uca sales training - bridgehead jim beagle, chief executive officer tony cotterill, chief products...
TRANSCRIPT
UCA Sales Training - BridgeHead
Jim Beagle, Chief Executive OfficerTony Cotterill, Chief Products OfficerTony Tomkys, Director of Sales
31st January, 2013
The Story……………………………
• Introductions & Agenda/Objectives/Process
• What makes BridgeHead different?
• Healthcare Data Management – what is it?
• Why BridgeHead for UCA?
• The Dell/BridgeHead partnership
• What can we achieve together?
• Call to action
• Summary & Close
Healthcare Data Management
IT Infrastructure
File Systems
Administrative Systems
Email Systems
‘Ologies
Radiology
Digital Pathology
Oncology
Cardiology
Document Management & Patient Admin
Retroactive Scanning
Scanned Patient Records
Content Management Systems
In-house Systems
Hospitals own Systems
Data ManagementHL7XDS-iWADO DICOMXDS-b EMPI CIFS
Presentation Layer
The Data Management Journey
StoredEfficiently and
intelligently
ProtectedFrom misuse
and loss
SharedWith other apps
and/or users
Leads to all your hospital data…
Reduces the cost of storage
Helps protect all your data
Increases data ownership
Improves data access
Facilitates data sharing
Supports Healthcare standards
All your hospital data…
Radiology
Pathology
Cardiology
Ophthalmology
Scanned patient documents
Healthcare Information Systems
Laboratory Information Systems
Office files & Email Systems
SharedProtectedStored
There are Point Healthcare solutions for Archive
HEALTHCARE FOCUS
DEPARTMENT SPECIFIC DATA
MANAGEMENT SOLUTIONS
ENTERPRISE / HORIZONTAL FOCUS
WHOLE HOSPITAL ENTERPRISE QUALITY
SOLUTIONS
Where Data Management & HealthCare meet
There is only oneEnterprise Healthcare
Data Management Suite
There are “enterprise” solutions for Backup and
Archive
CA ARCserve®
There are workstation based solutions for Backup
Healthcare Professionals
The Gap Between…
Primary CareRadiology
PathologyOphthalmology
The GAP Between…
Hospital
Departments
The Gap Between…
Clinician & IT
IT Infrastructure
File Systems
Administrative Systems
Email Systems
‘Ologies
Radiology
Digital Pathology
Oncology
Cardiology
Document Management & Patient Admin
Retroactive Scanning
Scanned Patient Records
Content Management Systems
In-house Systems
Hospitals own Systems
Data Management
The Gap Between…
Application & Storage
Issues and challenges that get in the way of change…
Easy to say not so easy to do
• Data is growing at an exponential rate• Data is complex, time consuming &
expensive to manage• Data protection is essential but problematic• Data sharing is littered with issues of
access, security and interoperability
APPLICATION STORAGE
BridgeHead HDM…
Data sharing can be facilitated between originator and consumer application
Data migrations at the Application and Storage level are independent of each
other
…Bridges the GAP
CLINICAL IT
BridgeHead HDM…
Between Hospital requirements for more data and IT’s ability to manage that data
efficiently & economically while increasing access and performance..
…Bridges the GAP
Between old silos/islands of data, and a whole hospital strategy that helps hospitals now and into the future.
LEGACY THINKING / SILOS OF DATA
WHOLE HOSPITAL SOLUTION
BridgeHead HDM…
…Bridges the GAP
By minimising the amount of Data stored and ensuring the optimal use of cost
effective hardware
SPIRALING COST MANAGED COST
BridgeHead HDM…
…Bridges the GAP
Why Data Management?
StoreEfficiently and
intelligently
ProtectFrom misuse
and loss
ShareWith other apps
and/or users
Optimize storage utilization
Optimise primary storage purchase
Lower TCO of data
Centralised management
Ease of migration
File-level data protection
Enable quicker system recovery (RTO)
Reduce backup management time
Reduce/eliminate data loss in the event of disaster (RPO)
Unified business continuity plans
Store & transport data securely
Ensure data integrity
Locate content rapidly
Secondary use of content
Share data externally
Improved clinical intelligence
Cross application data access
Aggregation of disparate data types (EHR)
Reduces the cost of storage
Helps protect all your data
Increases data ownership
Improves data access
Facilitates data sharing
Supports Healthcare standards
All your hospital data…
Radiology
Pathology
Cardiology
Ophthalmology
Scanned patient documents
Healthcare Information Systems
Laboratory Information Systems
Office files & Email Systems
SharedProtectedStored
HDM Platform
DCCAObjectStore EqualLogic Tape Library NAS
HDM Platform
Central Management
Management Console Storage Connectors Media Manager
DCCAObjectStore EqualLogic Tape Library NAS
Central Management
Management Console Storage Connectors Media Manager
HDM Platform
Multi-location, Media Agnostic
Backup oriented:• Compression• Encryption• Data migration• Disk to Disk to Tape• Replication management• Backup cycle management
Archive oriented:• Compression• De-duplication• Encryption• Authentication• Data migration• Meta-data catalogue• Content index• Policy-based retention
DCCAObjectStore EqualLogic Tape Library NAS
HDM Agents
Healthcare Data Management Platform
BridgeHead Data Agents
WindowsFile System
MicrosoftExchange
Databases(Oracle, MS SQL)
Unix & LinuxFile System
MicrosoftSharePoint
VMware
NAS/NetAppMEDITECH(ISB, IDR)
NovellNetWare & Susi
File SystemMicrosoftExchange
DICOM
XDS Repository NetAppMEDITECH SCA
Backup Agents Archive Agents
DCCAObjectStore EqualLogic Tape Library NAS
City of Sunderland
WindowsFile System
MicrosoftExchange
MEDITECH(ISB,IDR)
Unix & Linux File System
MicrosoftSharePoint
VMware
NAS/NetApp
Databases(Oracle, MS SQL,
Cache))
NovellNetWare & Susi
MEDITECH SCA
MicrosoftExchange
DICOM
XDS Repository NetApp
File System
Healthcare Data Management Platform
MEDITECH SCADICOM Storage
ServerFile Backup
MEDITECHISB, IDR
Backup Agents Archive Agents
ObjectStore ObjectStore
BridgeHead Services
HDM Services
Healthcare Data Management Platform
BridgeHead Data Agents
ConfigurationInstallationImplementation
Help DeskUpgradesSupport
AuditHealth ChecksMigrations
Dell/BridgeHead UCA
Healthcare Data Management Platform
File Management
DICOMArchive
XDSArchive
Storage
Abstraction
File
Content CIFSArchive
Storage Management
DCCAObjectStore EqualLogic Tape Library NAS
Data Importation
SourceArchive
BridgeHeadDICOMArchive
unfilteredImageTransfer
ExodusMigrationController
ImageTransfer
Filter/TagMorph
Query/Move Request Validate Request
1 3
2
BH DICOM Archiving Agent
• Independent DICOM Archive• DICOM Protocol Server• HL7 Listener• XDS Enabled
• Single repository for all DICOM data• Policy-based rules engine• Comprehensive DICOM
DICOM Archiving Agent
Healthcare Data Management Platform
File Management
Storage
Abstraction
File
Storage Management
Content
ObjectStore ObjectStore
Healthcare Information System
HDM Platform & DICOM Agent
Integrating: Ingestion
US & MamoNM
AET Groups
CT
Fa
ilure
Qu
eu
e
PACS BHL7 ORM– Pre Fetch(re-stage)
HL& ADT – Patient Merge Update
RIS
Storage Commit
Short-term Storage
PACS A
Workflow and Routing
‘C Store’
Integrating: Data Access
Healthcare Information System
HDM Platform
Fa
ilure
Ma
na
ge
me
nt
RISShort-term Storage
PACS A
Workflow and Routing
Store and remember / Store and forget C-Move
PACS B
Direct?
Access Control
HTTP Test Interface
API / WebserviceXDSi
WADO
US & MamoNM
AET Groups
CT
Dell BridgeHead Initiatives
• Dell UCA – DICOMStore/HDM
• Dell MSG – Msite
• Dell S&P (pre Perot acquisition)
• Dell BVS – DX 6000
The Dell BridgeHead Solution
• HDM Software
• HDM Services
• Dell Hardware – Source and Target
• Dell Software – Integration
• Dell/BridgeHead Service offering
Dell/BridgeHead Business Generated $$$s
• 2011/12 Total Business – $5.17M– New Business $3.54M– $945k of New licence sales– $1.27M M-Site
• New Business Hardware pull through – $21.5 - $35.4M– Growth in FY13 to $50M++– Huge potential upside
Dell Selects BridgeHead to Support $35 Million St. Joseph Health Project
New Dell-operated Data Center Will Benefit from BridgeHead’s Extensive Experience in Protecting and Storing Hospital Data
Dell BridgeHead Engagement
• Channel Model: • Dell re-sell
• OEM Model: • Dell re-sell an OEM version or badged product
• Market Model: • Dell/BridgeHead sell alongside
• ISV Model: • BridgeHead re-sell Dell products & services
Dell/BridgeHead - Mechanics
• Contracts in place: MRA, Reseller & partner agreements
• UCA participation: Engaged from the beginning Sunderland Pilot
• Marketing: Co-Branded Collateral, case studies
• BVS: Approved status
• Engineering Connections: Instrumental in Compellent certification by Meditech
Who Is BridgeHead Software?
Specialists in Data & Storage Management
100% Healthcare focused
Work with hospital’s clinical and administrative data
Storage, vendor &platform agnostic
Founded in 1994; growing company
A UK Company In Demand
1 in 5US hospitals use our Healthcare Data Management solutions
More than 1200 Hospitals worldwide
BridgeHead & MEDITECH
1. 25% US Market2. 40% Canadian Market3. High growth in International Markets
BridgeHead is their chosen Data Management PartnerOnsite & in the Cloud
Sample Customers
Territory Engagements
• UK
• EMEA
• USA &Canada
USA Initiatives
• Community Hospital (Meditech plus)
• Larger Hospitals – Epic
• Cloud – Msite, DCCA
DACH - Collaborative Telemarketing
48
141 relevant contacts40 leads (28%!)
Telemarketing campaign, tier 2, October 2012
141 relevant contacts10 leads in Q4approx 15 leads in FY14 i.e. 18%!
UCA Pilot
Joint Press Release
Joint Case Study
Collaborative Social Media Outreach
Half Day BridgeHead Seminar sponsored by Dell
Venue: The Wellcome Collection
Focus: London hospitals
Keynote address by Mary Barber
Focus Presentation by Mo Hussein
Case Study: Sunderland City Hospital
Results: 21 registrations from 12 hospitals
The Healthcare Data Challenge
It is happening
• City Hospitals Sunderland – Mark Shaw
• Warrington & Halton Hospitals – Martina Rodway
• Ipswich Hospital – Gary Fincham
• Coventry & Warwick Hospitals – Gavin Stothart
• Bradford Teaching Hospital – Phil Gardner
• London Hospitals – Kristian Biddles
• Blackpool, Fylde & Wear Hospitals – Mark Shaw
• Oxford University Hospitals – Gavin Stothart
IT Infrastructure
File Systems
Administrative Systems
Email Systems
‘Ologies
Radiology
Digital Pathology
Oncology
Cardiology
Document Management & Patient Admin
Retroactive Scanning
Scanned Patient Records
Content Management Systems
In-house Systems
Hospitals own Systems
BridgeHead Healthcare Data Management Platform
BridgeHead Archive & Backup Data Agents
Dell On-Premise Clinical Archive Object based storage platform
Dell Cloud Clinical Archive Managed Enterprise Archive
Dell Clinical Collaboration PortalCross Enterprise Data Access and Distribution
DX Equalogic Compellent
Dell & BridgeHead
There are Point Healthcare solutions for Archive
HEALTHCARE FOCUS
DEPARTMENT SPECIFIC DATA
MANAGEMENT SOLUTIONS
ENTERPRISE / HORIZONTAL FOCUS
WHOLE HOSPITAL ENTERPRISE QUALITY
SOLUTIONS
Where Data Management & HealthCare meet
There is only oneEnterprise Healthcare
Data Management Suite
There are “enterprise” solutions for Backup and
Archive
CA ARCserve®
There are workstation based solutions for Backup
