Breaking into healthcare as an IT startup can be challenging. Learn some tips and tricks for success in the healthcare IT market from people who have been there and done that.

1. 0 | © 2017 InterSystems Corporation. All Rights Reserved.
© 2017 InterSystems Corporation. All rights reserved.
Todd Winey – Senior Advisor, InterSystems
Paving the Way for Partner Success
Advice for Healthcare IT Startups
June 14th, 2017

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• Say Yes, Smartly, its about smart growth
• Avoid the Frankenstack
• Unique, Long Term Value through data
• Find the right partners
Keys for Young Companies in Healthcare

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InterSystems by the numbers

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• Long sales cycles, but very sticky
• You’ll have to deal with legacy
• Scale is not just up
• International calling
• Managing Versions
Say Yes, Smartly

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What Legacy Looks Like

6. 5 | © 2017 InterSystems Corporation. All Rights Reserved.
s
T
T
s ers
ts
A
XFR
NextGen GSB, ????
Sleep Lab
(Picis) To EDM
Eligibilit
y
QRF Via HALPI
INVISION ICO
PA, PM, Orders, COR
ChargesQRF
ADT &ADT QRF Batch chgADT
EAD
Results
ADT
ADT Orders Charges
ADT QRFDr MstrChg
ADT MAR
Item Mstr
OSU s
Mstr EAD ChgCmnts Results ADT Batch chg
ADT
Orders
ResultsOrders End
PACSADTOlympus DM
OPENLink ICO Results
Stat Com ADT Charges
Result
Results
ADTADT
ADT
ADTADT
ADT
Ord ADT
AD Results
Results
Midas
Results RALS POCT
Charges
Alegent Health Current StateBatch Chg
Integration_Design
Rob BurgerCurrent
Ingenix -Claims
TherapyImc Only
CardiologyDining On CallPyxis Supply
Computrition-
(not Lakeside)
Cardiology –
Softmed
Aware
Siemens Radiology
Cardiology
MAK
Soarian Clinical
EDMHDX3M
EAD
Encore
Ingrim,West,
Delta Home
ProVations v5.4 SBOs Soarian Scheduling
EMR EPM Kinetx,
ER – IBEX PDF
FTP Soarian Critical Care
Rosetta Dx/Proc
Batch Chg
QRF $XFR
QS - Labor and $XFR Charges Sleep Lab PDF
Delivery Visosys
Surgery Scheduling
Centricity
Nurse Call SIGNATURE Access $ ADT Pyxis Med Station
Sched
SCA ADT
Results ADT
SIG
Resul SIG EAD
BioSense
ADT ADT Siemens Pharmacy To EDM
ADT Dr QRF NG Claim DT Orders ADT Charge
ObservationAD Result Ord Charges Charges
Mitra Agfa Allergies
Draeger
Results Results
PBX ADT
ADT
Results Proc
ADT Orders WL
ADT V23.4-5 Batch chg
ADT Orders
Results Orders ADT Dolbey - Dictation
eCare Manager ADT
Orders
Results Results
Vision Chips ADT
Rx
ADT Results Orders Charges ADT ADT Orders ADT Orders ADT Results Orders ADT Order Results Results Chart Assist
Patient Keeper Results
Orders ADT
Claims Westcom
Transcription
Med Rec
Safety Surveilor EKG MUSE Odyssey MM Lakeside Dietary Apollo Cerner - Lab
GEMS Respiratory Charges
Clinivision
Batch chg
51 Valley Stream Parkway
Malvern, PA 19355
phone:(610) 219-6300
Integration fax (610) 219-8395
web: www.siemens.com
Planning
Siemens Confidential
Drawing Title: Alegent Heath File Name: Rev. # Revision Date Legend New
ADT Orders Results
Project Title/Details: Drawn By:
Other Charges SiemensDate: April 01, 2008 Checked By:
What Legacy Looks like

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FHIR has rapidly gained significant “mindshare”
Healthcare Standards
Mindshare vs Usage
V2
V3
X12
CDA
FHIR

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But other standards still dominate
-
50,000
100,000
150,000
200,000
250,000
300,000
350,000
400,000
450,000
500,000
HL7 v2 ASC X12 Other
Transactions
ASC X12 837 C-CDA HL7 FHIR
486,140
3,910 1,409 735 ?
Annual US Message Volume
(000,000)

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Connecting to Epic as an Example
• Epic is almost always the dominant clinical system where it is
deployed
• Customers spend significant resources customizing their deployment
• As such, be ready for variation
• Don’t expect the client or Epic to conform to your standard
• Be able to work with the Epic output “AS IS”
• If you compete with an Epic module, be prepared to be great at
interoperability
That’s where InterSystems can help.

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Epic Systems and Modules
• Emergency Department - ASAP
• Ambulatory EMR - EpicCare
• Inpatient EMR - EpicCare
• Home Health - EpicCare Home Health
• Laboratory Information System - Beaker
• Oncology - Beacon
• Operating Room Management - OpTime
• Patient Registration - Prelude
• Patient Scheduling - Cadence
• Managed Care - Tapestry
• Pharmacy - Willow
• Revenue Cycle - Resolute
• Cardiovascular– Cupid
• Labor and Delivery – Stork
• Population Health – Healthy Planet
• EDW – Cogito (old)
• EDW – Caboodle (new)
• Patient Portal – Stork
• Patient Portal – MyChart (old)
• Patient Portal – Happy Together (new)
• Dental (Wisdom)
• Ophthalmology (Kaleidoscope)
• Transplant (Phoenix)

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Basic Epic Interoperability Components
• Bridges – HL7 interface platform
• Chronicles – Epic’s clinical data model deployed on InterSystems
Cache’
• Interconnect – Epic’s Web Services
• CareEverywhere – Epic HIE infrastructure
• Clarity – Data Warehouse
• Cogito – New version of data warehouse
• Caboodle – Even newer version of data warehouse
Understand where you interact
Your client can help – they have full access to all the documentation

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Core Capability Expectations
• You have to be GOOD at:
– HL7
– DICOM
– IHE Profiles
– FHIR
– X12
– NCPDP
– Web Services, COM, Flat Files
If you are not completely fluent, this is where we can really help.

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Open.epic
• FHIR®, or Fast Healthcare Interoperability Resources, REST-
based access layer for standard HL7-defined data models
– Patient
– Allergy Intolerance + Adverse Reactions
– Medication + Medication Prescriptions
– Conditions
– Observation - Vital Signs
– Family History
What is YOUR FHIR strategy?

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• Value is at the data level, not the App
• Comprehensive data strategy drives long term value
• FHIR drives speed, first word in the acronym is FAST!
Avoid the Frankenstack & Value of Data

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Data Monetization = 21st Century Oil
• Organizations that can monetize their information assets outstrip their rivals by using
information to reinvent, digitalize or eliminate existing business processes and products.
• The world of exogenous data, including the increasing availability of IoT data from
partners, suppliers and customers themselves, offers fertile and untapped opportunities to
extend the utility of your own data, or opportunities to monetize yours and others' data
more directly.
• Most opportunities for monetization of data will involve some level of refinement of, and
analytics on, IoT data, as well as integrating data from "things" with other types of data to
deliver additional insight and value. Consider how you might increase the value of your
IoT data by relating it to, or combining it with, other data assets you have access to.
– "Prepare to Monetize Data From the Internet of Things." Technology Research. Gartner, Inc., 08 Sept. 2016. Web. 14 June 2017.

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InterSystems: A Data Platform Approach
Multi-workload,
multi-model data
management
AnalyticsInteroperability

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InterSystems Healthcare Solutions
Partner Health
Solutions
HealthShare
InterSystems IRIS for Health
TrakCare

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Our Development Commitment for Partners
• Solid Implementation of FHIR® Standard
• Develop robust tools for development
• Avoid Frankenstacks (technical debt)
• Development platform for FHIR® enabled applications
• Make HealthShare as platform of choice for enterprise
healthcare application development.

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Key Features
• REST Server
• REST Client
• Message model for FHIR® transactions
• Object model for FHIR® Resources
• DTLs between SDA and FHIR®
• FHIR® Resource Repository

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• Proven track record – in Healthcare
• Mentor/Coach
• Aligned with your go to market
Finding the Right Partner

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What We Do
More than 100 countries
More than 10,000 production
deployments
More than 35 years of continuous
growth and innovation
The power behind what matters
Worldwide
Deployments
Over 500 million patient
records

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Supported Standards
United States
• HL7
• EDI – ASC X12
• DICOM
• ASTM – Instrument Interface
• NCPDP – Pharmacies
• IHE – Health Exchange
• FHIR - mobile
International
• EDIFACT
• ITK - England
• DMP - France
• HPRIM - France
• SS-MIX – Japan
• NEHTA – Australia
• xDT - Germany

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InterSystems IRIS for Information Intensive Healthcare
Normalized
message model
Massively scalable,
reliable & fast
distributed data
management
Cognitive
computing in real
time

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Developing with InterSystems Technology?
• Given our product portfolio, we are asked by healthcare partners
• “What would Epic build on if they started development today?”
• Market expectations have evolved, our development platform has also
• You can’t build a solution that is:
• Unconnected
• Lacking analytics
• Deployed in only one way
• For a single market

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• InterSystems – #1 Best In KLAS Acute EMR (non-US), #1 EMR Agnostic HIE,
#2 Interface Engine,
• Thornberry – #1 Best in KLAS Homecare EMR
• Epic - #1 Best in KLAS Acute EMR, LIS, EMR-based HIE
• Infinitt and Epic - #2 and #3 RIS
• Amazing Charts - #2 Small Practice Ambulatory EMR
• HealthMEDX - #2 LTC EMR
• 3M - #2 in Computer Assisted Coding
• Xerox (Midas) - #2 in Quality Management
• Conifer Health - #2 Revenue Cycle Outsourcing
Ubiquitous Partner Success

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Customer perspective per KLAS

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Product Platform
➢Massively scalable
➢Structured and unstructured clinical and administrative data
➢Solutions are configurable, extensible, and ready to grow
➢Architected for continuously changing business, technical, and clinical
needs

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Experience and Engagement
➢Health information integration, aggregation, and
normalization
➢Clinical and technical leadership in health IT standards
➢ FHIR
➢ IHE
➢History of creating success where others have failed

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InterSystems Long Term Business model is Unique
• A partnership-centric vision of business
• Our expertise close to our customers – ongoing account team assigned
• Deliver the value we promise
• Align our success with yours through vision to value and adoption
“InterSystems knows how to cultivate application development partners and keep
them happy; that has been its business model for over 33 years…Loyalty within
InterSystems’ partner base is quite high.”
The Advisory Board Company

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Thanks – Questions?