UCA Sales Training - BridgeHead
Jim Beagle, Chief Executive Officer
Tony Cotterill, Chief Products Officer
Tony 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
What makes BridgeHead different?
Healthcare Data Management
Presentation Layer
‘Ologies
Document Management
& Patient Admin
In-house Systems
IT Infrastructure
Radiology
Digital Pathology
Oncology
Cardiology
Retroactive Scanning
Scanned Patient Records
Content Management Systems
Hospitals own Systems
File Systems
Administrative Systems
Email Systems
WADO
XDS-b
XDS-i
EMPI
HL7
CIFS
Data Management
DICOM
The Data Management Journey
Leads to all your hospital data…
Stored
Protected
Shared
Efficiently and
intelligently
From misuse
and loss
With other apps
and/or users
All your hospital data…
Radiology
Pathology
Reduces the cost of storage
Cardiology
Ophthalmology
Scanned patient documents
Helps protect all your data
Stored
Protected
Shared
Increases data ownership
Improves data access
Healthcare Information Systems
Facilitates data sharing
Laboratory Information Systems
Supports Healthcare standards
Office files & Email Systems
Where Data Management &
HealthCare meet
There are Point
Healthcare solutions
for Archive
HEALTHCARE FOCUS
There is only one
Enterprise Healthcare
Data Management Suite
WHOLE HOSPITAL
ENTERPRISE QUALITY
SOLUTIONS
DEPARTMENT
SPECIFIC DATA
MANAGEMENT SOLUTIONS
CA ARCserve®
There are
workstation based
solutions for Backup
ENTERPRISE / HORIZONTAL FOCUS
There are
“enterprise”
solutions for
Backup and Archive
6
7
Healthcare Data Management
Bridges the Gap
8
The Gap Between…
Healthcare Professionals
Radiology
Ophthalmology
Primary Care
Pathology
9
The GAP Between…
Hospital
Departments
10
The Gap Between…
Clinician & IT
The Gap Between…
Application & Storage
‘Ologies
Document Management
& Patient Admin
Radiology
Digital Pathology
Oncology
Cardiology
Retroactive Scanning
Scanned Patient Records
Content Management Systems
In-house Systems
IT Infrastructure
Hospitals own Systems
File Systems
Administrative Systems
Email Systems
Data Management
12
Easy to say not so easy to do
Issues and challenges that get in the way of change…
• 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
13
BridgeHead HDM…
…Bridges the GAP
APPLICATION
STORAGE
Data sharing can be facilitated between
originator and consumer application
Data migrations at the Application and Storage
level are independent of each other
14
BridgeHead HDM…
…Bridges the GAP
CLINICAL
IT
Between Hospital requirements for more data
and IT’s ability to manage that data efficiently &
economically while increasing access and
performance..
15
BridgeHead HDM…
…Bridges the GAP
LEGACY THINKING /
SILOS OF DATA
Between old silos/islands of data, and
a whole hospital strategy that helps hospitals
now and into the future.
WHOLE HOSPITAL
SOLUTION
16
BridgeHead HDM…
…Bridges the GAP
SPIRALING COST
MANAGED COST
By minimising the amount of Data stored and
ensuring the optimal use of cost effective
hardware
Healthcare Data Management
Underpins the Hospital
Why Data Management?
Store
Protect
Share
Efficiently and
intelligently
From misuse
and loss
With 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)
Locate content rapidly
Reduce backup
management time
Share data externally
Secondary use of content
Reduce/eliminate data loss in
the event of disaster (RPO)
Improved clinical intelligence
Unified business continuity plans
Aggregation of disparate
data types (EHR)
Store & transport data securely
Ensure data integrity
Cross application data access
All your hospital data…
Radiology
Pathology
Reduces the cost of storage
Cardiology
Ophthalmology
Scanned patient documents
Helps protect all your data
Stored
Protected
Shared
Increases data ownership
Improves data access
Healthcare Information Systems
Facilitates data sharing
Laboratory Information Systems
Supports Healthcare standards
Office files & Email Systems
Healthcare Data Management
Enables IT
HDM Platform
ObjectStore
EqualLogic
Tape Library
NAS
DCCA
HDM Platform
Management Console
Storage Connectors
Media Manager
Central Management
ObjectStore
EqualLogic
Tape Library
NAS
DCCA
HDM Platform
Backup oriented:
• Compression
• Encryption
• Data migration
• Disk to Disk to Tape
• Replication management
• Backup cycle management
Management Console
Archive oriented:
• Compression
• De-duplication
• Encryption
• Authentication
• Data migration
• Meta-data catalogue
Storage Connectors • Content index Media Manager
• Policy-based retention
Multi-location,
Media Agnostic
Central Management
ObjectStore
EqualLogic
Tape Library
NAS
DCCA
HDM Agents
Backup Agents
Archive Agents
Windows
File System
Microsoft
Exchange
Databases
(Oracle, MS SQL)
File System
Microsoft
Exchange
DICOM
Unix & Linux
File System
Microsoft
SharePoint
VMware
XDS Repository
MEDITECH SCA
NetApp
NAS/NetApp
MEDITECH
(ISB, IDR)
Novell
NetWare & Susi
BridgeHead Data Agents
Healthcare Data Management Platform
ObjectStore
EqualLogic
Tape Library
NAS
DCCA
City of Sunderland
Backup Agents
Archive Agents
Windows
File System
Microsoft
Exchange
Databases
(Oracle, MS SQL,
Cache))
File System
Microsoft
Exchange
DICOM
Unix & Linux
File System
Microsoft
SharePoint
VMware
XDS Repository
MEDITECH SCA
NetApp
NAS/NetApp
MEDITECH
(ISB,IDR)
Novell
NetWare & Susi
File Backup
MEDITECH
ISB, IDR
MEDITECH SCA
DICOM Storage
Server
Healthcare Data Management Platform
ObjectStore
ObjectStore
HDM Services
Configuration
Installation
Implementation
Help Desk
Upgrades
Support
Audit
Health Checks
Migrations
BridgeHead Services
BridgeHead Data Agents
Healthcare Data Management Platform
Dell/BridgeHead UCA
DICOM
Archive
Content
File
XDS
Archive
CIFS
Archive
File Management
Abstraction
Storage Management
Healthcare Data Management Platform
Storage
ObjectStore
EqualLogic
Tape Library
NAS
DCCA
Data Importation
Source
Archive
2
unfiltered
Image
Transfer
BridgeHead
DICOM
Image
Archive
Transfer
Filter/Tag
Morph
1
Query/Move Request
3
Validate Request
BH DICOM Archiving Agent
DICOM Archiving Agent
Content
•
•
•
•
Independent DICOM Archive
DICOM Protocol Server
HL7 Listener
XDS Enabled
File
• Single repository for all DICOM data
• Policy-based rules engine
• Comprehensive DICOM
File Management
Abstraction
Storage Management
Healthcare Data Management Platform
Storage
ObjectStore
ObjectStore
Integrating: Ingestion
Healthcare Information System
Short-term Storage
RIS
HL7 ORM
– Pre Fetch
(re-stage)
PACS B
PACS A
HL& ADT
– Patient Merge Update
Workflow and Routing
‘C Store’
HDM Platform & DICOM Agent
NM
CT
AET Groups
US & Mamo
Failure Queue
Storage Commit
Integrating: Data Access
Healthcare Information System
Short-term Storage
PACS B
PACS A
Access Control
Workflow and Routing
HTTP Test Interface
Store and remember /
Store and forget C-Move
XDSi
WADO
Direct?
HDM Platform
NM
CT
AET Groups
US & Mamo
API / Webservice
Failure Management
RIS
What’s the point?
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
What are BridgeHead’s credentials?
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 5
US hospitals use our Healthcare
Data Management solutions
More than 1200 Hospitals worldwide
BridgeHead & MEDITECH
1. 25% US Market
2. 40% Canadian Market
3. High growth in International Markets
BridgeHead is their chosen
Data Management Partner
Onsite & in the Cloud
Sample Customers
Territory Engagements
Territory Engagements
• UK
• EMEA
• USA &Canada
USA Initiatives
• Community Hospital (Meditech plus)
• Larger Hospitals – Epic
• Cloud – Msite, DCCA
DACH - Collaborative Telemarketing
Telemarketing
campaign, tier 2,
October 2012
141 relevant
contacts
40 leads (28%!)
141 relevant contacts
10 leads in Q4
approx 15 leads in FY14
i.e. 18%!
47
UCA Pilot
Joint Press Release
Joint Case Study
Collaborative Social Media Outreach
The Healthcare Data Challenge
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
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
Dell & BridgeHead
‘Ologies
Document Management
& Patient Admin
In-house Systems
IT Infrastructure
Radiology
Digital Pathology
Oncology
Cardiology
Retroactive Scanning
Scanned Patient Records
Content Management Systems
Hospitals own Systems
File Systems
Administrative Systems
Email Systems
BridgeHead Archive & Backup Data Agents
BridgeHead Healthcare Data Management Platform
DX
Equalogic
Compellent
Dell On-Premise Clinical Archive
Dell Cloud Clinical Archive
Object based storage platform
Managed Enterprise Archive
Dell Clinical Collaboration Portal
Cross Enterprise Data Access and Distribution
Where Data Management &
HealthCare meet
There are Point
Healthcare solutions
for Archive
HEALTHCARE FOCUS
There is only one
Enterprise Healthcare
Data Management Suite
WHOLE HOSPITAL
ENTERPRISE QUALITY
SOLUTIONS
DEPARTMENT
SPECIFIC DATA
MANAGEMENT SOLUTIONS
CA ARCserve®
There are
workstation based
solutions for Backup
ENTERPRISE / HORIZONTAL FOCUS
There are
“enterprise”
solutions for
Backup and Archive
52
Summary & Close