Driving Mobility Revenues Motorola Solutions The Motorola everyone

Driving Mobility Revenues

Motorola Solutions The Motorola everyone knows… Two way radios 75 Years Premier public safety voice & interoperability solutions provider Barcode Scanners 30 Years Major innovator in data capture technologies Two way radios Barcode Scanner Mission Critical Enterprise Grade – IP 43 Ruggedized High Quality No Compromises 1 D and 2 D Capture Critical Voice Disinfectant-ready MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. ©Motorola, Inc. 2010. All rights reserved. MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2010. All rights reserved.

Supporting Bedside POC… in the moments that matter • WORKFLOW: COW / WOW at bedside for barcode scanning PPID • USERS: Phlebotomists, Nurses, Respiratory Therapists • FEATURES*: • Blockbuster Scan Engine • Flexible Mounting Options • Backward compatible to MC accessories (cradle, battery, power cords) • Family: one vendor *developed with input from Nurses and IT MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 3

Motorola’s Reach in Healthcare • • • EMR / EHR Med Admin Lab Spec. Tracking Transfusion Verif. Patient Monitoring • • • Mat. / Asset Mgmt Inventory Replen. Biomed Engineer Breast Milk Track Pt. Transport /Track Pt. / Visitor Registr MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. • Staff / Clinician Commun. • Nurse Call • Emergency Interoperability • FMC • Remote Pt. Monitor • Troubleshooting & Rogues • Compliance Reporting • Mobile Device Mgmt, Monitor, Troubleshoot, Lockdown, Updates • Proactively optimize AP’s & roaming Page 4

Clinical Hospital Systems for Med Admin and Lab Specimen Tracking Depend on Motorola for Real-Time Data Capture MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 5

What else is Motorola doing in Healthcare? MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 6

How does Motorola Deliver this Clinical Information in the Moments that Matter? Clinicians, Staff, etc. Information Collection Vital Signs Motorola’s Patient Monitoring Partners Patient & Asset Location Motorola’s RFID Partner Motorola RFID Readers Information Interpretation EMR Medication Administration Processing and Billing Live Coordination Automatic Alerts Motorola Mobile Computers & Scanners Motorola Nurse Communications Motorola’s Bar Code Partners Motorola’s Nurse Call Partners Motorola’s EMR Partners Motorola ‘s Vo. IP /PBX Vendor Partners Motorola’s Middleware Partners Motorola Wireless Infrastructure WLAN and Air. Defense (WLAN Management, Troubleshooting & Security Solution) Connecting Health Systems Motorola Wireless Broadband Infrastructure Point to Point and Point to Multipoint MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Motorola Partners Health Information Exchanges Page 7

How to increase your revenues in the growing Health IT market MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 8

1 Identify the healthcare environment for mobility MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 9

Healthcare is more than just Hospitals and Doctor’s Offices… Hospitals: County, Private, Community, Rural, University Visiting Nurses Association (VNA) Home Health Lab / Specimen Pick-Up Long-Term Care, Extended Care, Rehab, Specialty Clinics DME Community Health Centers RHIO, HIE, NHIN Blood Banks Pandemic Preparedness Natural Disaster / Emergency Evacuation Preparedness National Park Aid Stations Indian Health Services EMT / EMS / Emergency Response Teams HHS: Child Welfare Prison Infirmary MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 10

2 Understand the users and their workflow MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 11

Identify the users and analyze their workflow needs • • Materials / Supply Management Biomedical Engineering Security Telecomm Network Caregivers Delivery Personnel MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 12

3 Define mobility for the healthcare environment MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 13

4 Who are really the decision makers in Healthcare? MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 14

5 Start the conversation to uncover opportunities MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 15

6 Help Healthcare create a mobility strategy…. MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 16

Four ways to start Today selling Motorola Solutions? MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 17

1 They already have a Bar Code Solution… …There’s still plenty of Opportunity MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 18

Extend the reach to other opportunities for mobility At the bedside… In the lab… Positive Patient ID Transfusion Verification Medication Administration Bedside Patient Testing Vital Signs and I&O Laboratory Specimen Collection Medication Reconciliation Review of Lab Results Charge Capture Clinical Documentation Pharma Profile Review Other areas… Asset / Materials Management Nursing Orders Supply Management Asset Management Medical Record Tracking X-ray Tracking Asset Tracking Patient Tracking Bio. Medical Engineering Nurse Call Wireless Vo. IP Communications Breast Milk Tracking Dietary Infusion/Syringe Pump Programming Pharmacy Orders by Physicians MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 19

2 Continue to add VALUE throughout the solution life cycle… MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 20

3 Address Wireless Coverage… MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 21

Sales Scenarios for the AP 6511 • Coverage Gaps during Mobile Computer Deployment • Wi-Fi Hotspot for Physician Offices, Clinics, Dentist, etc… • Long Term Care Guest Access in Lobby, Rec Room, and Dining Hall Installs in less than 90 Second and No Controller Needed MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 22

4 Sell Wireless in Healthcare: The road is not always easy but the rewards are great… MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 23

Create a Mobility Strategy Example: Wireless LAN Infrastructure Staff Communication Asset & Inventory Mgmt. Patient Tracking Electronic Medical Records Three Phase Mobility Strategy Foundation Operational Excellence Innovation A phased approach to mobility allows you to develop a technology ecosystem that meets your patient care and business goals within your staffing and budget requirements. MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 24

HEALTHCARE Resources to Help You • Healthcare Brochures - WLAN, Wi. BB, Air Defense, Nursing Solutions, Lab Solutions, Products at a Glance • Wireless Broadband Healthcare Solutions • Healthcare Application Brief - MC 55, DS 6768, TEAM, MC 75 A 0, Air Defense, WLAN, Wi. BB • Video case studies for Long Term Care • Case Studies - Sunnybrook, Stanford, Oklahoma Cardiovascular Associates, Baylor • Leadership White Papers • Best Practices for POC Deployments, GS 1 Standards for HC, Vo. WLAN for HC, Security Considerations in HC • IT Discovery Questions • POC demo for MC 75 / MC 55 • HC Demo Kit MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 25

Blue. Star & Motorola Partnership • Blue. Star began distributing Motorola in the US in 2005 – – • FUSION – Award Winning Marketing Program – – – • “Pull-through” business plan to help resellers grow their business via “Drip Marketing” campaigns with targeted end-users Motorola partners with Blue. Star to support FUSION campaigns targeted towards End-Users Visit the FUSION booth in Code. Zone to get involved and learn more “In-a-Box” Bundled Solutions – – • Only distributor to grow in recession of 2009 Trend continues with double digit growth Partnering on Solutions targeted towards Field Service, Government, Healthcare, Manufacturing, Warehouse/Distribution, Retail & Hospitality Collaborative Relationship – New Offers, Products & Solutions • visit the Blue. Star Motorola Microsite at http: //www. bluestarinc. com/motorola

What to do from here to grow your business in Health IT with Motorola……. . üSWOT Analysis üDefine the Market üIdentify the Solution Opportunities üAlign ISV’s ü Define the pain points, decision makers, users üTerritory Planning üLead Generation Activities üEngage Your MOTOROLA / BLUESTAR Teams • Marketing, Sales, Funding üUtilize Your MOTOROLA / BLUESTAR Tools • Join Vivian and Jason for lunch

Delivering Operations Management Solutions Over a Motorola Wireless Network with RFID, RTLS and Bar coding Asset & Materials Management Patient & Staff Safety Equipment Maintenance Temperature & Humidity Monitoring Workflow Management Passive RFID (Motorola Scanner and RFID Readers) Active RFID (Motorola RFID and RTLS Partners i. e. Ekahau) Typical Phases of RFID Implementation • Phase I (Entry) — Identification of an object, asset or item (what/who is it? ) — Most basic value proposition • Phase II — Location of an object, asset or item (Where is it? ) • Phase III — Condition of an object, asset or item (How is it? ) — Status and monitoring (sensors) • Phase IV (Most Complex) — Use of an object, asset or item (Is it or he/she being optimized? ) MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © 2010 Motorola, Inc. All rights reserved. Page 28