ISV Roadmap for Healthcare

Kathie PattersonPartner 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. Cost / budget pressures2. Data security concerns3. Faster innovation4. Business risk management5. Single view of customers6. Stakeholder pressure7. Greater transparency of reporting8. E-Enabled business9. Managing knowledge capital10. 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

– An agile Internet platform – Applications for Healthcare (ISV)– Services to implement and run applications– Increase the effectiveness of care-giving

“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”

Sample Provider Customers

Sample Payor Customers

Partners and Marketplaces

Complete and Simple

PORTABLE

SCALABLE

RELIABLE

SECURE

Oracle’s Product Offering

Infrastructure and Collaboration

E-Business SuiteApplications

1010gg 1010gg 1010gg 1010gg 1010gg 1010gg

Oracle Healthcare PlatformIntegration and Connectivity

AS 10g / HTB / ToolsAS 10g / HTB / Tools

10g Database10g Database

Oracle Business IntelligenceOracle Business Intelligence

Clin

icalC

linical

Ap

plicatio

ns

Ap

plicatio

ns

CR

MC

RM

Materials

Materials

Man

agem

ent

Man

agem

ent

En

terprise

En

terprise

Man

agem

ent

Man

agem

ent

Research

Research

Th

ird P

artyT

hird

Party

Source: FactPoint Group, May 2002

Oracle 81%

Others 19%

*Based on Customers running SAP, Siebel, Peoplesoft, Cerner

Oracle: Database for Packaged Applications

# 1 Application Server

# 1 Portal

# 1 Business Intelligence

Oracle 9i Application Server Awards

Oracle 9iAS Sweeps Forrester Tech Rankings

Healthcare Transaction Base Functional Architecture

HL7 V3 Reference Information Model

Me

ss

ag

ing

S

erv

ice

s

Application ProgrammingInterface

• Person Services• Terminology Management• Security and Auditing• Business Process Support

Healthcare DataModel

ExternalSystems

IntegrationEngine

Enterprise Data Model

Applications

Data Warehouse

Reporting & Analysis

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 Model-

Direct)– 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

Kathie PattersonPartner Specialist

Healthcare Industries

Barton VeyChannel Manager

Healthcare Industries

Elizabeth DivineyOracle Direct Channel Manager

Healthcare Industries

Mark BivianoVice President of Strategic Programs

Healthcare Industries

Kevin CoxDirector, Oracle Applications Sales

Jim BureauRegional Manager

South

Allan RoederRegional Manager

West

Todd HassertRegional Manager

North

Phil KlebbaRegional Vice President

Healthcare

Ron PoliceSenior Vice President

HealthcareHigher Education

James LeeSolution Specialist

Public Health

Ken MellettSenior Vice President

State & Local

Jim Palmisano/Gerry AmbroshMilitary Health Services

Mark JohnsonSenior Vice President

Federal

Kevin FitzgeraldSenior Vice President

Government, Education, Healthcare

David BagleyRegional Manager

Oracle Direct, Healthcare

Kim BoartsGroup Sales Director

Healthcare & Higher Ed

Gary NeumanVice President, Oracle Direct

GEH

Hilarie KoplowSenior Vice President

Oracle Direct

Keith BlockExecutive Vice President

North American Sales

Charles PhillipsPresident

Larry EllisonCEO

WAMT

ORID

WY

CA

NV

UT CO

AZ

ND

SD

NE

KS

MN

IA

MO

WIMI

ILIN OH

NM

TX

OK AR

LA

KY

TN

MS AL

VA

GA

FL

SC

NC

WV

PA

NY

ME

VT

NHMA

CT RI

NJDEMD

Healthcare FY05Territory Coverage

SE RMJim Bureau

NE RMTodd Hassert

West RMAllan Roeder

*

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$$

SS

SS

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@ Regional Manager

* Account Manager$ ODFSS Solution

Specialist

*

Oracle Key DifferentiatorsIntegrated Single Data SchemeSingle Source of Truth

$1+ Billion R&D BudgetTechnology Insurance

Integrated FlowsWork as System, Not as a Stovepipe

PersonalizationProductivity and Ease-of-use

Web ArchitectedGround-up, not bolted on

Fully Exploit Oracle 10g and App Server 10gFast, secure, reliable, scalable

Self-ServiceKey to Better Data and Huge Savings

Business Intelligence Manage by Fact

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 InformationKathie PattersonPartner Specialist, HealthcarePh. 770-351-3555Katherine.Patterson@oracle.com

Barton VeyChannel Manager, HealthcarePh. 703-364-2555Barton.Vey@oracle.com

Elizabeth DivineyOracle Direct Channel ManagerPh. 781 238 9539Elizabeth.Diviney@oracle.com

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