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Greetings in Q3 of FY16!

We in healthcare are all very busy getting ready for HIMSS as I’m sure are too. Please give us feedback regarding Upcoming Events
these newsletters at anytime – feel free to reach out to Barbara Casey or John Riehm with any comments or

Cisco Healthcare
Sales Meeting
Monday, Feb 29


New for 2016 – Cisco Connected Healthcare Jive site
Cisco Connected Healthcare
The BTx Healthcare and the Healthcare Services & Solutions teams have combined efforts and created the new
Cisco Connected Healthcare Jive site. This site replaces the legacy CEC pages for both teams. You can go there
for up-to-date information, resources, and content on all Healthcare focused Solutions and Service offerings.

HIMSS 2016
HIMSS-2016 will be here before you know it! Jive page link is below, here are a couple of important highlights:
 BTX will be leading a full day healthcare sales meeting on Monday, February 29th
 Most of HIMSS (e.g., the booth, etc.) starts on Tuesday, March 1 st
 We will hold the 9th annual Cisco Connected Health (customer) Summit on Tuesday, March 1 st from
10am to 2pm
 There will not be an all-Cisco customer reception - so plan to entertain your customers on your own
 There won’t be a “Demo Showcase” in the booth this year, but we will have two meeting rooms instead
Here’s the link:

2016 Healthcare Technology Predictions

followed by
March 1-3, 2016
May 14-17, 2016
Key Links & Resources
Healthcare Jive Site
Cisco Connected
Healthcare eXperience:
eXperience Center Jive
Sg2 Content:
Sg2 Home Page

Sg2 2016 Calendar of
IDC Health Insights for 2016
IDC Health Insights will be presenting its 2016 healthcare predictions soon via Web conference. Out of their top Events (PDF)
10 Global predictions for the coming year – here are the top 4 that Cisco can help address:
Other Resources:
Healthcare Success


By 2018, Industry Cloud Will Be Viewed as the Top Market Entry Strategy for Tech and Industrial
Companies, as Leaders of IT and Industry Unite to Tear Down Traditional Barriers to Entry


One Out of Three Individuals Will Have Their Healthcare Records Compromised by Cyber Attacks in

Healthcare Use Cases


Virtual Care Will Become Routine by 2018, and by 2020, 80% of Consumer Service Interactions Will
Make Use of IoT and Big Data to Improve Quality, Value, and Timeliness

Cisco Customer Facing
Healthcare Site


2016 Will See 3rd Platform Acute Care HIS and EHR Begin to Come to Market, and Early Adopters Will
Get Started on Digital Transformation in 2017–2019

PwC’s Top Issues for 2016
2016 will be a year of firsts for healthcare consumers, organizations and new entrants as innovative tools and
services enter the New Health Economy. PwC’s annual “2016 Top health industry issues” report highlights the
forces that are expected to have the most impact on the industry in the coming year, with a glance back at key
trends from the past decade. Here are the top 4 that Cisco solutions directly address – read about the others in
the report.

Care in the palm of your hand (Virtual Care) -- Thanks to technology and shifts in financial incentives,

care will begin to move into the palms of consumers’ hands, providing care anywhere, anytime.

Cybersecurity concerns come to medical technology -- As security breaches become more common and
costly, attention shifts to buttressing the security of medical devices.


Behavioral healthcare: no longer on the back-burner -- Employers and healthcare organizations eye
behavioral healthcare as key to keeping costs down, productivity up and consumers healthy (Virtual
Care opportunity).


Care moves to the community -- As payment shifts to value-based models, health systems will pursue
lower-cost settings more aggressively than before while employing creative approaches to distributing

Experian's third annual data breach forecast across industries summarizes the following top risks. Note that the
second largest risk is in Healthcare.
Experian anticipates the top data breach issues and trends of 2016 to include the following:
» The EMV Chip and PIN liability shift will not stop payment breaches. 

» Big healthcare hacks will make the headlines but small breaches will cause the most damage. 

» Cyber conflicts between countries will leave consumers and businesses as collateral damage. 

» 2016 U.S. presidential candidates and campaigns will be attractive hacking targets. 

» Hacktivism will make a comeback. 

Keeping an eye on the prize: Eight healthcare topics to watch in 2016
Frost & Sullivan Webinar recording: Outlook and Predictions for the Healthcare Industry in 2016
Frost & Sullivan’s experts are predicting another year of big disruptions, transformations and innovations as the
healthcare industry continues to overhaul outmoded business models.

Customer Recordings – examples of implementing Tele-Health
Advocate Health – Chicago, IL
A video created by Advocate that gives the clinicians' account of the value of Tele-health leveraged
Behavioral Health Service Line has created for their patients and the Advocate System as whole.
Spectrum Health – Grand Rapids, MI
A news story produced by the local station on their offer - called MedNow.

Grand Rounds Recordings
Grand Rounds - Optum Integrated Platform (formerly known as Patient Connect)
Grand Rounds - Healthcare Intelligent Contact Center
Grand Rounds - Virtual Health: New Care Delivery Models (including Customer presentation by Spectrum
Grand Rounds - Cisco Healthcare & GE Services
Grand Rounds – Cisco Healthcare & Internet of Everything (IoE)

Sg2 - Healthcare Market Intelligence
Sg2 is something we all have access to - if you work on healthcare accounts and would like access to this valuable
resource, simply go to, click member login, click Register using your email and follow
the prompts to create your own secure login. You will get access to research, white papers, analytical tools, and
industry experts. Additionally you will be eligible to attend monthly webinars and executive conferences. See
below for two great examples of Sg2 resources:

Replay The Webinar & access the slides:
2016: The Year Ahead 

Center for Strategic Planning 
Speakers: Bill Woodson and Steve Jenkins 

The annual kickoff event where Sg2
experts highlight key trends to watch for the coming year.
Take note at how the regulatory environment is gradually evolving to support reimbursement for virtual
healthcare. This has been one of the long-time barriers to adoption of telehealth / virtual care by our customers.
The more the government and private payers loosen the reigns on paying for virtual visits & virtual care, the
faster our customers will deploy this technology.
More Than 200 Virtual Health Bills Introduced in 2015
All but 8 states introduced at least one virtual health bill to their state legislatures in 2015, bringing the total number of new
bills to more than 200. Medicaid reimbursement soared, with all states except Rhode Island offering some type of Medicaid
reimbursement for virtual care. While some states have traditionally created geographic limits similar to Medicare, 2015 saw
the removal of many of these reimbursement restrictions:
 Twenty-four states and Washington, DC, do not specify a patient location as a condition of payment.
 Half of all states allow a patient’s home to serve as the originating site.
 Sixteen states now recognize schools and school-based health centers as eligible originating sites.
Review the latest Telehealth Policy Trends and Considerations report (PDF) from the National Conference of State Legislatures
for more details about reimbursement, licensing and adoption trends.

Services Update:
Customer Highlights
HCA: Cisco’s Strategy & Operations Service for Connected Health team was tasked to identify process related
issues, underutilization of technologies and new opportunities for leveraging technology and tools. The team
tracked more than 20 positions in the ED, Lab, Pharmacy, Bed Management and PCU over 5 days and 3 shifts,
capturing over 1200 discrete events. The team presented the findings to Chuck Hall, President of HCA who is
preparing for the next step, which is to identify use cases and solution opportunities.
“Your team did a great job; candidly, I was pleasantly surprise as to how informative the meeting was! . . . Get
on my calendar in the next few months so I might learn more about Cisco and their consulting services.” Chuck
Hall, President
Mercy: Cisco Strategy & Operations Services for Connected Health team was asked to help Mercy on a project to
reinvent healthcare and cut $400M in costs. The team delivered 3 engagements to address: BYOD and workforce
experience, Transform the Patient Experience and Improve Patient Flow. After 5 days of shadowing and capturing
1500 unique events, the team identified more than 10 use cases that could enhance clinical collaboration, care
coordination, as well as simplify work through device consolidation, resulting in a $4.4M deal for collaboration
Solution Spotlight
Extended Care has received funding and support across multiple organizations to extend the integration efforts
with Epic, accelerating Cisco’s reach into the healthcare space while driving adoption and utilization of existing
Cisco video endpoints. Joint development schedule are currently on target to have Phase I completed in Q3FY16.
Joint Services Offers – stay tuned for a Grand Rounds call in February detailing these new announcements
Apple and Cisco are finalizing contract negotiations to deliver joint services offers that will make iOS devices work
better in healthcare environments. The offer will focus on a validated reference architecture for healthcare, and
will offer ‘plan, build, manage’ services for Apple iOS devices on the network. The teams are working to define 2
lighthouse customers to be announced at HIMSS.
Cisco Network Assurance Service for Extension Engage Alarm & Alert Solution
Cisco has joined forces with Extension Healthcare, a leading healthcare alarm safety and event response
company, to create a plan, build and manage service that optimizes the network infrastructure to enable
 Reliable alarm and alert management
 Secure patient-centric messaging
 Robust wired and wireless networks
 Presence and mobility
 Holistic approach to managing clinical workflow and care team coordination

GE and Cisco have refined their Clinical Network Management service to focus on the key challenges facing
healthcare organizations - wireless and security by leveraging GE’s clinical workflow expertise with Cisco’s deep
network experience to build a new, optimized performance model.
For more information on Joint Services offers – contact Tom Buban (
Content/Collateral Spotlight - New Collateral
Go to the new Cisco Connected Health Jive site for links to all the new Services content.

Partner updates:
Apple + Cisco – In August 2015, Cisco and Apple announced a partnership that will help shape the industry. A
number of optimizations are being made to hardware solutions that are already available that will lower costs
and increase efficiency via software upgrade when available. Customers can begin now to refresh and upgrade
networking, wireless and collaboration infrastructure to be ready for Cisco and Apple joint capabilities available
via SW upgrades in mid to late CY16.
Find more information here: Cisco and Apple Partnership

The UCSF partnership has been announced read more in the UC San Francisco press release:

Healthcare eXperience Center:
Cisco's Customer Experience Center provides state-of-the art facilities and capabilities for briefings and
demonstrations to partners and customers. The program offers access to Cisco executives and SMEs to discuss
business solutions and future transformations through Cisco products and solutions.
Demonstrations are delivered from the Customer Experience Center locations either in-person and also via virtual
technologies such as TP and WebEx. Find the right demo: Experience Center Demonstration Catalog
Go Behind the Scenes!
Get a behind the scenes look at how the eXperience Centers are creating live, interactive, and virtual Healthcare
Solution demonstrations and delivering them into every Cisco Field Sales Office -- closer to you and your
Reach out to Diane Cashin, Healthcare Experience Specialist
Single Number Reach: 703-484-1114
Create Your Experience Today!