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Oracle in Healthcare

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					ISV Roadmap for Healthcare

      Kathie Patterson
        Partner Specialist
     Oracle Health Industries

          Barton Vey
        Channel Manager
     Oracle Health Industries

         June 29, 2004
Objectives

 Why focus on Healthcare?
 Why partner with Oracle?
 How to partner with Oracle?
     CEOs Top Business
     Priorities
                  1.    Cost / budget pressures
                  2.    Data security concerns
                  3.    Faster innovation
                  4.    Business risk management
                  5.    Single view of customers
                  6.    Stakeholder pressure
                  7.    Greater transparency of reporting
                  8.    E-Enabled business
                  9.    Managing knowledge capital
                  10.   Personal data privacy



Source: Gartner CIO Survey, March 2003
Healthcare is a Solution
      Business
Why Partner with Oracle?

   Commitment
   Security
   Success
   Strength in Core Technology
   Company Resources
   Vision
Oracle in Healthcare
 Over 300+ US Sales, Services, and Development
  Professionals
    –   Nationwide Sales and Technical Coverage
    –   Dedicated Development Organization
 Payor, Provider, and Clinical Trial Marketplaces
 1,000s Healthcare Customers Worldwide
Why Partner with Oracle?

   Proven and growing industry success
   Award-winning Technology platform
   Wide-variety of licensing options
   Leverage Oracle relationships to bolster revenue
   Product Expertise / Cross Selling opportunities
   An extension to additional resources at Oracle
     –   Sales Consulting, Partner Alliances, Education
Oracle’s Healthcare
Strategy
  “Provide low cost, low risk, and high value
    computing solutions across the Healthcare
    value chain with the goal of improving the
    economics and quality of care”

     –   An agile Internet platform
     –   Applications for Healthcare (ISV)
     –   Services to implement and run applications
     –   Increase the effectiveness of care-giving
Sample Provider
Customers
Sample Payor Customers
Partners and Marketplaces
Complete and Simple
         PORTABLE   RELIABLE




         SCALABLE   SECURE
Oracle’s Product Offering
 Infrastructure and    E-Business Suite
   Collaboration         Applications




10g 10g 10g           10g 10g 10g
Oracle Healthcare Platform
Integration and Connectivity


                        Oracle Business Intelligence




                                  Management


                                               Management
         Applications




                                                                        Third Party
                                                Enterprise

                                                             Research
                                   Materials
           Clinical

                         CRM




                               AS 10g / HTB / Tools

                                  10g Database
     Oracle: Database for
     Packaged Applications
                     Others 19%




                                                   Oracle 81%


   *Based on Customers running SAP, Siebel, Peoplesoft, Cerner


Source: FactPoint Group, May 2002
 Oracle 9i Application
 Server Awards
# 1 Application Server

# 1 Portal

# 1 Business Intelligence




     Oracle 9iAS Sweeps Forrester Tech Rankings
Healthcare Transaction
Base Functional Architecture
  External                                       Applications         Reporting & Analysis
  Systems




                                           Application Programming      Data Warehouse

                           Messaging
                            Services               Interface
             Integration               •
                                           HL7 V3 Reference
                                           Person Services
               Engine                  •   Information Model
                                           Terminology Management
                                       •   Security and Auditing
                                       •   Business Process Support



                                               Healthcare Data
                                                    Model


                                            Enterprise Data Model
Channels/Account
Coverage
 Account Coverage
         - Federal, State & Local, Provincial, Health Department
         - Military Health
         - Academic Medical Centers
         - Providers (IDNs, Single Facilities), Payors
 All Provider and Payor Accounts Owned by One Organization
 HC Vertical accounts are
         - Hospitals, Clinics, Health Systems, Integrated Delivery Networks
            (commonly referred to as IDN’s), Post Acute Care and Out Patient
            Facilities, Skilled Nursing Facilities, Medical Diagnostics (imaging,
            lab/radiology), Medical Transportation, Home Health Care
            Providers, Physicians Offices and Groups, Rehabilitation Facilities,
            Dental Offices, Managed Care Organizations.
Execution Strategy
 Dedicated Sales Organization in Place (Coverage Model-
  Direct)
   –   Field (commercial, public health, federal)
   –   Oracle Direct
   –   Solution Specialists
   –   Oracle Direct / Field (Hybrid)
   –   IR
 Partner and Sales Support
 Industry Marketing
   –   Major Trade Shows, Ads, Seminars, Partner Events,
       Telemarketing, Regional Events
 Executive Involvement
 Partner and ISV Relationships (Indirect)
US Field Sales

                                                                                                                                        Larry Ellison
                                                                                                                                            CEO


                                                                                                                                       Charles Phillips
                                                                                                                                         President


                                                                                               Kevin Fitzgerald                                                              Keith Block
                                                                                             Senior Vice President                                                     Executive Vice President
                                                                                       Government, Education, Healthcare                                                North American Sales


                                             Ron Police                                                             Ken Mellett                Mark Johnson                Hilarie Koplow
                                        Senior Vice President                                                  Senior Vice President        Senior Vice President       Senior Vice President
                                             Healthcare                                                           State & Local                    Federal                  Oracle Direct
                                          Higher Education


             Mark Biviano                                                  Phil Klebba                             James Lee           Jim Palmisano/Gerry Ambrosh          Gary Neuman
 Vice President of Strategic Programs                                 Regional Vice President                   Solution Specialist       Military Health Services   Vice President, Oracle Direct
         Healthcare Industries                                              Healthcare                            Public Health                                                  GEH


                Kathie Patterson                          Kevin Cox                            Jim Bureau                                                                    Kim Boarts
               Partner Specialist            Director, Oracle Applications Sales            Regional Manager                                                            Group Sales Director
              Healthcare Industries                                                               South                                                                Healthcare & Higher Ed

                   Barton Vey                          Allan Roeder                           Todd Hassert
               Channel Manager                       Regional Manager                       Regional Manager                                                                David Bagley
              Healthcare Industries                        West                                   North                                                                  Regional Manager
                                                                                                                                                                      Oracle Direct, Healthcare
               Elizabeth Diviney
        Oracle Direct Channel Manager
             Healthcare Industries
                                 Healthcare FY05
                                Territory Coverage
                                                                                                              ME
         WA
                           MT            ND                                                             V N
                                                    MN                                                  T H
                                                                                                                  *
                                                    **                                          NY           MA
     OR                                                       WI
                 ID                      SD                                MI @                          CT RI

                            WY                                                             PA *         SS
                                                                                                         NJ @
                                                        IA        SS
                                                                                 OH
                                                                                                    *    DE
                                             NE                            IN                            MD
$         NV                                                      IL                      WV
*@                    UT    $
                                                         MO
                                                                   * *                         VA*
                            *   CO            KS                                 KY
    CA                                                        *                                NC
                                                                       *    TN
                                                   OK        AR                            SC
                     AZ         NM
                 *                                                          AL
                                                                                  GA*
                                                                   MS                  @SS
                                             TX *            LA
                                                                                           *
                                                                                               FL



                                                                                      @* Regional Manager
                                                                                      *  Account Manager
            West RM               SE RM                NE RM                          $ ODF
          Allan Roeder          Jim Bureau          Todd Hassert
                                                                                      SS Solution Specialist
Oracle Key Differentiators
   Integrated Truth
    Single Source of
                     Single Data Scheme

   Integrated FlowsStovepipe
    Work as System, Not as a

   Web Architected
    Ground-up, not bolted on
    Fully Exploit Oracle 10g and App
   Server 10g
     Fast, secure, reliable, scalable

   Self-Serviceand Huge Savings
    Key to Better Data

   Business Intelligence
    Manage by Fact

   Personalization
    Productivity and Ease-of-use

   $1+ Billion R&D Budget
    Technology Insurance
Next Steps

 Attend Healthcare Transaction Base (HTB)
  session - Wed. June 30, 8:00 a.m., Salon 10-11
 Attend ISV Roadmap for Healthcare Roundtable
  #6, Wed. June 30, 10:00 a.m.
 To learn more go to:
  http://www.oracle.com/industries/healthcare
 Join the Oracle Partner Network:
  http://oraclepartnernetwork.oracle.com
 Other resources: http://otn.oracle.com
Oracle Contact Information
  Kathie Patterson
  Partner Specialist, Healthcare
  Ph. 770-351-3555
  Katherine.Patterson@oracle.com

  Barton Vey
  Channel Manager, Healthcare
  Ph. 703-364-2555
  Barton.Vey@oracle.com


  Elizabeth Diviney
  Oracle Direct Channel Manager
  Ph. 781 238 9539
  Elizabeth.Diviney@oracle.com
QUESTIONS
 ANSWERS

				
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