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Nurse Call IntegrationEmergin Engagement Model

August 2004

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Sales Process Flow

• ASM or VAR engages with customer– Emergin available for pre-meeting consultation

• Discuss Nurse Call Integration with customer– Refer to compatibility matrix and FAQ– Collect account profile information

• Register NCI opportunity with Emergin– Emergin will respond within 48 hours

• Discuss details of opportunity with Emergin, develop detailed proposal

• Follow-up presentation to customer - close sale

• Optional upgrade of NC system by NC vendor/reseller

• Implementation of NCI by Emergin and/or NC reseller

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Selling Process Review

VoceraNon-NCS

Partner

End Customer

Follow the Engagement Doc Sells Vocera

Sells Vocera NCI License

Emergin Sells, Supports, Installs Emergin WO w/ NCI

Vocera Solution

NCI License

VoceraNCS –like

Partner Idea-com

End

Customer

Emergin NC GW Sells Emergin ??

Sells Nurse Call Sys.

Emergin Supports, Installs NC GW w/ NCI

Vocera Solution

NCI License Sell Vocera

Sells NCI License

Emergin Nurse Call GW

Emergin Nurse Call GW

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Emergin Product Suite

Emergin Nurse Call GW

Emergin Patient Monitoring GW

Emergin Nurse Facilities GW

Vocera Server with NCI Module

Sold only through Emergin authorised resellers only. OEM Resellers, such as Rauland Resellers, Dukane, Hill-Rom, etc… MSRP ~$15,000.

Solution Available Today

Fut

ure

Sol

utio

ns

Vocera Server and NCI Module Sold by Authorised Vocera Partners. NCI Module price range $8,000 - $25,000.

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Emergin Product Suite II

Emergin Nurse Call GW

Emergin Patient Monitoring GW

Emergin Facilities GW

Vocera Server with NCI Module

Sold only through Emergin authorised resellers only. OEM Resellers, such as Rauland Resellers, Dukane, Hill-Rom, etc… MSRP ~$15,000.

Solution Available Today

Fut

ure

Sol

utio

ns

Vocera Server and NCI Module Sold by Authorised Vocera Partners. NCI Module price range $8,000 - $25,000.

Emergin Communications GW

Sold through Emergin direct, Emergin reseller or potentially through an authorised Vocera Partner. MSRP $5,000 – $6,000.

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Lead Registration

• Essential to get Emergin’s engagement and support during sales process

• Qualifies VAR for referral fee

– Subject to closing business in 6 months

• Easy to use web registration form– http://www.emergin.com/partners/vocera/

– Requires key account profile information

– Optionally, can be submitted via fax/email

• Fax: 561-361-6991, attn: info.vocera

• Information will be held in confidence by Emergin until completion of sale

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Emergin Resources

• Vocera relationship manager– Bret Boehly (bret.boehly@emergin.com)

Sr. Business Development Manager

561.886.3110  Direct

954.261.6083  Mobile

• Emergin regional Account Managers will support ASMs and VARs in sales activity

• Nurse call interoperability – updated information– On-going testing and integration with additional Nurse Call

systems

• Installation and on-site support of Nurse Call Gateway by Emergin Customer Engineer

• Emergin will provide integration notes for Vocera with major nurse call systems.

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Nurse Call System Compatibility – Rev 1.0, August 20th, 2004

Nurse Call System

Integration Type

One-way Text Messaging with

Emergin

Patient Call to Vocera

(Text Messages)

Auto Call back to Bed Side

Receive Code Calls to Groups

Auto Escalation**

Free Form Text

Message

Free Form Call to Bed Side

Hill-Rom NCM SW Version 3.2 +

Hill-Rom's Wireless Solution

Rauland Responder IV

Emergin Nurse Call Gatew ay

Supported w / Responder Net

Rauland 4000Emergin Nurse Call Gatew ay

Supported w / Responder Net

Dukane ProCare Series

Emergin Nurse Call Gatew ay

To be Tested

Executone1

CARE/COM II-E

Emergin Nurse Call Gatew ay

To be Tested To be Tested To be Tested To be Tested To be Tested

Zettler1

Sentinel 200

Emergin Nurse Call Gatew ay

To be Tested

TekToneEmergin Nurse Call Gatew ay

Field integration tested

To be Tested To be Tested To be Tested To be Tested N/A To be Tested

Wes-comEmergin Nurse Call Gatew ay

Field integration tested

To be Tested To be Tested To be Tested To be Tested To be Tested To be Tested

West-comEmergin Nurse Call Gatew ay

Field integration tested

To be Tested To be Tested To be Tested To be Tested To be Tested To be Tested

Other Emergin Compatibility

As Emergin validates more NCS compatibility, Vocera w ill integrate w ith NCS via Emergin. Note, if a nurse call system can send text message to Emergin's Nurse Call Gatew ay, then Emergin can format the message sent it to Vocera's Nurse Call Integration Mo

* Vocera support all tw o-w ay messaging w ith Emergin Wireless Office. It is up to a Nurse Call System to enable tw o-w ay messaging from Vocera.** Escalation is a function of the Nurse Call System, i.e. Vocera w ill send the appropriate No Acknow ledgement i

1: Executone and Zettler Nurse Call Systems are now considered Simplex-Grinnell Products, therefore Vocera integrates w ith Simplex-Grinnell nurse call systems.

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NCI Pricing Review

Vocera NCI LicenseNCI License Pricing – List

VAR Pricing (std. discount)

Annual Maintenance

       

300 User License $8,000 $5,600 $1,200

750 User License $14,000 $9,100 $1,950

750+ User License to Unlimited Enterprise License1 $25,000 $17,500 $3,750

       

ADD-ON License for NCI  

Current LicenseAdd to 750 NCI User License

Add to Unlimited NCI User License

 

300 User License $5,500 $18,700  

750 User License   $13,200  

750+ User License to Unlimited Enterprise License1      

NOTE: NCI Module is a License Key that activates the Sockets API!

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NCI Resources - Vocera

• Available Today:– NCI FAQ– NCI Data Sheet– NCI Compatibility Matrix– Engagement Process Document

• Future Docs to be published:– Application/Integration note on popular Nurse Call Systems– Technical NCI FAQ and/or Deployment Guide

• What else do you need?• How can we help you sell more NCI?

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Thank You