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Health Care
Health Care
Acute Care Facility Sub Acute Care Facility
Assisted Living / Independent Living Facility
Acute Care FacilityAcute Care Hospitals are long and short term medical care settings designed to deliver immediate and crucial medical care and treatment with the goal of discharging
Health Care
Sub Acute Care FacilitySubacute care serves patients needing complex care or rehabilitation. Subacute care is defined as comprehensive inpatient care designed for someone who has an acute illness, injury or exacerbation of a disease process.
Health Care
Assisted / IndependentLiving FacilityAssisted or Independent senior living communities are housing designed for seniors. Residents of assisted living facilities require assistance with daily activities like medication, eating, bathing, dressing, and toileting.
Health Care
• Wide variety of RFPs / RFQs
Health Care
Simple Solutions to Complex Problems• All Call Paging• Multi-Zone Paging
• BlueBridge• Multi-Channel DPA amps• AAPHD Mixer Amps
Simple Solutions to Complex Problems• All Call Paging• Multi-Zone Paging• VoIP / SIP Interfaces
– IPS-ZC4– IPS-VPS– IP-ZCM
Inventive Solutions to Complex Problems• IPX Series Endpoints• Cisco’s• Informacast• Other VoIP Phone System• IP-ZCM
Inventive Solutions to Complex Problems• IPX Series Endpoints• GLOBALCOM.IP• GDS4W• Director Control Software
Inventive Solutions to Complex Problems• IPX Series Endpoints• GLOBALCOM.IP• GDS4W• Director Control
Software• S.A.F.E.• Smart Alerts for
Emergencies
Buzz Word: Interoperability
Health Care is a Regulated IndustryEngineering & Consulting Firms
Health Care is a Regulated IndustryLocal Regulatory Organization
Health Care Technology Driven IndustryIT Department / Facility Management
Health Care Has a Lot of OversightC-Suite
The Pitch and the Who
• Nurse Call Interface• Security and Fire Alarm Interface• Utilize Existing Infrastructure• Digital Signage• Sound Masking
Facilities Want it Interoperable
The Pitch and the Who
• Buzz: Unified Communication• Seamless VoIP Interface• 24/7/365• Redundancy• PAP (Platinum Assurance Plan)
IT Department Wants it Seamless
The Pitch and the Who
• Price• Price• Price• Uniformity with all facilities
CFO
The Pitch and the Who
• Buzz Word: Work FlowCare Giver Just Want it to Work
The Pitch and the Who
• NO / CNO / NO / PO
NOCNONOPO
The Pitch and the Who
• Chief Nursing Officer
NO / CNO / NO / PO
Hospital Units
• Critical Care• (ICU) Intensive Care Unit • (PACU) Pediatric Intensive
Care Unit• (CICU) Cardiovascular
Intensive Care • Neonatal Unit
• Occupational Therapy• Oncology• Radiology• Urology• Emergency Department• Women Center, Birthing Unit,
Maternity Ward
Nurses
Know Department Names
• Critical Care• (ICU) Intensive Care Unit• (PACU) Pediatric Intensive
Care Unit • (CICU) Cardiovascular
Intensive Care • Neonatal Unit
• Occupational Therapy• Oncology• Radiology• Urology• Emergency Department• Women Center, Birthing Unit,
Maternity Ward
Departments
Know The People
• Physician• ER doctors• Surgeons • CNO • CRNA
• RN• LPN/LVN • CNS • Aid • Technician
Staff
Channel PartnerMass Communications
Infant Abduction
System
Nurse Call
Fire Alarm and Security
Systems
RTLS (Real Time
Locating)
VoIP Call Managers
Wireless Phones and Pagers
Telemetry Equipment & MiddlewarePublic Address
Channel PartnerNurse Call
• Rauland• Ascom• Jeron
• Hill Rom• West Call• Tek Tone
• JCI• Siemens
• Red Hawk• Simplex
Channel Partner
High Potential ↔ High Risk
AtlasIED Partner Success Profile - Healthcare
Network Infrastructre Services / Life Safety System
Core Business
Commodity / Device Focused
Aligns value with our solutionProduct Portfolio
Does not integrate with our enterprise wide solution
Products and Services
Channel Partner
High Potential ↔ High Risk
AtlasIED Partner Success Profile - Healthcare
Mass Communications represents a significant percentage of their
total revenue
Revenue / Projects
Won
Won some large paging projects, but it is not core to their staffing
or businessC-Suite, IT Dept, Facility
Managers, CNO, Security Leadership,
Targets End Users
Nurses, Doctors
Active with long term sales Sales Cycle Focused on short term sales / turn around
Familiar with Hospital Orginizations and Healthcare
buying groups
Market Structure
Unaware of Hospital Orginizations
Healthcare Business
Channel Partner
High Potential ↔ High Risk
AtlasIED Partner Success Profile - Healthcare
Campus / District wide Plans, business consultating, Driving
specificaitons
Strategic / Consultaing
Commodity Contract programs, responds to bids
Technical staff and dedicated sales resources
Sales Resources
Less access to technical staff or resources
Consultative Selling - Solution Focused
Sales Skills Transactional sales, parts and pieces
IT / Infrastructure Specialist, Network Certifications, Cisco
Certifications, Active Support on staff
Technical Capabilities
Equipment Engineers, Non certificated network personnel
Sales, Marketing or other Healthcare experts
Healthcare Specialist No specialist
Staff and Resources