Western Europe FY22 Healthcare Growth Plan

1

Western Europe

FY22 Healthcare

Growth Plan

Veronica Jagher - Healthcare Industry Executive

Anukool - Healthcare Industry Technology Strategist

Western Europe

Agenda

• Microsoft in Healthcare

• Western Europe Healthcare Ambition Plan

• What do we need to succeed?

• How will we support our partners

• Microsoft Value Proposition for Healthcare

• GoToMarket Engines

Microsoft commitment to Healthcare

From worldwide ...

... to Western Europe Decentralized

Centralized

Market-driven

Mainly Public Healthcare Providers, plus few large Private

Hospital Groups, Payors, Regional Health Authorities

served by a Community of dedicated

cross-unit Professionals, both at Country

and Area level

Who we are & how we engage with customers and partners

• THOUGHT LEADERSHIP: Develop position papers & new

value propositions to support healthcare organizations

in their digital transformation journeys

• ENABLEMENT: Design & deliver training sessions to

both partners and customers on new technologies

• ENVISION: collaborate with Healthcare Organizations to

develop digital transformation roadmaps

• «HANDS ON»: Engage with customers to show the «Art

of the Possible» by running PoCs for identified

challenges / unmet needs

Industry Executive

Industry Executive

Account Technology Strategists

Sales Director

Agenda







Our Ambition Plan

Increase our Cloud Penetration across the full customer set, steadily moving customers towards the

end of the funnel • move 50% of customers from Group#1 to Group#2

• increase customers in Group#5 and Group#6 by 50%

Microsoft enables fast National Recovery & Resilience Plans execution

$245.4 bn(*)

• $49 bn on digital transition

• $90.8 bn on sustainability

• $105 bn on cohesive and

inclusive policies

• 80% of the WE funds to land on

ES & IT

Next Generation EU Funds ries

Partnering for execution

… Expected unprecedented volume of

tenders in the market …

• Nurturing plans combining business

technology & industry expertise to

increase customer ambition &

capabilities

• Accelerating timely and worthwhile

execution

• Win-win cooperation to align financial

path milestones

• Procurement acceleration through existing frameworks

• Scaling through partner network for

capture & tender response

WE countries

Q1 FY22

NRRPs execution

starts (from

July’21 on)

Q1 FY21

Decision

on the

Funds

Q4 FY21

NRRPs

submission

(April-May’21)

Q2 FY27

NRRPs execution ends

(*) Most all the NRRPs are currently targeting the NGEU grant envelope

1. Ensure to include

a EU Funds

Capture Plan as

part of the

National Growth

Acceleration Plans

2. Leverage the

existing

procurement

frameworks in

place that can

help accelerate

funds execution

3. Engage with the

GSIs operating in

the markets DIGITAL TRANSITION (27%

DIGITAL TRANSITION (27%



€191.5 bn

❑ National healthcare

digitalization and R&D&i

(€8,600 M)

❑ Healthcare territorial network

(telemedicine, proximity and

structure) (€7,000 M)

€69.5 bn

❑ Health system renewal and

modernization (€1,100 M)

❑ Region of Catalonia: Health 2030

Plan (€1,970 M)

❑ Region of Madrid: Regional health

service digital transformation (part

of €1,700 M)

€16.6 bn

❑ Development of digital solutions

for the National Health Service

(€300 M)

❑ Madeira health system

digitalization (€15 M)

❑ Digital Hospital in Açores (€30 M)

€5.9 bn

❑ Fed Gov: eHealth Services and

eHealth data (€40 M)

❑ Region Wallonie: EU Biotech

School and Health Hub (€24.8

M)

Examples of

investments in HLC

NRRP total budget

(FY22-FY27)

Agenda







Partner Capabilities

KYC Envision Validate Commit Onboard Realize

DIGITAL TRANSFORMATION JOURNEY

Understanding of Latest Healthcare

Industry Trends

In-depth skills in Healthcare specific

areas like interoperability, compliance, PII

data management

Understanding of Customer challenges and

pain areas

Ability to carve out Digital Transformation

Programs with an outcome based approach

Strong Customer Stakeholder

management including Sponsors, BDMs,

IT, Customer SLT

Ability to deliver rapid MVPs and prove

early value to BDMs

Strategy, Consulting and Delivery

Ability to help customer build a Hybrid, Multicloud Strategy, and implementation roadmap

Strong Delivery, Complex Program Governance Capabilities across 3 Microsoft Clouds

Consulting offerings to help customer develop a Vision, Horizon Plan, Transformation Roadmap

Ability to help customers adopt the digital technologies by robust ACM strategy and upskilling program

Agenda







Healthcare Organizations Business Priorities

By: Deloitte

New Value Chain

• A new value chain is emerging around health data. Individuals

are experiencing a data explosion through wearables

and growing numbers of “always on” sensors in the home, at

work, and in the medical environment. This data will

increasingly be used for personalized insights and

interventions, and primarily aimed at vitality, prevention and

early diagnosis. – Deloitte

Personalized health

• Particularly for minor and routine appointments, the number of virtual visits have skyrocketed during the pandemic and is

predicted by Forrester analysts to hit one billion by the end of

2020..– Forbes

• 80% of consumers say they are likely to have another virtual visit, even post COVID-19. – Deloitte

Virtual health

By: Forbes

Digital Innovation

By: PWC

Changing Demographics

• An ageing population and growing middle class are

shifting healthcare needs and responses. Demographic shifts

and societal changes are intensifying pressures on

health systems and demanding new directions in the delivery of healthcare. We

are getting older. Ageing populations in both emerging

and developed nations are driving up the demand for

healthcare. – PWC

Ageing population

By: Deloitte

Digital Acceleration

• Artificial Intelligence is gaining traction in health care. Early use

centered on automating manual processes; however, the pandemic has opened doors for

AI and other digital technologies to solve complex

clinical and non-clinical problems. – Deloitte

• Health care organizations today are transitioning to health IT systems powered by cloud

computing and data/analytics tools. – Deloitte

Cloud & AI

By: Deloitte

Supply Chain

• Collaboration was never more evident than during the

pandemic in addressing supply chain challenges related to

COVID-19. Providers are likely to continue to struggle with

supply chain issues in 2021 as COVID-19 outbreaks possibly

surge, recede, and surge again. – Deloitte

• Types of collaborations: Data platforms and analytics

Disruptive entrants Public/private partnerships

Health systems as a platforms –Deloitte

Collaboration

Microsoft Cloud for Healthcare

Enabling enriched data to flow

securely through every point of care

to continuously improve patient's

experience and health outcomes

Accelerating health teams’ ability to

coordinate care in a secure

environment and simplify complex

workflow management

Connecting data from across systems,

creating insights to predict risk and

help improve patient care, quality

assurance, and operational efficiencies

Providing trusted and integrated cloud capabilities to deliver

better experiences, better insights, and better care

Protect health information

Protecting sensitive health data to support end-to-end security and privacy, manage evolving compliance

regulations, and continually improve data governance and trust

Enhance patient

engagement

Empower health

team collaboration

Improve clinical and

operational insights

How the Microsoft Cloud for Healthcare comes to life

+

+

+

Applications

and services

Partner ecosystem

Healthcare solutions:

Pre-configured and

customized

Healthcare capabilities

& features

Microsoft Cloud for Healthcare

+Build. Extend. Enrich. Enable. Connect

Microsoft Partner ecosystem

Healthcare specific

Vertically-aligned

Cross-cloud integrationsTeams | Dynamics 365 | Power Platform | Azure

Common Data ModelHL7 & FHIR

Pre-configured workflows Power Automate

Healthcare appsPower Apps | Canvas

ConnectorsMicrosoft apps | 3rd party

Healthcare portals Power Portals

Templates | Lists | Messaging | TasksTeams

DashboardsPower BI

APIs | Health BotAzure

AI models & intelligenceText, speech, vision, knowledge

Strategic Priorities to drive success in WE Healthcare

Operational Management

Enhanced Patient Engagement

Hybrid Infrastructure

Secure Care Team Collaboration

Data Platform

• Depth Approach:

grow # workloads for

existing customers

• Breadth Approach:

increase number of

DP engagements

• Land Data Platform

on Azure for large

consortiums

Relevance in Healthcare / MSC4H

Become the most healthcare

relevant cloud provider in WE:

© 2020 Microsoft Corporation All rights reserved.

Modern Work & Security in Healthcare I The Opportunity ahead of us*

FY21 FY24

$1.4B$840M

*Total Addressable Market based on multiple research sources & internal analysis

© 2020 Microsoft Corporation All rights reserved.

Data Platforms

17

51

1

2

1

4

54

2

3

1

+104% YoY ADS growth

The Infrastructure Opportunity in Healthcare

Hybrid and Hyperconverged Infrastructure

Azure Virtual Desktop Azure Arc

Medical Imaging in Azure

19 Hybrid Cloud in Health – Market Overview

PUBLIC CLOUD HYBRID CLOUD

Decentralization of data and computing capabilities, yet a robust Data Fluidity between these environments is a key to successful hybrid engagements

WEPS Hybrid ACR grew 88% in YoY in FY 21, with an average QoQ growth of 20%

Hybrid Cloud Overview

Challenges with Hybrid Cloud Adoption

2. COMPLIANCE

Traceability and adhere to data sovereignty

and privacy laws like GDPR.

4. IT SKILLS

Lack of Cloud and Hybrid skills on

application development, security, data management, compliance

3. DATA MANAGEMENT

Complex nature of data federation, privacy

protection, interoperability, governance,

cataloguing

5. MANAGING HYBRID WORKLOADS

Lorem ipsum dolor siHigh Complexity in

managing Hybrid, multicloud application

workloads

6. COST

Lorem ipsum dolor sit Cost of managing,

governing and standardizing the Hybrid

Infrastructure

1. SECURITY

Lorem ipsum dolor Hybrid leads to

additional heterogenous moving parts e.g.

Public/Private Clouds, network handshakes,

in-transit encryption.

Capabilities enabling better experiences, better insights, better care

Better

Experiences

Better

Insights

PERSONALIZED CAREBuild relationships through

enhanced experiences.

PATIENT INSIGHTSTransform data into

prescriptive insights.

VIRTUAL HEALTHProvide new avenues

for care

CLINICAL ANALYTICSAccess and securely share actionable

data to help improve patient care

CARE TEAM COLLABORATIONOptimize resources & solve

problems collectively.

CARE COORDINATIONDevelop systems of engagement

with intelligent workflows.

Data interoperability Create systems of engagement by connecting

data from multiple systems of record.

Continuous patient monitoringCombine IOT & analytics

to optimize treatments.

OPERATIONAL ANALYTICSGain actionable insights

to optimize operations.

Health Priority Scenarios

Empower Health Team

Collaboration

Empower Health Team

CollaborationEmpower Health Team

Collaboration

Empower Health Team

Collaboration

Operational and

Clinical Analytics

Enhance Patient

Engagement

Protect Health

Information

Operational and

Clinical Analytics

Operational and

Clinical Analytics

Operational and

Clinical Analytics

Empower Health

Team Collaboration

Operational and

Clinical Analytics

Optimize Nurse

Staffing

Improve Nurse

Handoff

Virtual rounding

and visits

Improve comm and

allocation

Future of the

LaboratoryDigital Front-Door

Confidential

ComputeHospital Insights Healthcare Data

Glossary

Demand and

Capacity Planning

Optimize room

planning in hospitalsRobot Automation

Enhance Patient

Engagement

Operational and

Clinical Analytics

Empower Health Team

Collaboration

Enhance Patient

Engagement

Enhance Patient

Engagement

Operational and

Clinical Analytics

Digital CareSecure Research

Environment

Optimize Doctor /

Patient Conversation

Healthcare

Conversational

Intelligence

Give data back to

patients

National Data

Research Platform

Empower Health Team

Collaboration

Protect Health

Information

Virtual ConsultationFederated Machine

Learning

Operational and

Clinical Analytics

Unlock insights from

healthcare data

Maturity Model

Give data back to the

patients

BG Responsible

• Azure

Scenario

Healthcare organizations want to provide

better service and care toe their patients, by

giving back the data back in a secure way.

This allows patients to get full control of

their data, and who can access it. Which

provides new scenarios, such as getting a

second opinions with the objective verified

data that is created by other healthcare

organizations or make referrals much more

qualitative with the required data at the

right time.

Solution

With Microsoft’s verifiable credentials,

healthcare organizations can issue

healthcare data to patients' digital wallet

on their phones.

Patients can then give consent to other

caregivers, the caregivers can then verify,

via cryptographic means, that the data

comes from an authentic source and that

the patient is who he claims to be.

This decentralized ways of working gives

the data and power back to the patient

and is based on a public blockchain,

which removes the need for a central

authority

Target Persona

• Chief Medical Informatics Officer

• Chief Operations Officer

• Chief Information Officer

Optimize Nurse

Staffing Scenario

Many healthcare organizations have

legacy HR applications which does not

support the nurse managers in creating

the nurse schedule, that often covers 10+

weeks.

To obtain the needed overview, a lot of

manual Excel copy-paste work is needed

and ad-hoc communication to get last

minute insights into the schedule.

Nurses also don’t have real-time insights

into the schedule based on last minute

changes.

Solution

With technology such as RPA we can

extract legacy applications into

Shifts, combine this with other Excel

files that are ingested into Dataverse.

We can then use the data in Shifts

(Teams) and Dataverse to create

PowerApps that can automatically

generate and visualize the shifts in

Realtime.

This can then easily be integrated

and communicated via Teams. BG Responsible

• Teams

• Power Platform

• Azure

Target Persona



• Chief Medical Officer

Trusted/Secure

Research EnvironmentScenario

Healthcare organizations are currently

relying heavily on secure internal datasets

to make informed decisions.

These data sets are often sensitive or have

PHI that cannot be completely removed.

They need to give researchers secure,

audited access to the data, with the option

to collaborate on data internally, or with

other nations, international agencies,

private companies and academia.

BG Responsible

• Teams

• Azure

Solution

A research environment offers an

Azure solution for customers who

want to have the capability to

Create, manage and use research

environments with its data in a

secured and complaint way.

Where researchers can work with

their tools, data is stored centrally,

and governance is secured

Target Persona



• Chief Information Officer

Agenda







Our Engines

• Anchor customers specific scenario for cross-cloud penetration

• Multi-customer innovation driven – Hackathons, Innovation Days, …

• Tenders / HorizonEurope funding / EU Recovery Funds

• Programmatic through-partners motions for prioritized services

• Monetization points – renewals/anniversaries/end of managed services

agreements

Documents

Western Europe FY22 Healthcare Growth Plan