2
Large & Troubled . . .
› Those That Adopt First Will Benefit The Most (Declining Incentives)
− Physicians can earn between $44,000 to $64,000 over five years from Medicare / Medicaid
if they are utilizing an EHR in 2011
− Late adopters will receive significantly less
− Providers may receive incentives under only one of the programs
− 2015: reductions in Medicare/Medicaid fees for non-EHR users
4
› Medicaid: Physicians who see more than 30% of patients paying with Medicaid
(20% for pediatricians) are eligible for payments of up to $64,000 over five years.
› Medicare: Physicians who do not have a large Medicaid volume but do accept
Medicare can receive up to $44,000 over the five years. Additionally, physicians
operating in a "health provider shortage area" will be eligible for an incremental
increase of 10%.
EHR
ePrescribe PQRI
Stimulus + +
Incentive Incentive
Funding
SIMPLE
AFFORDABLE
COMPLETE
7
Intuitive Design
Differentiating Features
NO TEMPLATES
Start anywhere, Go anywhere
Differentiating Features
INTELLIGENT NAVIGATION
Streamline Documentation
Presents clinically relevant terms
Creates Most Frequently used list
Adaptive Learning
Differentiating Features
ADAPTIVE LEARNING
Differentiating Features
Differentiating Features
Minimizes Keystrokes
Minimizes Errors
Improves Cashflow
Fault Tolerant Architecture
Differentiating Features
14 9
The Target Market
› Small provider practices (1-3 physicians) primarily in the
following specialty practices:
− Internal Medicine
− Family Medicine
− Pediatrics
− Urgent Care
− Cardiology
− Urology
− OBGYN
15
No Fly Zone
Specialties:
Ophthalmology - workflow
Oncology – workflow, billing
Psychiatry – workflow, content, billing
Dental – workflow, content, billing
16
So what’s keeping Doctors from buying?
17
Top Barriers to EHR Adoption
1. Fear
2. Ego
3. Money
4. War Stories
5. Change
18
Dr. Sheffield Success Story
19
Success Story Example
Critical issue Not maximizing profitability of the Practice
due to billing issues, liability, and
inefficiencies.
20
Practice Buying Drivers & Trends
Legal & Regulatory Regional
• ePrescribing • RHIOs & IPAs
• Stark Law Relaxation • Regional EHR
• P4P • Specialty Association
• DOQ-IT Factors • Hospitals
influencing
Financials Socio-Economics
• Practice Size Practice buying • Consumerism
• Business model decision • Continuity of care
• Profitability • Un- & under-insurance
• Quality of care • Baby boomers
Technology
• Microsoft technology
Practice • SaaS, SOA, ASP
Macro-challenges
• CCHIT
• Interoperability
22
It all starts with the proper discovery!
23
Utilizing a Discovery Document
24
Utilizing a Discovery Document
› Capturing / Learning P P V V C
− Pain
− Power
− Vision
− Value
− Control
25
What is a demo? Why do them?
› Demonstration is defined as:
− “The presentation of the set of Specific Capabilities
needed to solve a customer’s Critical Business Issue.”
› Why do a Demonstration?
− Technical Proof of Capabilities
− Vision Generation
31
Let’s talk about the competition….
32
e-ClinicalWorks
Why They Win …
?
1. Well known brand; growing rapidly
2. Low Price – primary factor in inclusion
3. Good user Interface – strong demo
4. Simplicity/low cost of install
5. Executive Sales involvement – how many Girish’s are there?
33
© 2008©
Copyright
Copyright ©Misys
2008 All rights reserved,
2008 AllscriptsMisys
AllscriptsMisys Company
Healthcare,
Healthcare, Inc. Confidential.
Inc.
e-ClinicalWorks
Recommended Sales Strategy
1. Kill them with attention – the majority of time eCW is selling over the
?
phone and through webcasts. Establish and reinforce that relationship!!!
2. Sell against the “drive by” approach by focusing on the strength of our
successful implementations and how that positions them to reap
Stimulus rewards
3. You can’t be all things to all people with one product – eCW is obligated
to focus development, training and support on success of large
customers – Walmart, NY DOH, HCA
4. Focus on the stability, vision, and strength of Allscripts, remember eCW
is approximately 1/10th the size of Allscripts in revenue
5. Sell the strength of the Cardinal/Allscripts relationship
34
© 2008©
Copyright
Copyright ©Misys
2008 All rights reserved,
2008 AllscriptsMisys
AllscriptsMisys Company
Healthcare,
Healthcare, Inc. Confidential.
Inc.
Greenway
Why They Win …
35
© 2008©
Copyright
Copyright ©Misys
2008 All rights reserved,
2008 AllscriptsMisys
AllscriptsMisys Company
Healthcare,
Healthcare, Inc. Confidential.
Inc.
Greenway
Recommended Sales Strategy
?
• Wider reference base – larger practices and specialties
36
© 2008©
Copyright
Copyright ©Misys
2008 All rights reserved,
2008 AllscriptsMisys
AllscriptsMisys Company
Healthcare,
Healthcare, Inc. Confidential.
Inc.
eMDs
.
1. Well known brand with AAFP
2. Low Cost
37
© 2008©
Copyright
Copyright ©Misys
2008 All rights reserved,
2008 AllscriptsMisys
AllscriptsMisys Company
Healthcare,
Healthcare, Inc. Confidential.
Inc.
eMDs
Recommended Sales Strategy
?
1. Focus on the stability and strength of a large company.
38
© 2008©
Copyright
Copyright ©Misys
2008 All rights reserved,
2008 AllscriptsMisys
AllscriptsMisys Company
Healthcare,
Healthcare, Inc. Confidential.
Inc.
Comparison Checklist
› Integrated eLearning
− Learning Management System (Academy)
− Supported by Q&A sessions with Implementation Consultants
− 24/7 Access
− Continuing Education, Employee Turnover, Refresher
40
MyWay Implementation Overview
Process
› 6-8 Week Rollout
› 5 Phases
› Key Roles
− Project Management
− Implementation Consultant Coordinator
− Liaison throughout process
− Remote Consultation
− Coordinated Q&A sessions with Implementation Consultant
› Academy - Learning Management System
41
MyWay Standard Implementation
A llscrip ts M y W a y S ta n d a rd Im p le m e n ta- RtioenmMo te
odel
D is c o v e r C o n fig u re T ra in L iv e P
C lin ic a l
D is c o v e r D o c u m e n t C lie n t B u ilt F ile s C lin ic &a l M e d ic a l R e c o rd s P a y e rp a th C o n s u lt F in a n c i
C o n fig u re P re p a ra tio n P P/M a in s tre e t S e tu p A d m in L M S C o u rs e R e v ie w W o rk flo
A c a d e m y R e q u ire m e n t s C o n fig u re&A/C
Q o n s u lt B illin g
P ro v id e r
Im
P M T ra in in : Fg ro n t D e s k
L M S U s e r E n ro llm e n t L M S C o n f ig u re T ra: in in g C lin ic&a Ml e d ic a l R e c o rd s
L M S C o u rs e A s s ig
. n m t B illin g F ile s B illin g M o n th-E
demmyy
riptsts
T ra in in g
AAccaade
42
MyWay Project Management
› Minimal Project Management Hours
− Included in every Service Package
› Implementation Consultant Coordinator
− Liaison between client/partner and MyWay resources
− Coordinates Implementation Rollout
− Hardware and Software
− Conversion Schedule
− Resource Assignments
› Academy LMS
− Coordinates LMS access
− Tracking and Monitoring progress
43
Academy for MyWay Details
› Programs are Role-based: › Learning Tracks include:
− Administrative − Implementation Training
− Front office − Core (Comprehensive)
− Back office Curriculum
− Clinical − New Version Training
− Provider
› During an Implementation,
› Courses have three “modes”: courses are interspersed with
− See it: demo live, online Q&A sessions.
− Try it: practice
− Know it: assessment
44
Is Ongoing Support Important?
45
Support Hours
› Normal Support Hours: Monday-Friday 8am-6pm (within your time
zone) excluding Holidays
− Allscripts Support can be reached via telephone at 800-877-5678
− Allscripts Support cases can be logged on the Internet via
www.allscripts.com /Client Login
46
Key Expectations for Clients
› Goals
− Respond to 83% of all cases within 2 hours
− Critical cases are prioritized and our goal is to respond to a critical case within 15 min
› Business Impact & Response Times
− Down System: 15 minutes
− 50% or more of the users unable to work or Patient Safety impacted
− Example: Users unable to access MyWay application
− Emergency/High: 2 hours
− Significant Impact/system failure or less than 50% of the users unable to work
− Example: An End user is receiving an error when trying to perform a function OR when performing a task that expected
result does not occur
− Medium: 1 business day
− All other issues/questions
− Example: End user has a question on a specific report or function that is a general question related to an area of the
product
47
(Average of 20
hours
MyWay or less
PM/EHR per
Stimulus week)
Package Offer $449 per Provider
MyWay EHR ONLY Stimulus Package Offer $299 per Provider
No Money Down
OPTIONAL ITEMS 3 Months No Payments
60 month term
Allscripts MyWay Specialty Configuration Package $125 per Practice
Additional day of onsite training (includes $35 per Day
expenses)
Lab Corp or Quest Interface $105 per Practice
Third Party HL7 LAB Interface $150 per Practice
Third Party HL7 PM Interface $150 per Practice
Demographic Conversion $50 per Practice
Appointment Scheduling Conversion $50 per Practice
Medical Device Interface $20 per Practice
48
The $699 per provider package
includes
› MyWay PM
› MyWay EHR
› Support
› Maintenance
› Unlimited electronic Claims with claim scrubbing
› Up to 5 Carriers for Insurance Remittance posting
› Online Eligibility Verification for up to 200 patients per doctor per month
› 1st year of the MyWay Academy
› Complete Training and setup of MyWay
› Hosting Fee (no server required)
› 1st year of Patient Portal – Items Include:
− Patient Pre-registration with Standard Health History, Activation (Invitations), Appointment Requests,
Prescription Renewal Request, Unlimited Patient Messaging, Unlimited Secure Patient Messaging,
Ask a Practice Staff, Online Bill Pay
49