ANDY TIPPET
SR. MARKETING MANAGER
HEALTHCARE , AMERICAS
VarTech 2014, September 18

GOALS
• Discuss trends that are driving healthcare today
– Advent of the EHR
– Care across the continuum
– Advent of Analytics
– Issues around staff productivity
• Where AIDC fits
• What it takes to succeed
2 Zebra Confidential

NOT GREAT – MOMENTS IN HEALTHCARE
MARKETING
3 Zebra Confidential

HEALTHCARE IN THE PAST
Injury
4
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Population Disease
Acute disease

NEW ORDER - WORLD HEALTH DRIVERS
Aging Population –
Worldwide Population>65
2 500
1 966
2 000
1 500
1 187
1 000
606
500
205
349
0
1950 1975 2000 2025 2050
Lifestyle Diseases
• Asthma
• Cancer
• Cirrhosis
• COPD
• Type 2 Diabetes
• Heart Disease
• Metabolic
Disease
• Osteoporosis
• Renal Failure
• Stroke
• Depression
• Obesity
• STD
Decreasing Population
Fitness
Increasing Patient Complexity
Prevalence of
Chronic Disease
Hypertension
Arthritis
Coronary…
Cancer
Diabetes
Stroke
0% 50% 100%
Increased Cost of Care
5 Zebra Confidential

WHAT DO THESE CHANGES MEAN?
• It is important to treat the history of the person – enabled by the Electronic Health Record (EHR)
• Treatment is conducted throughout the life cycle – called the healthcare continuum
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EHRS
• Enabler that support macro trends -
– Movement from acute (injury) to chronic care (hypertension, diabetes)
– Movement from Population to Individual care and back again
– Function across continuum in acute and other areas
• Implementation in US supported by the HITECH ACT of 2009
• Over $10 billion has been distributed
7 Zebra Confidential

RELATIONSHIPS WITH KEY EHR
PROVIDERS
• EHR Providers
• Additional Healthcare ISVs
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WHERE ZEBRA FITS:
THE BRIDGE TO THE EHR AND PATIENT SAFETY
Patient, Specimen, Medication, Clinician, Asset
Identity
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UNIVERSITY HOSPITAL SYSTEM
• Three hospital system
• Two are recently purchased
• Central location has over 800 beds
• Recently converted to new EHR system
• Wanted to alter how they identify specimens taken from the patient
10 Zebra Confidential

PREVIOUS SYSTEM
Gather draw orders
– printed in Lab
Organize orders
Remove label from draw order
Draw Blood
Prepare cart
Locate patients
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Apply label to vial
Mark as stat
Deliver samples to lab

CHALLENGES WITH OLD SYSTEM
Wrong label put on vial – mismatch of sample to patient
Samples that should be marked as
STAT, aren’t
Samples that should not be marked STAT are
Printer configuration out-of-box is timeconsuming
Managing printers over multiple locations is timeconsuming and difficult
12 Zebra Confidential

LABELING AT POINT OF CARE – IN EVERY
ROOM
• A superior process to prevent mislabeling
Clinician arrives at bedside and immediately scans patient wristband verifying patient
ID
Blood or other specimen is drawn/collected
Label is output using a mobile device and immediately applied to vial or sample encasement
Label is scanned
Clinician badge is scanned
• Results
– Patient, clinician, and sample are all linked in EHR with all of the attendant information
– Elimination of possibility of clinician applying the wrong label
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NOT GREAT MOMENTS
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CHALLENGE WITH NEW PROCESS
• Label output devices need to be wipeable if moving from room to room to prevent infections from spreading
• Devices need to be easy to use and manage – the goal is to simplify the process
• Would need a fair number of devices – even for smaller hospitals – how are they managed?
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THE CHICKEN & EGG PROBLEM
Wireless printers
• I need the printer on my WiFi network to configure it
• I can’t get the printer on my
WiFi network until I configure it
• And I have A LOT of devices!
We have to set customers up to succeed.
Solving this after shipping printers is costly
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VARIATIONS IN CONFIGURATIONS
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PRINTER MANAGEMENT TODAY
Send person to each printer
Or have printers sent in
Purchase and install an app
Or write an app
Learn command language
Create command files
Figure out how to find devices
Convert files as needed
Monitor devices for
“events”
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Wrangle large scale installs
Install client on each device
Get IT to approve your solution
Figure out how to send files
Deal with regular updates
Find when it’s ok to  send files
Keep
“golden  files”  safe

NETWORKED PRINTER CONFIGURATION &
MANAGEMENT SOLUTION OVERVIEW
Attended Management
Printer discovery
Alerts
Printer grouping
Printer profiles
Send to one or many
Quick actions
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Unattended
Management
FTP for ZebraLink and
Link-OS Printers
SFTP for Link-OS
Printers
Assign printer roles
Command line user interface
Attended Management
Printer discovery
Alerts
Printer grouping
Printer profiles
Send to one or many
Assign roles

NOT GREAT MOMENTS
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HEALTHCARE CENTRIC
• Healthcare plastics
– Specialized Resins to withstand cleansing agents
– Tested against 40 leading agents
– 1,000 wipes
• Healthcare Power Supply
– Compliant with IEC 60601-1
– Prevents sparking
– Safe for patients AND clinicians
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Mobile
Specimen
Collection

WHO DID WE TALK TO?
• Chief Information Officer – Primary
• Chief Technology Officer – Primary
• IT Directors (seamless integration, budgets, business value)
• Chief Nursing Officer (employee morale, enhance patient experience and reduce cost) – See Profile
• Clinical Informatics Director / Chief Nursing
Information Officer
• Chief Medical Information Officer – See Profile
• Laboratory Director: Influencer (Performance) –
See Profile
• Pharmacy Director: Influencer (Performance)
• Registration/Admitting Director: Influencer
(Performance) and User (Efficiency)
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Patient Safety
Committee
Members

LAST NOT GREAT MOMENT
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WHAT IT TAKES
• Focused sales team
– This does not work by sending the retail rep to a hospitals
• Focused Subject Matter Expert
– Not a sales rep, a workflow and HC consultant
• Software expertise – both Zebra’s but really knowledge  of the hospital operating systems and EHRs
– Focusing on different areas of the hospital, with different ISVs
• Patience
– Healthcare sales take a LONG time to come to fruition
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