Presentation Transcript

1. Marketing

   Mark ErwichSr Director, Marketing April 19th, 2012
2. Agenda Agenda Nuance Healthcare Overview Dragon Medical Opportunity Channel Programs

3. About Nuance Healthcare

4. Company Background Leading provider of solutions for Enterprise customer care Mobile devices and networks Healthcare dictation and transcription PDF and document imaging Founded in 1992 and publicly traded on NASDAQ (NUAN) Headquartered in Boston, Mass.with >6,000 employees in 35 global offices FY 2011 revenue $1.4 billion More than 1,000 filed and pending patents
5. Nuance Healthcare At a Glace Healthcare Division: $528M Customers & partners in 30+ countries NA, EMEA & APAC 450,000 clinician users at more than 10,000 healthcare institutions 39% all US Hospitals 1,500+ Radiology Reporting sites 200,000+ Dragon Medical Users 100,000+ eScription Users eScription 3+ billion lines annually #1 in KLAS 8 Years in a Row
6. About Nuance Healthcare Nuance Healthcare provides speech driven clinical documentation and communication solutions to healthcare organizations to: Reduce Operating Costs Increase Reimbursement Enhance The Quality and Safety Of Patient Care And Increase Clinician Satisfaction

7. Dragon®Medical

8. Why Are Physicians Pushing Back on EHR Use? It Slows Them Down
9. Creating a Clinical Note in an EHR is Cumbersome “Comprehensive” Use Remains Low “Comprehensive” Use: Using All 4 Of: CPOE/Rx CPOE/Tests Test Results Reporting / Review Clinical Notes Recent studies re-enforce this view of slow adoption of comprehensive use “Interviewees reported that most physicians using EHRS spent more time per patient for a period of months or even years after EHR implementation… The increased time resulted in longer workdays or fewer patients seen, or both….” “Most respondents considered even highly regarded, industry-leading EHRs to be challenging to use because of the multiplicity of screens, options, and navigational aids…” Physicians’ Use Of Electronic Medical Records: Barriers And Solutions Robert H. Miller and Ida Sim, UCSF, Health Affairs Magazine
10. Dragon Medical Lets Physicians Dictate in their Own Words Structured “point and click” data entry Dragon-dictated narrative: History of Present Illness, Review of Systems, Assessment and Treatment Plan Dragon-driven navigation – command/control Dragon Medical’s Impact on EHR Use – Survey Results1 “It significantly improves EHR use and facilitates the practice of medicine…” (80%) “It speeds my EHR use up so much I see the same or more patients prior to going live with the EMR…” (80%) “Thanks to Dragon, there’s been no increase in patient backlog…” (75%) “I’m coding at higher RVU / billing levels using Dragon...” (75%) 1 Source: Survey of AHLTA EMR and Dragon Medical Physician Users, Telemedicine and Advanced Technology Research Center (TATRC), U.S. Army Medical Research and Materiel Command,
11. Benefits Measured Creating a Clinical Note in an EHR is Cumbersome a 17 % reduction in the average # of minutes after patient left that the visit was closed so bill could be sent (55 minutes  46 minutes, P<0.1) 99% reduction in the average # of minutes after patient left for note to be available in the Epic EHR (3.8 days 46 minutes, P<0.001) 94% reduction in the average % of visits using standard dictation/transcription service (62%  4%, P<0.001) 90% reduction in the average monthly lines of paid transcription/MD (4807  503, P<0.001) 57% improvement in the average provider satisfaction with generating notes (2.8  4.4, on ratings scale, P<0.001) 26% Improvement in the average peer-reviewed medico-legal note quality (3.2  4.1 on ratings scale, P<0.001) 57% Improvement in the variance between what was billed and what could have been billed (P<0.2)
12. Clinical IT Drivers

13. Opportunity

14. Market Status Public policy, regulation and healthcare economics are driving the demand for better patient health documentation via EHRs US Government 10 year plan for ‘an EMR for every American’ Hospitals get refund when purchasing CCHIT-certified EMR (8/06, Stark law) “Clinical documentation will move from paper files and MS Word documents to EHRs 25,000 to 30,000 physicians move to EMR per year EHR cost per physician: $15,000 - $22,000 Government support through incentives with Meaningful Use EMR use requires clinicians to enter structured data in fields and discourages narrative dictation Physicians need to do their own data entry and typing Lower transcription costs v. but reduced physician productivity Low EMR adoption rates because physicians are less productive
15. Dragon Medical: Speech Enable EMRs Dragon Medical – Chosen by over 180,000 Clinicians “Hands-free” Use of EMRs Dictation Navigation The Market Leader 180,000+ clinicians 15% of all physicians All EMR systems Increase Physician Productivity Improve Patient Care Eliminate Transcription Maximize Reimbursement Faster Adoption of EMR
16. Dragon Medical Practice Edition For Practices with 24 Physicians or Less Available August, 2011 Sold via Dragon Medical Authorized Resellers Provider PC with Dragon Medical Practice Edition & PowerMic II EHR System 16
17. A word on brands Dragon Medical Dragon Medical Practice Edition Dragon Medical 360 Dragon Medical 360 | Network Edition

18. Nuance Healthcare Connections Channel Program

19. Connections Partner Program In order to build a stronger channel we launched the Connections Partner Program Closed Channel Stronger requirements Better incentives Training and Certification Tools to facilitate doing business
20. Components NuanceCentral MDF Marketing Programs Event Management System
21. Nuance Central Central repository of marketing materials for authorized Dragon Medical Partners Access via:http://catalog.cmsassociates.com/nuance If you do not have password, or if you need password reset send email to elizabeth.swanson@nuance.com
22. What are the options on NuanceCentral Download PDF Order printed version Personalize, download PDF Personalize, order printed version
23. Partner Program Logos and Requirements Authorization Required to Sell a Dragon Medical products Authorization provided by Nuance
24. Program Overview
25. Enhanced Partner Marketing Development Funds Program Increase marketing capabilities Drive partner profitability - Invest in the business Ensure that we align strategically for growth Align awards with requirements by partner segment
26. Partner Marketing Development Funds Demand Generation Programs Strategic marketing programs Prospecting and teleprospecting Lead nurturing and management Direct mail and email campaigns Collateral development Conferences, trade shows and round tables
27. Partner Business Plan
28. PMF Partner Marketing Funds (PMF) Program, to supplement your marketing investments and activities into strategic markets. This Program allows Partner to focus on growth and deploying effective campaigns into markets that Partner and Nuance Healthcare have determined. Direct Mail, Magazine ads, Post Cards, Email campaign, Tele prospecting Funds expire Contact: elizabeth.swanson@nuance.com
29. Sales Tools Flash / Video / Demos Top Three Medical Features Customer Testimonial White Papers / Case Studies Dragon and EMRs Narrative dictation Dragon Medical vs. Non-medical Demo Guide Demo Script Microsoft Word Demo Script DCTalk Medical sample reports Collateral Feature Matrix What’s New Feature Summary Fact Sheets (positioning statements; 25/50/100 word descriptions) Product sheets (high-level) Feature and Specs Sheets (detailed) Core Sales Presentation Positioning Document Product Comparison Tools ROI Calculator Vocabulary list PowerMic sheet Sample reports
30. Authorized Partner Event Management System Use existing properties or customize with your logo
31. Authorized Partner Event Management System