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A U T O T A S K   A C A D E M Y   W E B I N A R




    How to be Successful
in the Healthcare IT Vertical
                                                  PRESENTER:
                                                  Jay McBain
                                                  Senior Vice President
                                                  Strategy and Market
                                                  Development
                                                  Autotask Corporation
                                                  jmcbain@autotask.com
A U T O T A S K   A C A D E M Y   W E B I N A R



Planning for Growth | Cycle

         Strategic                                                     Adjacent
         Framework                                                     Opportunities




Develop                                                                   Market
Partnerships                                                              Sizing




                                                         Understanding
                                                         Ecosystem
A U T O T A S K         A C A D E M Y       W E B I N A R



Defining Growth | Strategic Framework

                                                     Geography
 Offering                       Route                                                             Customer
                                                                     Industry
 Strategy                     to Market                              Verticals                     Buying
 & Value                                                                                          Behavior
 Proposition

                  Segment           Your Business                                Product or
                                                                                   Service
                                                                                  Verticals




                                                                                   Pricing and
               Competitor
                                                                                   Promotion
                 SWOT
                                                                                    Strategy




                        Credit &                                                                 Sales Coverage
 Capacity                                                                  Acquisition
                       Financials                                                                & Marketing
 Planning                                                                                        Enablement
                                          Demo-
                                                             Community
                                          graphics




                                    Measurements and Metrics
A U T O T A S K         A C A D E M Y       W E B I N A R



Defining Growth | Strategic Framework
                                                                                US HEALTHCARE
                                                                                800K Doctors
                                                                                150K Clinics
                                                     Geography
 Offering                                                                                         Customer
                                Route                               Industry
 Strategy                     to Market                             Verticals                      Buying
 & Value                                                                                          Behavior
 Proposition

                  Segment           Your Business                               Product or
                                                                                  Service
                                                                                 Verticals




                                                                                   Pricing and
               Competitor
                                                                                   Promotion
                 SWOT
                                                                                    Strategy




                        Credit &                                                                 Sales Coverage
 Capacity                                                                 Acquisition
                       Financials                                                                & Marketing
 Planning                                                                                        Enablement
                                          Demo-
                                                             Community
                                          graphics




                                    Measurements and Metrics
A U T O T A S K   A C A D E M Y   W E B I N A R



State of the Market | Industry Vertical Growth
A U T O T A S K   A C A D E M Y   W E B I N A R




Over 75% of customers are still in planning
stages
A U T O T A S K   A C A D E M Y   W E B I N A R



Background | U.S. Healthcare Primer
Health Insurance Portability and Accountability Act (HIPAA)

• Enacted in 1996
• Establishment of national standards for electronic health care
  transactions and transfer of patient data
• Security safeguards including administrative, physical and technical
• Amended in 2009 with HITECH act, addressing privacy and security
  concerns as well as breach and disclosure rules
A U T O T A S K   A C A D E M Y   W E B I N A R



Background | U.S. Healthcare Primer
America Recovery and Reinvestment Act (ARRA)

•   Enacted in 2009 – Better known as “Stimulus Act”
•   Medicare incentive $44K and Medicaid $64K for early adoption
•   Starting November 2010, First checks in April 2011
•   Meaningful use criteria (25 categories, 15 mandatory, 5 of next 10)
•   Penalties for non-compliance 2015
A U T O T A S K   A C A D E M Y   W E B I N A R




                                        Solution Providers need
                                        to be engaged in
                                        several “Communities”
                                        to find new customers
A U T O T A S K   A C A D E M Y   W E B I N A R



Defining the Ecosystem | Healthcare
A U T O T A S K   A C A D E M Y   W E B I N A R



Making the Linkage | Develop Partnerships
A U T O T A S K   A C A D E M Y   W E B I N A R



How Can Autotask Build a Foundation for Growth?

  1. Cash flow predictability

  2. Consistent client service levels, managed expectations

  3. Efficient use of staff and increased utilization

  4. Expanded service offerings

  5. Cost reduction

  6. Increased profitability
A U T O T A S K   A C A D E M Y   W E B I N A R




Manage Your IT Business Better
A U T O T A S K   A C A D E M Y       W E B I N A R




AutotaskGo!
   Up to 3 users
                                                         FREE TRAINING!
   Contact Management                                              Autotask Go! Essentials




                                         +
   Service Desk, SLA Management                                Takes You From Tickets to
   Configuration Management                                              Billing
   Knowledgebase
   Calendar                                                             $29/mo/user
   Workflow Automation
   Contracts and Billing                                           NO up-front fees!
   Reporting
   RMM Integrations                                                Buy off the web!
   Outsource Management/SC Portal
   Additional options – e.g. Surveys
                                                   www.autotask.com/go
A U T O T A S K   A C A D E M Y       W E B I N A R




AutotaskPro                                                                   *Everything in AutotaskGo!

   More than 3 users                                        Dispatchers workshop
   Contact Management                                       Project Management
                 FREE TRAINING! Management
    Service Desk, SLA Management
                            Sales Opportunity             
   Configuration Management                Quoting and Expense Reports
                       • Register for FREE courses
   Knowledgebase




             +
                                            Timesheet & Vacation Tracking
                       • Right off the Autotask Academy
   Calendar
                                            Inventory
   Workflow Automation Training Calendar in Online Help!
   Contracts and Billing• Call sales @ 518-720-3500 x1 Designer Utility
                                             LiveLinks for

   Reporting              pricing & demo !  Access To Web Services API
   RMM Integrations    Base price $55 per user, per month
                          •               Upgrade Path From Go!
   Outsource Management/SC Portal
                                          VARStreet Integration!
   Additional options
                                          Surveys
AUTOTASK CORPORATION
                   A U T O T A S K   A C A D E M Y   W E B I N A R




                    MSP Mentor 250
   Channel Chief    MSP Mentor 100                     TOP 150
   – Bob Godgart
A U T O T A S K    A C A D E M Y   W E B I N A R




AUTOTASK CORPORATION

    40,000+ users                                            42 countries
                         2010 Uptime 99.995%
                                                            200+ staff
                                                             US, EUROPE, BEJING, INDIA
major release
   EVERY 6-8 WEEKS                            150+ marketing events
                                           7 YEAR’S
        BEST PLACES TO WORK
                                                            50% revenue
CompTIA breakaway 2010:                                         BACK INTO PRODUCT
BEST CHANNEL STRATEGY

     FOUNDED IN 2001 | One of the 1st SaaS Companies!

                          MSP Mentor 250
         Channel Chief    MSP Mentor 100                      TOP 150
         – Bob Godgart
A U T O T A S K   A C A D E M Y   W E B I N A R




                                                   Register Today…
                                                   EARLY BIRD SPECIAL
                                                   $169/attendee + 1 FREE
                                                   hotel night! Expires 2/28
                                                   Reduced conference admission - This is a
                                                   limited time offer for Autotask customers
                                                   and we expect this event to sell out fast,
                                                   so act quickly before the offer expires.
                                                   …………………………………………….
                                                   Sign up for Autotask Pro
                                                   ACCELERATOR BOOT CAMP
                                                   Early Bird Special – US$249 per
                                                   person! Expires 2/28
                                                   For a user of any experience level, we will
                                                   show you how to take advantage of more
                                                   of the features, functions and automation
                                                   available in Autotask Pro. Regular
                                                   admission of $499 per person will apply
                                                   beginning March 1.


                                                    Hurry These Deals Won’t Last!
                                                     autotaskcommunitylive.com



INTERCONTINENTAL HOTEL                            MIAMI, FL - MAY 22-24
A U T O T A S K   A C A D E M Y   W E B I N A R




            Get Quick Access!




   www.Autotask.com/Twitter                        www.Autotask.com/Facebook

Follow us on Twitter & “Like Us” on Facebook
     Today’s slides will be posted there shortly!
A U T O T A S K   A C A D E M Y    W E B I N A R




                 Questions? Answers!
How to be Successful in the Healthcare IT Vertical
1                                                    2
    Complete survey for a chance to win a
              FREE Flip video!

                    PRESENTER:
                    Jay McBain
                    Senior Vice President
                    Strategy and Market
                    Development
                    Autotask Corporation                 http://www.autotaskcommunitylive.com/
                    jmcbain@autotask.com
                                                     3 Buy Autotask Pro or Autotask Go!
                Get US$1000 Voucher! – Good for Start-up and Consulting Fees.
                          New customers who sign today through February 28, 2011
                                     E-mail: info@autotask.com
                  Subject: “Healthcare0211 – SMB DB Template”

    518 – 720 - 3500 x1 Sales                                 http://www.autotask.com

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Healthcare - Autotask Webinar - Jay McBain - Feb 2011

  • 1. A U T O T A S K A C A D E M Y W E B I N A R How to be Successful in the Healthcare IT Vertical PRESENTER: Jay McBain Senior Vice President Strategy and Market Development Autotask Corporation jmcbain@autotask.com
  • 2. A U T O T A S K A C A D E M Y W E B I N A R Planning for Growth | Cycle Strategic Adjacent Framework Opportunities Develop Market Partnerships Sizing Understanding Ecosystem
  • 3. A U T O T A S K A C A D E M Y W E B I N A R Defining Growth | Strategic Framework Geography Offering Route Customer Industry Strategy to Market Verticals Buying & Value Behavior Proposition Segment Your Business Product or Service Verticals Pricing and Competitor Promotion SWOT Strategy Credit & Sales Coverage Capacity Acquisition Financials & Marketing Planning Enablement Demo- Community graphics Measurements and Metrics
  • 4. A U T O T A S K A C A D E M Y W E B I N A R Defining Growth | Strategic Framework US HEALTHCARE 800K Doctors 150K Clinics Geography Offering Customer Route Industry Strategy to Market Verticals Buying & Value Behavior Proposition Segment Your Business Product or Service Verticals Pricing and Competitor Promotion SWOT Strategy Credit & Sales Coverage Capacity Acquisition Financials & Marketing Planning Enablement Demo- Community graphics Measurements and Metrics
  • 5. A U T O T A S K A C A D E M Y W E B I N A R State of the Market | Industry Vertical Growth
  • 6. A U T O T A S K A C A D E M Y W E B I N A R Over 75% of customers are still in planning stages
  • 7. A U T O T A S K A C A D E M Y W E B I N A R Background | U.S. Healthcare Primer Health Insurance Portability and Accountability Act (HIPAA) • Enacted in 1996 • Establishment of national standards for electronic health care transactions and transfer of patient data • Security safeguards including administrative, physical and technical • Amended in 2009 with HITECH act, addressing privacy and security concerns as well as breach and disclosure rules
  • 8. A U T O T A S K A C A D E M Y W E B I N A R Background | U.S. Healthcare Primer America Recovery and Reinvestment Act (ARRA) • Enacted in 2009 – Better known as “Stimulus Act” • Medicare incentive $44K and Medicaid $64K for early adoption • Starting November 2010, First checks in April 2011 • Meaningful use criteria (25 categories, 15 mandatory, 5 of next 10) • Penalties for non-compliance 2015
  • 9. A U T O T A S K A C A D E M Y W E B I N A R Solution Providers need to be engaged in several “Communities” to find new customers
  • 10. A U T O T A S K A C A D E M Y W E B I N A R Defining the Ecosystem | Healthcare
  • 11. A U T O T A S K A C A D E M Y W E B I N A R Making the Linkage | Develop Partnerships
  • 12. A U T O T A S K A C A D E M Y W E B I N A R How Can Autotask Build a Foundation for Growth? 1. Cash flow predictability 2. Consistent client service levels, managed expectations 3. Efficient use of staff and increased utilization 4. Expanded service offerings 5. Cost reduction 6. Increased profitability
  • 13. A U T O T A S K A C A D E M Y W E B I N A R Manage Your IT Business Better
  • 14. A U T O T A S K A C A D E M Y W E B I N A R AutotaskGo!  Up to 3 users FREE TRAINING!  Contact Management  Autotask Go! Essentials +  Service Desk, SLA Management  Takes You From Tickets to  Configuration Management Billing  Knowledgebase  Calendar  $29/mo/user  Workflow Automation  Contracts and Billing  NO up-front fees!  Reporting  RMM Integrations  Buy off the web!  Outsource Management/SC Portal  Additional options – e.g. Surveys www.autotask.com/go
  • 15. A U T O T A S K A C A D E M Y W E B I N A R AutotaskPro *Everything in AutotaskGo!  More than 3 users  Dispatchers workshop  Contact Management  Project Management  FREE TRAINING! Management Service Desk, SLA Management Sales Opportunity   Configuration Management  Quoting and Expense Reports • Register for FREE courses  Knowledgebase +  Timesheet & Vacation Tracking • Right off the Autotask Academy  Calendar  Inventory  Workflow Automation Training Calendar in Online Help!  Contracts and Billing• Call sales @ 518-720-3500 x1 Designer Utility  LiveLinks for  Reporting pricing & demo !  Access To Web Services API  RMM Integrations Base price $55 per user, per month •  Upgrade Path From Go!  Outsource Management/SC Portal  VARStreet Integration!  Additional options  Surveys
  • 16. AUTOTASK CORPORATION A U T O T A S K A C A D E M Y W E B I N A R MSP Mentor 250 Channel Chief MSP Mentor 100 TOP 150 – Bob Godgart
  • 17. A U T O T A S K A C A D E M Y W E B I N A R AUTOTASK CORPORATION 40,000+ users 42 countries 2010 Uptime 99.995% 200+ staff US, EUROPE, BEJING, INDIA major release EVERY 6-8 WEEKS 150+ marketing events 7 YEAR’S BEST PLACES TO WORK 50% revenue CompTIA breakaway 2010: BACK INTO PRODUCT BEST CHANNEL STRATEGY FOUNDED IN 2001 | One of the 1st SaaS Companies! MSP Mentor 250 Channel Chief MSP Mentor 100 TOP 150 – Bob Godgart
  • 18. A U T O T A S K A C A D E M Y W E B I N A R Register Today… EARLY BIRD SPECIAL $169/attendee + 1 FREE hotel night! Expires 2/28 Reduced conference admission - This is a limited time offer for Autotask customers and we expect this event to sell out fast, so act quickly before the offer expires. ……………………………………………. Sign up for Autotask Pro ACCELERATOR BOOT CAMP Early Bird Special – US$249 per person! Expires 2/28 For a user of any experience level, we will show you how to take advantage of more of the features, functions and automation available in Autotask Pro. Regular admission of $499 per person will apply beginning March 1. Hurry These Deals Won’t Last! autotaskcommunitylive.com INTERCONTINENTAL HOTEL MIAMI, FL - MAY 22-24
  • 19. A U T O T A S K A C A D E M Y W E B I N A R Get Quick Access! www.Autotask.com/Twitter www.Autotask.com/Facebook Follow us on Twitter & “Like Us” on Facebook Today’s slides will be posted there shortly!
  • 20. A U T O T A S K A C A D E M Y W E B I N A R Questions? Answers! How to be Successful in the Healthcare IT Vertical 1 2 Complete survey for a chance to win a FREE Flip video! PRESENTER: Jay McBain Senior Vice President Strategy and Market Development Autotask Corporation http://www.autotaskcommunitylive.com/ jmcbain@autotask.com 3 Buy Autotask Pro or Autotask Go! Get US$1000 Voucher! – Good for Start-up and Consulting Fees. New customers who sign today through February 28, 2011 E-mail: info@autotask.com Subject: “Healthcare0211 – SMB DB Template” 518 – 720 - 3500 x1 Sales http://www.autotask.com

Editor's Notes

  1. Anthony will do the count down as we head to the start of the webinar, then introduce me just before the start.Thanks Anthony for getting us to the start of this excellent webinar titled, ‘Running Your Business with Management Dashboard’s.Good afternoon, my name is Len DiCostanzo, SVP and Dean of Autotask Academy. Autotask Academy is happy to be bringing this educational webinar to our customers and invited special guests today. Our goal at the Academy is to provide education and best practice guidance to our growing customer and user base on how to best implement and continue to use Autotask to automate and optimize business operations. We also strive to deliver top level business education that parallels and augments the strengths of our product set. This webinar will provide information on how you can utilize management dashboards in to run your business better. Armed with the knowledge you gain from the dashboards, you can see where to apply your focus and grow your business and be more profitable. So, let’s get going…
  2. Make one box with everything in it
  3. I wanted to provide a brief overview of Autotask Corporation before jumping into our topic today.AT was founded in 2001 as one of the 1st SaaS companies, bringing Autotask to market to help you run your IT business. Better. Since then, AT has grown to 30,000+ users, 3,200 plus customers in 42 countries. Our 170 or so employees are located in the US, Europe, Beijing and India. Our corporate headquarters is located here in the Albany Capital District, where we have been voted as one of the best places to work for 6 straight years. Having moved my family from Staten Island, NY to work with the great people here, I can tell you that is no lie.As a SaaS company, uptime is key to our existence and last year our 99.999%, 5 9’s uptime was pretty incredible. Especially considering we roll out a major release to our software every 6-8 weeks. We are investing 50% of every dollar we earn back into the product to make that happen. This continual improvement of our product is what excites lots of our customers. As the number one IT Business Management Platform, we have been voted best software product by COMPTia and Business Solutions magazine, as well as being selected as one of the best channel vendors in the industry.As we roll through 2010, we continue to educate the market and our customers, and share our story. This year we will do over 180 events, and through Autotask Academy, we touch thousands more as we look to further the growth of the IT channel.When you work with Autotask, you are working with a trusted advisor who will work to ensure your success.
  4. I wanted to provide a brief overview of Autotask Corporation before jumping into our topic today.AT was founded in 2001 as one of the 1st SaaS companies, bringing Autotask to market to help you run your IT business. Better. Since then, AT has grown to 30,000+ users, 3,200 plus customers in 42 countries. Our 170 or so employees are located in the US, Europe, Beijing and India. Our corporate headquarters is located here in the Albany Capital District, where we have been voted as one of the best places to work for 6 straight years. Having moved my family from Staten Island, NY to work with the great people here, I can tell you that is no lie.As a SaaS company, uptime is key to our existence and last year our 99.999%, 5 9’s uptime was pretty incredible. Especially considering we roll out a major release to our software every 6-8 weeks. We are investing 50% of every dollar we earn back into the product to make that happen. This continual improvement of our product is what excites lots of our customers. As the number one IT Business Management Platform, we have been voted best software product by COMPTia and Business Solutions magazine, as well as being selected as one of the best channel vendors in the industry.As we roll through 2010, we continue to educate the market and our customers, and share our story. This year we will do over 180 events, and through Autotask Academy, we touch thousands more as we look to further the growth of the IT channel.When you work with Autotask, you are working with a trusted advisor who will work to ensure your success.
  5. So there you have the Autotask harbor cruise. And now, let’s take a look at Zenith… Maurice.
  6. www.managedservicesblueprint.com/lennyYou Pay Only 6 Payments Of $497 The Million-DollarManaged Services Marketing Blueprint
  7. www.managedservicesblueprint.com/lennyYou Pay Only 6 Payments Of $497 The Million-DollarManaged Services Marketing Blueprint