ISV Roadmap for Healthcare
Kathie Patterson
Partner Specialist
Oracle Health Industries
Barton Vey
Channel Manager
Oracle Health Industries
June 29, 2004
Objectives
 Why focus on Healthcare?
 Why partner with Oracle?
 How to partner with Oracle?
CEOs Top Business
Priorities
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
Cost / budget pressures
Data security concerns
Faster innovation
Business risk management
Single view of customers
Stakeholder pressure
Greater transparency of reporting
E-Enabled business
Managing knowledge capital
Personal data privacy
Source: Gartner CIO Survey, March 2003
Healthcare is a Solution
Business
Why Partner with Oracle?






Commitment
Security
Success
Strength in Core Technology
Company Resources
Vision
Oracle in Healthcare
 Over 300+ US Sales, Services, and Development
Professionals
–
–
Nationwide Sales and Technical Coverage
Dedicated Development Organization
 Payor, Provider, and Clinical Trial Marketplaces
 1,000s Healthcare Customers Worldwide
Why Partner with Oracle?






Proven and growing industry success
Award-winning Technology platform
Wide-variety of licensing options
Leverage Oracle relationships to bolster revenue
Product Expertise / Cross Selling opportunities
An extension to additional resources at Oracle
–
Sales Consulting, Partner Alliances, Education
Oracle’s Healthcare
Strategy
“Provide low cost, low risk, and high value
computing solutions across the Healthcare
value chain with the goal of improving the
economics and quality of care”
–
–
–
–
An agile Internet platform
Applications for Healthcare (ISV)
Services to implement and run applications
Increase the effectiveness of care-giving
Sample Provider
Customers
Sample Payor Customers
Partners and Marketplaces
Complete and Simple
PORTABLE
RELIABLE
SCALABLE
SECURE
Oracle’s Product Offering
Infrastructure and
Collaboration
10g 10g 10g
E-Business Suite
Applications
10g 10g 10g
Oracle Healthcare Platform
Integration and Connectivity
Oracle Business Intelligence
10g Database
Third Party
Research
Enterprise
Management
Materials
Management
CRM
Clinical
Applications
AS 10g / HTB / Tools
Oracle: Database for
Packaged Applications
Others 19%
Oracle 81%
*Based on Customers running SAP, Siebel, Peoplesoft, Cerner
Source: FactPoint Group, May 2002
Oracle 9i Application
Server Awards
# 1 Application Server
# 1 Portal
# 1 Business Intelligence
Oracle 9iAS Sweeps Forrester Tech Rankings
Healthcare Transaction
Base Functional Architecture
External
Systems
Messaging
Services
Integration
Engine
•
•
•
•
Applications
Reporting & Analysis
Application Programming
Interface
Data Warehouse
HL7 V3 Reference
Person Services
Information
Model
Terminology
Management
Security and Auditing
Business Process Support
Healthcare Data
Model
Enterprise Data Model
Channels/Account
Coverage
 Account Coverage
- Federal, State & Local, Provincial, Health Department
- Military Health
- Academic Medical Centers
- Providers (IDNs, Single Facilities), Payors
 All Provider and Payor Accounts Owned by One Organization
 HC Vertical accounts are
- Hospitals, Clinics, Health Systems, Integrated Delivery Networks
(commonly referred to as IDN’s), Post Acute Care and Out Patient
Facilities, Skilled Nursing Facilities, Medical Diagnostics (imaging,
lab/radiology), Medical Transportation, Home Health Care
Providers, Physicians Offices and Groups, Rehabilitation Facilities,
Dental Offices, Managed Care Organizations.
Execution Strategy
 Dedicated Sales Organization in Place (Coverage ModelDirect)
–
–
–
–
–
Field (commercial, public health, federal)
Oracle Direct
Solution Specialists
Oracle Direct / Field (Hybrid)
IR
 Partner and Sales Support
 Industry Marketing
–
Major Trade Shows, Ads, Seminars, Partner Events, Telemarketing,
Regional Events
 Executive Involvement
 Partner and ISV Relationships (Indirect)
US Field Sales
Larry Ellison
CEO
Charles Phillips
President
Kevin Fitzgerald
Senior Vice President
Government, Education, Healthcare
Ron Police
Senior Vice President
Healthcare
Higher Education
Mark Biviano
Vice President of Strategic Programs
Healthcare Industries
Phil Klebba
Regional Vice President
Healthcare
Kathie Patterson
Partner Specialist
Healthcare Industries
Kevin Cox
Director, Oracle Applications Sales
Jim Bureau
Regional Manager
South
Barton Vey
Channel Manager
Healthcare Industries
Allan Roeder
Regional Manager
West
Todd Hassert
Regional Manager
North
Elizabeth Diviney
Oracle Direct Channel Manager
Healthcare Industries
Keith Block
Executive Vice President
North American Sales
Ken Mellett
Senior Vice President
State & Local
Mark Johnson
Senior Vice President
Federal
Hilarie Koplow
Senior Vice President
Oracle Direct
James Lee
Solution Specialist
Public Health
Jim Palmisano/Gerry Ambrosh
Military Health Services
Gary Neuman
Vice President, Oracle Direct
GEH
Kim Boarts
Group Sales Director
Healthcare & Higher Ed
David Bagley
Regional Manager
Oracle Direct, Healthcare
Healthcare FY05
Territory Coverage
ME
WA
MT
OR
ND
ID
MN
**
SD
WY
$
*@
UT
CA
*
AZ
$
*
CO
NM
IN
IL
MO
KS
OK
TX *
* *
*
*
TN
MS
AL
AR
MA
*
CT RI
MI @
SS
IA
NE
NV
NY
WI
V N
T H
PA *
OH
WV
KY
*
SS
NJ @
DE
MD
VA*
NC
SC
GA*
@SS
LA
*
FL
@* Regional Manager
West RM
Allan Roeder
SE RM
Jim Bureau
NE RM
Todd Hassert
Account Manager
$ ODF
SS Solution Specialist
*
Oracle Key Differentiators
Single Data Scheme
 Integrated
Single Source of Truth
Flows
 Integrated
Work as System, Not as a Stovepipe
Architected
 Web
Ground-up, not bolted on
Fully Exploit Oracle 10g and App
 Server 10g
Fast, secure, reliable, scalable
 Self-Service
Key to Better Data and Huge Savings
Intelligence
 Business
Manage by Fact
 Personalization
Productivity and Ease-of-use
Billion R&D Budget
 $1+
Technology Insurance
Next Steps
 Attend Healthcare Transaction Base (HTB)
session - Wed. June 30, 8:00 a.m., Salon 10-11
 Attend ISV Roadmap for Healthcare Roundtable
#6, Wed. June 30, 10:00 a.m.
 To learn more go to:
http://www.oracle.com/industries/healthcare
 Join the Oracle Partner Network:
http://oraclepartnernetwork.oracle.com
 Other resources: http://otn.oracle.com
Oracle Contact Information
Kathie Patterson
Partner Specialist, Healthcare
Ph. 770-351-3555
Katherine.Patterson@oracle.com
Barton Vey
Channel Manager, Healthcare
Ph. 703-364-2555
Barton.Vey@oracle.com
Elizabeth Diviney
Oracle Direct Channel Manager
Ph. 781 238 9539
Elizabeth.Diviney@oracle.com
QUESTIONS
ANSWERS