Non-Technical Users• Doctors & nurses don’t have the time to become advanced data scientists
along with their other responsibilities.Users are Mobile
• Providers and patientsProfessionalisation Through Metrics & KPIs
• Seeing the patient as a customerBig Data analytics on large and varied data sets
BI Trends in Healthcare
Biggest challenge is data variety
Monitor and manage growing volumes of data for HIPAA compliance
How to leverage all data sets for predictive, pattern & risk analysis
Analyze patient behaviour to optimise processes, reduce re-admissions and provide better care
Big Data in Healthcare
Copyright © 2008-12 Montclair Advisors, LLC Confidential Information
Why Business Analytics Are Critical For Successful SaaS Healthcare Offerings
6Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved.
Growth of Business Intelligence and AnalyticsSaaS offerings continue to be a big market driver
• Business Intelligence platforms to surpass $8 billion in spending per year by 2014 and growing at a rate of 14.4% a year according to Gartner. (see chart below)
• IDC indicates that the SaaS BI market will triple the growth of the overall market, with a compound annual growth rate of 22.4% by 2013.
• A 2012 survey by SnapLogic found that 110 CIO’s intend to implement and expand their BI and Analytics initiatives and that 39% mentioned that this remained their number one priority.
Source: Gartner
7Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved.
Time
Cha
nge
Man
agem
ent
Unaware
Aware
Understand
Positive Perception
Initial Use
Adoption
Institutionalization
Internalization
Preparation
Perception
Acceptance
Commitment
Go Live
Communication
Training
Support
Delivering a Superior Customer ExperienceUnderstanding the importance of adoption and consumption
Source: Product Adoption and Consumption Curve. Appirio, 2012
8Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved.
Business Intelligence and Analytics Improve Customer SatisfactionDelivering more compelling products
• Improve customer adoption and consumption > renewals
• Faster access to data and self-service
• Mobile and tablet solutions
• Lower TCO and COGS
• Big Data solutions
Top Benefits of an Embedded BI Strategy:
•Speed of adoption/ ease of deployment: 53%
•Ability to tailor analytical functionality: 31%
•Cultural and process improvements: 30%
•Add value to existing software deployments 27%
Source: Aberdeen Group, 2012
Top Benefits of an Embedded BI Strategy:
•Speed of adoption/ ease of deployment: 53%
•Ability to tailor analytical functionality: 31%
•Cultural and process improvements: 30%
•Add value to existing software deployments 27%
Source: Aberdeen Group, 2012
9Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved.
Buy vs. Build for OEM Software 5 year Total Cost of Ownership comparison for BI/Analytics platform
• Lower costs to start with but significant savings over a 5 year time period– Less FTE’s and infrastructure required– Software is up-to-date– Available support and training
• Comparing small, medium and large use cases > Was lower TCO with a OEM software solution than an in-house build over 5 years
Source: SaaS TCO Modeler – Montclair Advisors, 2010-2012
10Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved.
Importance of Cost of Goods Sold Maturity model illustrates that keeping embedded costs low, can increase profits
Source: OPEXEngine and Montclair Advisors 2010-2012
39.0% 35.3% 28.0% 33.0%
28.4% 23.1%17.1% 15.0%
77.3%
40.9%33.1% 26.2%
42.0%
20.5%
22.5%14.6%
-86.7%
-19.8% -0.7%
11.3%
-100.0%
-50.0%
0.0%
50.0%
100.0%
150.0%
200.0%
<$10M $10-50M $50-100M >$100M
Start-up Build-up Profitability Scale
Income(Loss)
G&A
Sales & Marketing
R&D
Cost of Goods Sold (COGS)
11Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved.
Healthcare IT Things are really changing!
Image: Courtesy of Athenahealth, 2012
12Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved.
Healthcare in the CloudUse case examples
Hospital Communications
Electronic Medical Records
Consumer Healthcare Apps
Healthcare Information Exchanges
13Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved.
SaaS BI/Analytics Selection ConsiderationsMontclair Advisors recommendations
• Strongly consider standards-based solutions– Minimize risks– Larger skills pool– Reduce chances of lock-in
• Flexible business terms – Very important to line of business and finance executives– Willing to grow with your BI/Analytics product or initiative
• Strong relationships – Look for a track record of successful on-boarding– Training, tools and templates– Active, on-going support
14Copyright © 2008-2012 Monclair Advisors, LLC. All Rights Reserved.
Montclair Advisors provides customized Software-as-a-Service advisory services designed to help SaaS-based andnon-SaaS-based software companies optimize their business models, improve revenues, control costs and deliverworld-class software. Montclair also develops the leading report on the Top 250 SaaS companies globally and providesstrategic expertise that is trusted by industry leaders. The firm offers valuable perspectives and a focused set ofSaaS-related service solutions including strategy, revenue, and products. The result allows software companies toimprove competitiveness, revenue performance and profitability. Founded in 2008, Montclair Advisors has an eliteclientele including CA Technologies, Ceridian, Infor, Novell, Oracle, Red Prairie, SuccessFactors, and Xactly.
Worldwide Inquiries: Contact:Phone: +1.510.336.0019 Kevin Dobbs, Managing PartnerMobile: +1.510-967-9229 kevin@montclairadvisors.com
www.montclairadvisors.com info@montclairadvisors.com
Follow us at Montclairadvrs
Subscribe to our blog Smart SaaS at www.montclairadvisors.com/blog
TechnologyWill this technology do what our industry needs it to do?Can this be a competitive advantage for us?
PartnershipIs this a company we want to stake our future success on?Is this a company that understands and has experience in our sector?
Business TermsCan I make more money doing this?Can I win additional market share?Do I have to change the way I am licensing or contracting today?
Foundation of Pentaho OEM Program
Technology
16© 2012, Pentaho. All Rights Reserved. pentaho.com. Worldwide +1 (866) 660-7555
Open ArchitectureModular and pluggable, built to be extended.Lightweight and modern.
Open Standards100% Java, you already have expertise in house.Widely used technology.
Open SourceView the source code so extending is easy.Don’t get locked into vendor release cycles.
Achieving Critical MassOver 10000 deploymentsOver 1200 commercial customersLarge partner ecosystem: Red Hat, EMC, Cloudera, …
Technology/Innovation Track RecordFirst fully integrated BI and Data IntegrationFirst analytics for Big Data/HadoopFirst Mobile BIFirst Agile BI
Premium Production Support World-class support software: ZenDeskExceptional SLAs for your L3 support
“Pentaho exceeds its peer group in Quality and Value of Consulting Services. It was recommended by 100% of its customer respondents.”
Source: Howard Dresner “Wisdom of Crowds” report, 2010
One Download Every 30 Seconds
Partnership
Development Enablement (Required)Extension of product support, enabling developersProduct experts with knowledge of APIs & architectureProactive monthly calls to discuss roadmap & progress
Architecture Workshop (Required)Architecture, best practices & techniquesJointly developed architecture & implementation strategy by Pentaho architect & partner
Tailored OEM Training Class (Required)Deep understanding of architecture & extension pointsKnowledge to support and troubleshoot the integrated solution
Partnership = Development Handholding
Your Model: On Premise or SaaS?Single contract from PentahoFlexible subscription based pricing useable across all deployment models
How Do You License Your Product?We want to match itCustom metrics and custom pricing available
Terms and Conditions?Open to all reasonable ISV/OEM industry standard Terms & ConditionsNo need to change or update your EULA in most cases
Business Terms
Pentaho Users in Healthcare Today
20© 2012, Pentaho. All Rights Reserved. pentaho.com. Worldwide +1 (866) 660-7555
ClinicalExcellence
Improving Patient
Satisfaction
Compliance
Financial Management
•Improve Operational Efficiency•Eliminate costly, manual and delayed report generation•Behavioural analysis•Pattern & risk analysis
•Outcome of care analysis•Clinical service excellence through access to information for better decisions•Sharing of patient information through the treatment lifecycle•Reduce Patient waiting times
•Avoid fines / litigation•Maximise available public funding •Provide Social and Public Information• Fraud detection and prevention
• Resource & staff planning• Optimise supply chain•Understand patients/procedures/revenue• Manage claims & reimbursements
NursesAnalyzing patient waiting times
Predictive Healthcare AnalystPreventive medical treatment for high risk patients
Finance AnalystFull financial performance visibility for each facility to optimize operational costs
Doctors & NursesBetter patient care, compliance & cost metrics through analysis of big data streams of clinical data
Centered around ISV’s (On Premise or SaaS or Hybrid) Everything today was relevant to software providers in the healthcare industry.
Are Advanced Analytic capabilities important? Extremely so. You are losing to others that have them today or missing a huge
strategic advantage. The amount of data in healthcare is already huge and it is expanding at an incredible rate.
How can I get them? Buy them, don’t build them yourself.
How do I evaluate them? Find the right technology, the right partner and the right business terms.
What are other ISV’s already doing today? Many are already embedding Pentaho. (8 Week GTM Program)
Today’s Focus In Closing
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