Connected

Healthcare:
Improving Outcomes
with IoT
Today’s Speakers

Gareth Hall Dr. Aditi Banerjee Cameron Carr

Sr. Director, WW Health Solutions Vice President Director of IoT Strategy & Scale
Microsoft HCL IoTWoRKS Microsoft
Intelligent
Health
Gareth Hall
Microsoft WW Healthcare Sr. | Director
 To best serve patients, health organizations must adapt
to growing trends
200%
More Accountable Care Organizations are
expected by 2020, ushering the health
industry towards value-based care.
(NBGH)
2 billion
2 billion people in 2050 will be over 60
years old, representing an increase of
10% over today’s aging population.
(World Health Organization)
1GB
Of data will be created daily by the average
person in 2020, as an explosion of data
rocks the health industry. (McKinsey)
$6.2 billion USD
Are lost due to data breaches to the health
industry every year, leading to increased
pressure in security and compliance.
(Ponemon Institute)
70%
Of hospital executives worldwide
attribute growth to keeping up
with technology trends.
(Becker’s Hospital Review)
97%
Of patients have raised expectations
around their healthcare, expecting every
health institution to have access to their full
medical history. (Transcend Insights)
And move to a patient-centric approach to health
From a reactive, disconnected To a continuous, collaborative approach
and cyclical process that enables preventative care
Feel
symptoms Go to
hospital

Proactive Personalized
wellness plan Treatment
Give
information
See Doctor

doctor

Connected Remote
Customers Monitoring

Recover
Connected Connected
Receive Partners Devices
treatment
With evolving health solutions

SYSTEMS SYSTEMS SYSTEMS OF

OF RECORD OF INSIGHT ENGAGEMENT
Empowering digital transformation in health

OPTIMIZE YOUR
ENGAGE YOUR EMPOWER YOUR
CLINICAL AND TRANSFORM
PATIENTS AND CARE TEAMS AND
OPERATIONAL HEALTH
CUSTOMERS EMPLOYEES
EFFECTIVENESS
Thank you
For More Information, visit:
www.Microsoft.com/Health

© 2018 Microsoft Corporation. All rights reserved.

Remote
Patient
Monitoring
Dr. Aditi Banerjee
Vice President | HCL Technologies
Current Industry Landscape
Need for a solution to improve patient-provider engagement,
manage diseases effectively and increase efficiency of clinical trials

PATIENT PAYER

PROVIDER / PAYER PHARMACEUTICALS

Current Industry Landscape
Need for a solution to improve patient-provider engagement,
manage diseases effectively and increase efficiency of clinical trials

PATIENT PAYER
125,000 Deaths per Year $17 Billion per Year
Due to non-adherence to Payer can save by reducing
medication preventable readmission

PROVIDER / PAYER PHARMACEUTICALS

$100- $280 Billion per Year 10-15 years $8M per Day
Non compliance of medication cost Average time Loss due to delay
from discovery in releasing drug
to market to market due to
a drug inefficient clinical
trials
RPM - Touch Points across the 4P’s
PATIENT
• Improved Care Coordination
• Better Chronic Disease
Management
• Access to Care–anytime/anywhere
PROVIDER / PAYER
• Better Transition of Care
• Reduced Healthcare Costs
• Improved Operational Efficiency
PAYER
• Chronic Disease Management
• Reduce Hospital Readmission
• Improved Doctor-Patient
Engagement
PHARMACEUTICALS
• Connected / Smart Clinical Trials
• Patient Reported Outcome
• Improved Patient Recruitment
& Retention
Remote Patient Monitoring from HCL

People
Processed
Data
Vitals
Doctor
Blood Pressure Tablet Application
Heart Rate
Stream
Alerts Analytics Notification Process
Weight IoT Hub Hub

Patient HIPAA/HITECH compliant IoT Cloud Platform

Phone App
Data Analysis & Data
Things
interpretation
Hospital
Admin/Payer
Data Web Dashboard
Potential Benefits realized by RPM

Patient Safety

Regulatory Time to
Compliance Market

Enhanced Enable adaptive

Data Quality trail design

Real-time access to
treatment adherence
ReServ
Remote Services Platform
ReServ
A customizable remote service platform that optimizes on-site (field service) tasks into the off-site work. This
solution has the ability to connect legacy assets and help manufactures and Hospitals to monitor, manage and
monetize its asset base by leveraging connected services model.

ACQUIRE ANALYZE ACT

• Sensor data • Sensor data analysis • Remote access
• Location data • Conditional monitoring • Rule based
• Device data • Transactions analysis triggers/action
• Software rollout analysis • Calibration
ReServ Solution

Connected
Asset
R E S ERV Monitor | Manage
P OWERED BY A ZURE Monetize
Hardware that communicates
with gateway

various legacy • Asset monitoring • Condition monitoring/

assets/ devices device telematics Low Cost
• Remote software updates
installed in the • Remote access • Analytics Visibility Action
field/hospitals • Remote calibration
Benefits of ReServ Solution
Lower Cost of Ownership for
Equipment Maintenance

Maximize Streamlined
Device Uptime Operations
VALUE
PROPOSITION

Differentiated Better
User Experience Patient Care

Field Force
Optimization
Thank you
To learn more, visit us at:
https://www.hcltech.com/internet-of-things-IoT

© 2018 Microsoft Corporation. All rights reserved.

IoT Solution
Accelerator
Program
an introduction for partners

Cameron Carr
Director | IoT Partner & Channel Marketing
This Partner
Challenges
Complexity
can be
Daunting
IoT solutions are inherently Adopting an IoT business Building “a solution in search of Success can be hindered by
complex. Building and end-to- model can be lengthy and a problem” can limited market lack of experience marketing
end solution often requires costly viability and selling hardware, software,
specialized knowledge or skills and services

Customers start projects Customers start with large IoT project costs are perceived Customers lack technical
without a clear business case or and highly complex projects as high & most businesses are expertise to merge old and new
business outcome defined that are at the highest risk for not willing to try and fail technologies to create an end-
complications to-end IoT solution

Customer
Challenges
Working
Towards a
Common
Goal

Open Source Funding and

Vertical Lens Bootcamps Solution Maps
Ref. Designs Expertise

Solutions Ecosystem & Sales

The IoT
Transformation
Continuum
Solution
Maps

MOMENTUM
Funding and
Expertise
Open Source
Ref. Designs

Bootcamps

Vertical Lens

Ideation/Incubation/Strategy PoC Pilot Commercialization Scale

TIME
Getting Started with Vertical Lens
Microsoft perspective on IoT Trends and market
opportunities within verticals

Customers challenges in the sector from an IoT

perspective and direction of industry capabilities

Vertical specific landscape, partners, trends and

customer verbatims on long-term focus and
desired services from future IoT solutions

First step in understanding the landscape,

opportunities and direction that your company
may take in mapping out it’s IoT journey
IoT Bootcamps to Jumpstart Your Development Process
Open Source Reference Designs
with a Vertical Focus

Smart Healthcare Example

Partner customization Partner specific branding and marketing.

for customers’ needs – Integration into provider networks. Machine
a solution differentiator Learning algorithms for predicting heart attacks
or predicting re-admittance after surgery

Builds on the Monitor a person’s health via various bio-

foundation making the metrics devices. Add standard portal with
capability specific to a doctor vs. patient specific views. Cortana voice
solution or use case integration for logging at home patient
feedback or monitoring
Infrastructure for
any IoT solution – Analyze data from a device. Requires a protocol
a generic capability translator that enables a device’s data to be
not specific to a consumed by the IoT Hub to get it into the
solution or use cloud where it is stored in SQL and then
processed and presented in PowerBI

27
Reference
Architectures:
At a Glance
Reference Architecture Components
Blueprints explaining architecture, deployment &
integration considerations; ready-made solution
demos

Technical docs
• Solution “plumbing” for the target vertical/scenario & demos
• Provides functionality without polish
• Partner can add polish as value add/differentiation
GTM & sales Packaged
List of recommended devices for use with accelerator playbook code
and predefined “packages” (e.g. for small building vs.
large)

Valuable proprietary knowledge about

vertical/scenario device deployment strategy including
guidance on location, configuration guidance, data
insights Deployment Device
strategy list
• Guidance on solution value prop,
software/device/SI partner contact information for
deployment assistance
• Generic GTM materials and guidance

Consumer and Device Sales 29

Invest in partner engagements
Target verticals
Concept development
Energy • Market analysis and opportunity validation
1 • Envisioning session, Mock-up and validation
Lowest Investment
Dollars
of the basic concept and;
Retail • Align partner mgmt. with IoT solution value prop

Factory/Industrial Proof of Concept (POC)

2 • Complete design of the basic solution

• In-house validation of the solution subject to
Medium Level of
Investment
Security & Surveillance success criteria

Healthcare Pilot/Proof of Business (POB)

• Time-bound, limited scope deployment to

Buildings 3 validate biz. fit with 2-3 customers

Highest Level of
Investment
• Development continues
• Exits stage as commercially viable product
Solution Maps
Assistance in developing clear and concise sales
material for your IoT Solution

Insertion to the Microsoft solution map framework so

that our global enterprise and small and medium
business salesforce can learn your solution

MS salesforce training modules so our sellers know

how to sell your solution and can learn quickly

Very specific, use case oriented sales mapping so

sellers know who to sell your solution to and when.
Solution Accelerator Program: Next Steps
Talk to Your Microsoft Representative
• Your Microsoft representative has access to all of the resources
under the program
• They can help guide you through program processes (Funding
application; Open source reference design demos and details;
Solution map marketing materials etc.)

Visit Microsoft Device Partner Center

• Microsoft device partner center (DPC) will be the one stop
source for partner ready information, materials and links
• DPC will always contain the most recent version of any
documentation
• Device Partner Center is self-serve and designed for easy and
instant access to your documentation

Stay Tuned for New Program Pillars and Expansion of Current

• We plan to continuously expand the value of each pillar in the program
so check back with your Microsoft representative and DPC often
• New program pillars are already under development and we plan to
continue growing value to our partners for the long-term
Thank You!
To learn more, please visit us at
https://aka.ms/IoTSolutionsAccelerator

or email us at Third Party IoT Accelerators

iotacc@microsoft.com

© 2018 Microsoft Corporation. All rights reserved.

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