06a - OHMS MyWay Info Presentation

8/14/2019 06a - OHMS MyWay Info Presentation

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2008 Misys All rights reserved,

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Before


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After


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Large & Troubled . . .

Our U.S. Healthcare Scorecard

98,000 Deaths from Medical Errors

1.5 Million Injuries

7,000 Deaths from Medication Errors


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Understanding $17B in Physician Incentives

The $17 Billion in Incentives Require Proof of "Meaningful Use Use of a certified EHR product with ePrescribing capability that meets current HHS

standards

Connectivity to other providers to improve access to the full view of a patients healthhistory

Ability to report on their use of the technology to HHS

Those That Adopt First Will Benefit The Most (Declining Incentives)

Physicians can earn between $44,000 to $64,000 over five years from Medicare / Medicaid

if they are utilizing an EHR in 2011

Late adopters will receive significantly less

Providers may receive incentives under only one of the programs

2015: reductions in Medicare/Medicaid fees for non-EHR users


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The Time is NOW.Great opportunities are already in place. Take advantage of them now.

Incentives from Federal Government are Already in Place

CMS incentive programs = estimated impact of $6,000 to $8,000/MD/year

2% financial incentive for physicians to use electronic prescribing

2% for Physician Quality Reporting Initiative (PQRI)

Medicaid: Physicians who see more than 30% of patients paying with Medicaid(20% for pediatricians) are eligible for payments of up to $64,000 over five years.

Medicare: Physicians who do not have a large Medicaid volume but do acceptMedicare can receive up to $44,000 over the five years. Additionally, physiciansoperating in a "health provider shortage area" will be eligible for an incrementalincrease of 10%.


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A Complete Picture

EHRStimulusFunding

$44,000per MD

over 5 yrs.

+ ePrescribeIncentive

$3,000-5,000*

per MD per year

* Estimate will vary based on Medicare mix and volume of patientsPQRI = Physician Quality Reporting Initiative

+ PQRIIncentive

$3,000-5,000*

per MD per year

Funding over 5 yrs. ranges from $70,000/MD to $90,000/MD

Federal Incentives for EHR Utilization


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Allscripts MyWaySimple Value Proposition

SIMPLE

AFFORDABLE

COMPLETE


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Differentiating FeaturesDifferentiating Features

NO TEMPLATESStart anywhere, Go anywhere

Speeds learning curveQuicker DocumentationNo Maintenance No Template Maintenance

Intuitive Design


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INTELLIGENT NAVIGATION

Streamline DocumentationPresents clinically relevant terms

Creates Most Frequently used list

Intelligent Navigation


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ADAPTIVE LEARNING

Shortens learning curve

Learns the practice patternsSpeeds Documentation

Adaptive Learning


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ON THE FLY CUSTOMIZATION

Customize Yourself No IT staff needed

Customization available immediatelyMeet Individual and/or Practice style

On-the-fly customization


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Drivers License & Insurance Cards

Minimizes KeystrokesMinimizes ErrorsImproves Cashflow

Online Character Recognition (OCR) - Scanning


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FAULT TOLERANT ARCHITECTURE

100% Access to patient charts

No single point of failureEnsures secure data

Fault Tolerant Architecture


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Ambulatory Market Opportunity


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The Target Market Small provider practices (1-3 physicians) primarily in the

following specialty practices: Internal Medicine

Family Medicine

Pediatrics

Urgent Care

Cardiology

Urology

OBGYN

Secondary focus in the following specialty practices: General Surgery -Rheumatology

Plastic Surgery -Neurology

Gastroenterology -Orthopedic Surgery Otolaryngology - Pulmonology

Endocrinology - Geriatric Medicine

Neurosurgery

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No Fly ZoneSpecialties:

Ophthalmology - workflow

Oncology workflow, billing

Psychiatry workflow, content, billing

Dental workflow, content, billing

More Sophisticated OfficesBilling Services, MSOs

Complex billing workflows (DME, split billing)

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So whats keeping Doctors from buying?


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Top Barriers to EHR Adoption

1. Fear

2. Ego

3. Money

4. War Stories

5. Change


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Dr. Sheffield Success Story


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Critical issue

Capabilities (when, who,what)

Result

Enabling Technology

Success Story Example

Not maximizing profitability of the Practicedue to billing issues, liability, andinefficiencies.

This solution was able to customize to thenuances of each physician, providing a closerfit than customizing just to the specialty of thedoctor.

This solution provided a robust automateddocumentation capabilities eliminating theneed for outside transcription services.

Personalized workflow, saving approximately10 hours per week in physician time.

Eliminated $6000-$7200 a year in transcriptioncosts.

These capabilities were delivered by ourMyWay Solution.


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Practice Buying Drivers & Trends

Factorsinfluencing

Practice buyingdecision

Technology Microsoft technology

SaaS, SOA, ASP

CCHIT

Interoperability

Legal & Regulatory

ePrescribing Stark Law Relaxation

P4P

DOQ-IT

Regional

RHIOs & IPAs Regional EHR

Specialty Association

Hospitals

Financials Practice Size

Business model

Profitability

Quality of care

Socio-Economics Consumerism

Continuity of care

Un- & under-insurance

Baby boomers

CUSTOMER MISYS SOLUTIONS & COMPETITIVE

PracticeMacro-challenges

Wh d PM EMR & RCM
http://www.kingscourt.org.uk/children/wherekcs/Stellar.htmhttp://www.kingscourt.org.uk/children/wherekcs/Stellar.htm


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What does PM, EMR, & RCMsolve?

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PracticeManagemen

t

ElectronicMedicalRecords

RevenueCycle

Management

Decreasing patientsatisfaction

Increasing costs Decreasing

Reimbursement

Staff turnover Inefficiencies in

Practice operations



Reimbursement

Undercoding Increasing clinical

errors Decrease in work/life

balance



Reimbursement

Increased A/R days High cost of

collections Complex payer

requirements


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It all starts with the proper discovery!


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Utilizing a Discovery Document


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Utilizing a Discovery Document Capturing / Learning P P V V C

Pain Power

Vision

Value

Control

Answering Why Now?

A good Discovery = Better, Faster, Easier Sale

Will WIN the deal 10 X over not using Discovery


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What is a demo? Why do them?

Demonstration is defined as: The presentation of the set of Specific Capabilities

needed to solve a customers Critical Business Issue.

Why do a Demonstration? Technical Proof of Capabilities

Vision Generation

Copyright 2003-2009The Second Derivative


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Great Demos present the what right

away, and then follow with the how.



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Demo Guidelines

Do the Last Thing First A Great Demo is concise!

Introduction 1-2 minutes

Illustration 1-2 minutes

Do It 1-2 minutes Peel Back the Layers 5-10 minutes

Q & A 5-10 minutes

Summary 2-4 minutes

15 30 minutes A Great Demo!



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Copyright 2008 AllscriptsMisys Healthcare, Inc.

Costs to run a Practice

Product SUMMARY

PatientVisits

Average Physician sees ~ 25 patients per day 15% of visits are downcoded (3.75 visits) Increase in reimbursement (99213 vs 99214)

= $26/visit Total additional revenue =

$1,950.00/month/MD

Chart Costs ~ 15% of Office visits are new patient visits Cost to create a new chart is ~ $5/chart

(can be as high as $8/chart)

Cost ~ $3.55/chart to pull and re-file a chart Total cost of new patient charts per month =

$375.00

Transcription

Costs

Estimated at $8000/year per MD (= $333 permonth)

50% Reduction in dictationsource: Allscripts Client Data

$31,896 / year / MD


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ROI Tool



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Scenario Walk Through

PQRI = Physician Quality Reporting Initiative

2010 2013 20142009 2011 2012

ePrescribe

PQRI Incentive

Stimulus Package

$7,013

$7,574 $8,696$7,013

$36,000 $24,000

Total of 6 years = $177,877 + Standard ROI value

$7,013

$8,135 $9,257 $9,818

$8,000$16,000

PM/EHR for 2 Docs


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Lets talk about the competition.


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2008 Misys All rights reserved, Company Confidential.

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e-ClinicalWorks

Why They Win

??

Copyright 2008 AllscriptsMisys Healthcare, Inc.Copyright 2008 AllscriptsMisys Healthcare, Inc.

1. Well known brand; growing rapidly

2. Low Price primary factor in inclusion

3. Good user Interface strong demo

4. Simplicity/low cost of install

5. Executive Sales involvement how many Girishs are there?

1. Well known brand; growing rapidly

2. Low Price primary factor in inclusion


4. Simplicity/low cost of install

5. Executive Sales involvement how many Girishs are there?
http://images.google.com/imgres?imgurl=http://www.wbjournal.com/tcontent/wbjfiles/2007/10-29-07/eClinical_300.jpg&imgrefurl=http://www.wbjournal.com/news40111.html&usg=__BO89ts_VoBAzRNpW5uMDOe7P9XU=&h=216&w=300&sz=97&hl=en&start=14&um=1&tbnid=Y0gZOy3NcwYluM:&tbnh=84&tbnw=116&prev=/images?q=Girish+Navani&hl=en&rlz=1T4GPMD_enUS314US314&sa=N&um=1http://images.google.com/imgres?imgurl=http://sdm.mit.edu/img/navani.jpg&imgrefurl=http://sdm.mit.edu/index.php?fileName=conf08/speaker_bios.html&usg=__EIfsBsf_Uk4ZE6iyt6idKs4TF4c=&h=200&w=154&sz=6&hl=en&start=11&um=1&tbnid=OQ9j-okVVEKGoM:&tbnh=104&tbnw=80&prev=/images?q=Girish+Navani&hl=en&rlz=1T4GPMD_enUS314US314&sa=N&um=1http://images.google.com/imgres?imgurl=http://www.bu.edu/alumni/buforward/archives/Dec_2006/img/navani.jpg&imgrefurl=http://www.bu.edu/alumni/buforward/archives/Dec_2006/articles/alums.html&usg=__uiKQn82uGW4NfZoqcFcEMq8WRLk=&h=100&w=100&sz=35&hl=en&start=5&um=1&tbnid=rLSKxhs5DdgxkM:&tbnh=82&tbnw=82&prev=/images?q=Girish+Navani&hl=en&rlz=1T4GPMD_enUS314US314&sa=N&um=1http://images.google.com/imgres?imgurl=http://www.histalk2.com/images/HIStalkInterviewsGirishKumarNavaniPresid_12E7F/girish.jpg&imgrefurl=http://histalk2.com/2008/03/17/histalk-interviews-girish-kumar-navani-president-of-eclinicalworks/&usg=__asifmbpqz-SUuoBU1a9Pg-2hGdg=&h=322&w=250&sz=16&hl=en&start=10&um=1&tbnid=Jua56PkdVY8ynM:&tbnh=118&tbnw=92&prev=/images?q=Girish+Navani&hl=en&rlz=1T4GPMD_enUS314US314&sa=N&um=1http://images.google.com/imgres?imgurl=http://www.masshightech.com/resized-images/articlepage1607354.jpg&imgrefurl=http://www.masshightech.com/stories/2009/03/16/weekly11-Wal-Mart-eClinicalWorks-team-up-to-sell-e-health-systems.html&usg=__y40Dylr6OBrknELS6IOL73MybNo=&h=271&w=180&sz=21&hl=en&start=6&um=1&tbnid=-a2N9lfc0M3ySM:&tbnh=113&tbnw=75&prev=/images?q=Girish+Navani&hl=en&rlz=1T4GPMD_enUS314US314&sa=N&um=1


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e-ClinicalWorks

Recommended Sales Strategy

??1. Kill them with attention the majority of time eCW is selling over thephone and through webcasts. Establish and reinforce that relationship!!!

2. Sell against the drive by approach by focusing on the strength of oursuccessful implementations and how that positions them to reap

Stimulus rewards

3. You cant be all things to all people with one product eCW is obligatedto focus development, training and support on success of largecustomers Walmart, NY DOH, HCA

4. Focus on the stability, vision, and strength of Allscripts, remember eCWis approximately 1/10th the size of Allscripts in revenue

5. Sell the strength of the Cardinal/Allscripts relationship

1. Kill them with attention the majority of time eCW is selling over thephone and through webcasts. Establish and reinforce that relationship!!!

2. Sell against the drive by approach by focusing on the strength of oursuccessful implementations and how that positions them to reap

Stimulus rewards

3. You cant be all things to all people with one product eCW is obligatedto focus development, training and support on success of largecustomers Walmart, NY DOH, HCA

4. Focus on the stability, vision, and strength of Allscripts, remember eCWis approximately 1/10th the size of Allscripts in revenue

5. Sell the strength of the Cardinal/Allscripts relationship



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Greenway

Why They Win

??


1. Great Client Satisfaction scores with KLAS

2. Endorsement of PSS

3. Good references in OBGYN and Primary Care

4. Play up the small company feel personal service

5. Cost (depending on size)

1. Great Client Satisfaction scores with KLAS

2. Endorsement of PSS

3. Good references in OBGYN and Primary Care

4. Play up the small company feel personal service

5. Cost (depending on size)


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Greenway

Recommended Sales Strategy

?? Wider reference base larger practices and specialties

Raise concerns about their interfacing ability compared to ours

Well known that venture investors are pushing Greenway to eithergo public or be acquired what will that do to company/service

Show that we are ETDBW Greenway requires them to buy 5licenses even if they only need one.

Wider reference base larger practices and specialties

Raise concerns about their interfacing ability compared to ours

Well known that venture investors are pushing Greenway to eithergo public or be acquired what will that do to company/service

Show that we are ETDBW Greenway requires them to buy 5licenses even if they only need one.



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Why They Win

..


eMDs

1. Well known brand with AAFP

2. Low Cost


4. Simple / Low Cost of implementation

5. Built for Physicians by Physicians

1. Well known brand with AAFP

2. Low Cost


4. Simple / Low Cost of implementation

5. Built for Physicians by Physicians


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eMDsRecommended Sales Strategy

??1. Focus on the stability and strength of a large company.

2. Lack integrated EDI

3. Minimize risk by differentiating Allscripts support b/c they have hadchallenges with support as customer base grows

4. Lacks adaptive learning and offline synchronization

5. They are template based

1. Focus on the stability and strength of a large company.

2. Lack integrated EDI

3. Minimize risk by differentiating Allscripts support b/c they have hadchallenges with support as customer base grows

4. Lacks adaptive learning and offline synchronization

5. They are template based



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Comparison Checklist



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MyWay Implementation..

100% Remote Implementation Role Based Curriculum

Track and Measurable

Integrated eLearning Learning Management System (Academy) Supported by Q&A sessions with Implementation Consultants

24/7 Access

Continuing Education, Employee Turnover, Refresher

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MyWay Implementation Overview


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MyWay Implementation OverviewProcess

6-8 Week Rollout 5 Phases

Key Roles

Project Management Implementation Consultant Coordinator Liaison throughout process

Remote Consultation Coordinated Q&A sessions with Implementation Consultant

Academy - Learning Management System


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MyWay Standard Implementation

Al lsc rip t s M yW ay S tandard Im p lem enta tion M ode l- R e m o t e

D is c o v e r C o n fig u re T ra in L iv e

Allscripts

Academ

y

Allscripts

Academ

y

Im

plem

entation

Services

Im

plem

enta

tion

Services

R o l e s& R e s p o n s i b il it ie s

I m p l e m e n t a t i o n P r o c e s s

I m p l e m e n t a t i o n S c h e d u l eD is c o v e r D o c u m e n t

C on f i gu r e P r epa r a t i on

A c a d e m y R e q u i r e m e n t s

C o n f i g u r e C h e c k l i s t

I m p l. S p e c. B u i lt F i l esC l ien t B u i lt F i l es

P P/M a i ns t r ee t S e t up

C o n f ig u r e Q&A/C ons u l t

L M S U s e r E n r o llm e n t

L M S C o u rs e A s s i gn m t.

L M S O v e r v ie w C o u rs e

R e q u i r e m e n t s

P M T r a i n i n g: F r on t D e s k

C l i n i c a l& M e d ic a l R e c o rd s

Bi l l i ng

A d m i n

C l in i c a l T r a in i ng: P ro v i d e r

C l in ic a l S t a f f

A d m i n

Q&A/C on s ul t:

F ro n t D e s kC l i n i c a l& M e d ic a l R e c o rd s

A d m i n

Bi l l i ng

P r o v i d e r

Li v e Q&A/C on s u lt:

B i l l i ng

C l i n i c a lP a y e rp a t h C o n s u lt

L M S C o u rs e R e v ie w

M o n t h-E

F o l l ow

Tra in in

Q&A C

M o n t hF i nanc

W o rk f l

L M S C o n f ig u r e T ra i n in g:

B i l l i ng F i les

C l in i c a l F i l es

L M S A s s e s s m e n ts


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MyWay Project Management

Minimal Project Management Hours Included in every Service Package

Implementation Consultant Coordinator Liaison between client/partner and MyWay resources

Coordinates Implementation Rollout Hardware and Software Conversion Schedule

Resource Assignments

Academy LMS

Coordinates LMS access Tracking and Monitoring progress


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Academy for MyWay Details

Programs are Role-based: Administrative

Front office

Back office

Clinical

Provider

Courses have three modes:

See it: demo

Try it: practice

Know it: assessment

Learning Tracks include: Implementation Training

Core (Comprehensive)Curriculum

New Version Training

During an Implementation,courses are interspersed withlive, online Q&A sessions.

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Allscripts Academy Learning Portal is at:www.misysacademy.com/misysmyway
http://www.misysacademy.com/misysmywayhttp://www.misysacademy.com/misysmyway


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Is Ongoing Support Important?

Your customers need the ability to get timely andknowledgeable assistance when needed

Our support team serves as an extension of yourbusiness and your customers businesses

We recognize that to grow our business, client supportmust be a positive differentiator

Mutually Critical to You and Allscripts


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Support Hours Normal Support Hours: Monday-Friday 8am-6pm (within your time

zone) excluding Holidays Allscripts Support can be reached via telephone at 800-877-5678

Allscripts Support cases can be logged on the Internet viawww.allscripts.com /Client Login

After Hours Support/Holiday Support is available

After Hours Support is Billable by the hour with a 1 hour minimumat Allscripts current billable rate.

24/7 access to Client Support Portal including Solution(Knowledge Base) articles
http://www.allscripts.com/http://www.allscripts.com/


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2008 Allscrips. All rights

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Key Expectations for Clients Goals

Respond to 83% of all cases within 2 hours

Critical cases are prioritized and our goal is to respond to a critical case within 15 min

Business Impact & Response Times

Down System: 15 minutes 50% or more of the users unable to work or Patient Safety impacted

Example: Users unable to access MyWay application

Emergency/High: 2 hours Significant Impact/system failure or less than 50% of the users unable to work

Example: An End user is receiving an error when trying to perform a function OR when performing a task that expectedresult does not occur

Medium: 1 business day All other issues/questions

Example: End user has a question on a specific report or function that is a general question related to an area of theproduct

SUMMARY of


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SUMMARY ofAllscripts MyWay Stimulus Package Offerings

Full TIMEProviderDescription

No Money Down3 Months No Payments

60 month term

MyWay PM/EHR Stimulus Package Offer $699 per Provider

MyWay EHR ONLY Stimulus Package Offer $459 per Provider

PART TIME ProviderDescription

(Average of 20hours or less per week)

No Money Down3 Months No Payments

60 month term

MyWay PM/EHR Stimulus Package Offer $449 per Provider

MyWay EHR ONLY Stimulus Package Offer $299 per Provider

OPTIONAL ITEMS No Money Down3 Months No Payments

60 month term

Allscripts MyWay Specialty Configuration Package $125 per Practice

Additional day of onsite training (includesexpenses)

$35 per Day

Lab Corp or Quest Interface$105 per Practice

Third Party HL7 LAB Interface $150 per Practice

Third Party HL7 PM Interface $150 per Practice

Demographic Conversion $50 per Practice

Appointment Scheduling Conversion $50 per Practice

Medical Device Interface $20 per Practice

The $699 per provider package


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The $699 per provider packageincludes MyWay PM

MyWay EHR

Support

Maintenance

Unlimited electronic Claims with claim scrubbing

Up to 5 Carriers for Insurance Remittance posting

Online Eligibility Verification for up to 200 patients per doctor per month 1st year of the MyWay Academy

Complete Training and setup of MyWay

Hosting Fee (no server required)

1st year of Patient Portal Items Include:

Patient Pre-registration with Standard Health History, Activation (Invitations), Appointment Requests,Prescription Renewal Request, Unlimited Patient Messaging, Unlimited Secure Patient Messaging,Ask a Practice Staff, Online Bill Pay

06a - OHMS MyWay Info Presentation

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