Partner Chat Webinar

Selling to Medical Clients:Anchor and HIPAA

Agenda

• Introductions• What is HIPAA?• Requisites for selling to medical vertical• Pitching and selling to medical clients• Choosing products and vendors• Q&A

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Introductions

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Introductions

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200 clients / ~1,000 end-users

Founded in 2004

Chicago area

30 clients in the medical vertical

40 employees

What is HIPAA?

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Health Insurance Portability and Accountability Act (1996)

HIPAA protects any combination of a patient’s name (or other identifier) with information about medical diagnoses or treatment

Can be written, verbal, or electronic

On any device or in the cloud

Businesses, including IT providers, that have access or store electronic Protected Health Information (ePHI) must comply with HIPAA

What is HIPAA?

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HIPAA deadline Sep. 23, 2013

$150,000 Resolution Agreement with Adult & Pediatric Dermatology, P.C. of Massachusetts – lost flash drive

$1.5M Massachusetts provider settles HIPAA case – lost laptop

$1.7M Alaska DHSS settles HIPAA security case – lost hard drive

Requisites for selling to medical vertical

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What you have to do to comply with HIPAA

• Learn HIPAA

• Implement HIPAA-specific policies and procedures

• Do a HIPAA Risk Analysis

• Train your workforce

• Perform and document ongoing HIPAA-compliant services

• Select HIPAA-compliant vendors, such as eFolder

Requisites for selling to medical vertical

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Mike Semel, Semel ConsultingDecember 2014 HIPAA Rapid Compliance VARs/MSPs – Virtual Workshop

• Includes three 2-hour webinars

• Compliance materials, including customized policies, procedures, agreements, checklists, templates

• 1:1 personal consulting

Webinar attendees can take advantage of a $300 discount

www.semelconsulting.com/eFolder-Anchor

Promo code: eFolder

Pitching and selling to medical clients

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1 Elevate security and privacy

Story: Prosthetics and orthotics office is using Dropbox to store patient photos and videos

Takeaways:- Educate the client and present risk

scenarios- Exceed expectations (features matter)- Ease-of-use and security are not

exclusive

Pitching and selling to medical clients

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2 Ensure uptime and continuity

Story: Blizzard knocks out medical office, including power, internet, firewall

Takeaways:- Remember the human factor- Be prepared to triage clients during

disaster- Emphasize resiliency and reliability

Pitching and selling to medical clients

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3 Fit rather than force

Story: Pharmacy has an electronic prescription subscription service that is cumbersome

Takeaways:- Understand business and applications- Not always necessary to rip and replace- Match wants/needs of multiple

stakeholders

Pitching and selling to medical clients

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4 Be the expert

Story: Clients choosing wrong software or hardware solutions for cost or ease of use

Takeaways:- Train HIPAA internally with staff- Choose scalable solutions for you and

clients- Remember why they chose you

Choosing products and vendors

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Any business or vendor that accesses or stores electronic Protected Health Information (ePHI) is a Business Associate and must comply with the Health Insurance Portability and Accountability Act (HIPAA)

As a result…

• You must comply with HIPAA

• Your vendors must comply with HIPAA

• Your vendors must sign a Business Associate (BA) Agreement

• Your should trust your vendors to deliver secure and reliable services

Choosing products and vendors

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eFolder Anchor now complies with HIPAA

Offer your medical clients a business-grade file sync service

Profit

eFolder will sign Business Associate (BA) agreements

Backup BDR Sync

Choosing products and vendors

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Key features of eFolder Anchor

- Business-grade file sync, enabling secure file access from any device

- Secure and easy sharing, empowering user collaboration

- Backup and restore features, preventing data loss

- Administrative features and integrations, delivering security and control

- Military-grade encryption, exceeding industry standards“You get what you pay

for”

Choosing products and vendors

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60-80%

BSSi2 gross margin on eFolder Anchor service

for medical clients

Q&A

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www.efolder.net 678-888-0700

Thank you!

www.efolder.net678-888-07000