Corning Healthcare Sales Guide

Transcription

1 Corning Healthcare Sales Guide

2 The Changing Healthcare Landscape Hospitals within the healthcare market are undergoing tremendous change. Since the enactment of the Affordable Care Act in the United States, which provides incentive for entities to demonstrate high quality of care and reduce costs, more and more hospitals are expanding to become healthcare systems which include ambulatory, diagnostic centers, as well as home care services thus allowing for better collaboration, vertical integration, and cost control across the care continuum. The act also mandated electronic health records (EHRs), which have been the main driver behind hospital automation and innovation. If growth and automation would be combined together, these would result in large, complex, collaborative health systems that rely heavily on reliable, instant communications and real-time data for every single activity. Adoption of Mobile Devices To enable real-time data transfer, hospitals are increasingly adopting mobile devices as the main vehicle of communications between doctors, nurses, technicians, and administrators, as well as the proliferation of new medical devices. Even critical communication applications now run on any type of smartphone. They are also adopting more and more data-heavy applications like computerized physician order entry (CPOE), clinical decision support (CDS), asset tracking and more throughout the facilities, which are driving the adoption of fiber to the room in certain areas of the hospital. These changes are enabling hospitals to increase caregiver productivity, maximize operational efficiency, and improve patient care. But it doesn t stop there; patients and visitors are also using bandwidth-heavy mobile applications and have come to expect reliable connectivity wherever they are in the hospital. The latest solution designed with the needs of healthcare facilities in mind is the Corning ONE Wireless Platform, a solution that converges cellular, Wi-Fi, and Ethernet backhaul over a single composite fiber cable and delivers wireless and wired services to the edge of the network. The CIO Challenge It is the increase in connectivity needs and user demand, and requirement to control costs which are driving chief information officers (CIOs) and chief security officers (CSOs) to maximize operational efficiencies and seek reliable and flexible indoor coverage which meets both current and future data and communication needs. Healthcare Selling Guide 2

3 With a long-standing relationship with GE Healthcare and having deployed hundreds of distributed antenna system (DAS) solutions in hospitals across the United States, Corning understands the healthcare environment. Corning s Experience in Healthcare With a long-standing relationship with GE Healthcare and having deployed hundreds of distributed antenna system (DAS) solutions in hospitals across the United States, Corning understands the healthcare environment. We work very closely with the leading healthcare systems in the United States to understand their ever changing connectivity challenges and develop solutions to support their needs. The latest solution designed with the needs of healthcare facilities in mind is the Corning ONE Wireless Platform, a solution that converges cellular, Wi-Fi, and Ethernet backhaul over a single composite fiber cable and delivers wireless and wired services to the edge of the network. Why Corning ONE Wireless Platform for Healthcare The Corning ONE Wireless Platform offers healthcare facilities the ability to converge Wi-Fi, Ethernet, and multioperator cellular services over a fiber-to-the-edge architecture. This architecture provides maximum flexibility to deploy new services as demand grows. Corning ONE Wireless Platform s modular components also accommodate easy and quick service modifications with slide-in modules for capacity or service enhancements. About the Healthcare Vertical Market There are approximately 5,723 hospitals in the United States, 3,019 are urban community hospitals Facilities with > 200 beds are ideal target markets for the Corning ONE Wireless Platform 1,500 facilities Facilities with minimum of 800 employees: four staff/bed Most hospitals have some open wireless requirements based on unmet multidepartmental service, coverage, or capacity gaps Corning ONE Wireless Platform decision driver: incidents where high-profile physicians complain of mobile communications access or coverage where there is an impact on care and operations Many existing facilities require upgrades to their Wi-Fi networks or 700 MHz LTE data services Network modifications or upgrades are needed due to ongoing renovations and floor plan changes Healthcare Selling Guide 3

4 What to Look for A mobility initiative being formed for the entire organization by a C-level executive or committee Considering expansion or upgrade of the existing Wi-Fi infrastructure Expanding the existing Wireless Medical Telemetry Service (WMTS) coverage footprint for patient monitoring applications Building a new wing or new construction on campus Over 40 percent of staff members using some form of wireless inside the building or on campus to perform work Budget challenges multiple departments with wireless needs and separate budgets A new mobility initiative or EHR implementation Support for Public Safety or robust wireless networks for first responders A need to optimize RFID or a CPOE implementation Who to Talk to (list not in order of importance) 1. CIO/CTO 2. Chief Security Officer 3. Directors of IT and Network Engineers 4. VPs Datacom and Telecom (sometimes separate in hospitals) 5. Clinical Engineering/Biomed influencer (usually have more budget to play with) 6. Chief Nursing Officers influencer Important Organization Considerations and DAS Decision Triggers Each hospital may have an average of two C-level staff members involved in decision making and another five to 10 staff members involved in mobility initiatives (influencers) IT controls budget and consultants are almost always used For CIOs, mobility applications are often not a want but more of a severe need Many hospitals have ad hoc legacy networks that need to be replaced (i.e. BDA + coax systems on some floors) or UHFNHF Public Safety communications systems An event often triggers IT to investigate broader wireless coverage options, i.e. nurses approve purchase of VoIP badges or EHR is being implemented Greenfield (pre-construction) opportunities are ideal for the Corning ONE Wireless Platform with an opportunity to address the benefits of a fiber-based infrastructure and the complex mobility needs and application enablement necessary in the hospital campus Focus on application-driven needs and impact on care (potentially from the patient point of view) and on bringing the mobile hospital s ecosystem to life The Corning ONE Wireless Platform offers healthcare facilities the ability to converge Wi-Fi, Ethernet, and multioperator cellular services over a fiber-to-the-edge architecture. Healthcare Selling Guide 4

5 Questions to Ask 1. Are you renovating or embarking on new construction in the next months? 2. Do caregivers or physicians complain about cellular reception at least once a month? 3. Are you expanding your WLAN network (i.e. adding or expanding n/ac/ad)? 4. Are you changing your corporate mobile reimbursement or corporate subsidized handset policy or wireless operator? 5. Do you have a high-profile IT project/initiative launching in the next nine-12 months? 6. Do you enable one or more of the following services or applications: VMTS, pagers, critical messaging, temperature sensors, CPOE, HER, RFID, cloud computing, VoIP? CIO Pain Points and Messaging Issue: Managing multiple systems purchased by multiple departments over time increases OPEX and complexity for IT. > Selling Messages: A single unlimited bandwidth-based solution can deliver robust wireless coverage, capacity, and network flexibility. Issue: Adding new services may expose the inside of ceilings and walls, disrupting business operations. > Selling Messages: With a zone-based architecture, the Corning ONE Wireless Platform delivers wireless services and Ethernet backhaul to critical care areas from outside. Issue: Infrastructure may be obsolete in the future. > Selling Messages: With the virtually unlimited bandwidth of fiber and a modular design, the Corning ONE Wireless Platform delivers a future-ready solution supporting any current and future wireless services. Issue: Staff complains about having to enable multiple applications on multiple devices simultaneously. > Selling Messages: Caregivers can use any wireless operator and their existing mobile devices. Issue: IT departments are fragmented and want one less thing to manage. > Selling Messages: The Corning ONE Wireless Platform delivers seamless Wi-Fi and Ethernet backhaul there are no additional applications to manage. Corning ONE Wireless Platform also includes built-in RF interference components and end-to-end management to ensure maximum uptime. The Corning ONE Wireless Platform is a converged future-ready solution that delivers cellular, Wi-Fi, and Ethernet backhaul over an unlimited bandwidth-capable fiber infrastructure. Healthcare Selling Guide 5

6 Challenges and Actions 1. Ensuring future network upgrades do not require forklift efforts. Action: Providing proof of the future-ready capabilities of the Corning ONE Wireless Platform (i.e. example of a hospital that needed an upgrade later) provides IT decision makers with assurance that their investment will extend well beyond the immediate facilities needs unlike other network investments. Specifically designed with the needs of healthcare facilities in mind, the Corning ONE Wireless Platform can accommodate future cellular services or support Ethernet-based applications more easily than competing solutions and without disruption to clinical or operational areas. 2. Buying process involves multiple department heads and mobile stakeholders, causing decision-making delays. Action: Emphasizing the need for a converged infrastructure that supports Wi-Fi, Ethernet, and cellular that enables IT control with full visibility and fault detection capabilities vs. ad hoc networks. The Corning ONE Wireless Platform enables pooling of a multidepartmental budget for a converged platform with lower cost per service. 3. Mission-critical applications need to work. Action: For mobile applications, show example of initial facility heat maps of where coverage gaps occur and obtaining blueprints prior to ROM development. Demonstrate how fiber in the horizontal for connected applications is cheaper to install and is more flexible, secure, and reliable than copper media. 4. Older medical facility needs to renovate and has budget and space limitations. Action: Address the (up to 50 percent) upgrade savings the IT department will realize with the platform. Show an example of the > 50 percent space savings of Corning ONE Wireless Platform vs. competing solutions and discuss the associated benefits of power and HVAC savings. Corning ONE Wireless Platform provides the enterprise with the market s first truly scalable future-ready solution. Corning ONE Wireless Platform: Converged Network Solution The Corning ONE Wireless Platform is a converged future-ready solution that delivers cellular, Wi-Fi, and Ethernet backhaul over an unlimited bandwidth-capable fiber infrastructure. With modular components and a wire-it-once architecture, upgrades are accommodated with simple slide-in modules for capacity or service enhancements no re-cabling necessary. At virtually half the time, space and cost of installing, maintaining, and upgrading comparative networks, Corning ONE Wireless Platform provides the enterprise with the market s first truly scalable future-ready solution. Solution Benefits Single composite cable architecture supports multiple operators and mobile services (including CELL, PCS, AWS, and LTE) as well as any protocol and Gigabit Ethernet backhaul Modular electronics for easy and cost-effective addition of new services Modular six-band remote enables multiservice MIMO support for maximum service performance Managed elements can be housed in secure and accessible zone ceiling enclosures outside of clinical areas to address infection control when modifying or adding services Composite cabling with multiple fibers and copper for power eliminate clogged conduit/cable trays Remote powering can reduce or eliminate floor-level switches Proactive management interface enables centralized monitoring and control Healthcare Selling Guide 6

7 With preterminated and connectorized cabling options, Corning ONE Wireless Platform can be more easily installed than other solutions. Value Proposition As a fiber optic-based flexible platform, Corning ONE Wireless Platform supports hospitals bandwidth needs today and in the future no matter what the application. The modular system with fiber optic cabling enables up to 50 percent savings on upgrades. Corning ONE Wireless Platform combines cellular, Wi-Fi, and Ethernet backhaul capabilities in an equipment footprint that requires up to 60 percent less space than alternative solutions. With preterminated and connectorized cabling options, Corning ONE Wireless Platform can be more easily installed than other solutions. With zone ceiling enclosures, installation and service upgrades can be easily addressed without having to address ICRA standards and requirements. General: What is an In-building System or Distributed Antenna System (DAS)? Unfortunately, most enterprise buildings are dead zones when it comes to cellular coverage wireless coverage doesn t just happen. Just as Wi-Fi indoor signal strength (RSSI) must ensure application performance, the same is true for cellular. Most often, radio frequency (RF) signals are blocked or absorbed by a building s dense structural materials. Known as in-building wireless (IBW) systems or distributed antenna systems (DAS), these solutions overcome a building s inherent structural impediments and deliver robust wireless coverage throughout the facility. At the simplest level, IBW solutions provide a wired path for delivering wireless service frequencies indoors. Corning offers two solutions with DAS capabilities. The MobileAccess1000/2000 distributed antenna system is a single-operator multiservice DAS (1000) or a neutral host (multiservice/multioperator) DAS. Both support a variety of remote power options (low, medium, and high) to address various venue and design considerations. The Corning ONE Wireless Platform is a converged solution that combines the capabilities of a multiservice/multioperator DAS with Wi-Fi and Ethernet backhaul for wireless and wired application enablement. Customer References Florida Hospital St. Joseph Mercy Oakland Hospital Medical University of South Carolina Northwestern Memorial Children s Hospital of Denver Denver Health Adventist Health System (multiple hospitals) Guthrie Hospitals See Other Literature: Solution Brochures, Healthcare Presentation (for end customers). Healthcare Selling Guide 7

8 Corning Optical Communications Wireless, Inc Woodland Park Road, Suite 400 Herndon, Virginia USA FAX: Tech Support Hotline: or Corning Optical Communications Wireless reserves the right to improve, enhance, and modify the features and specifications of Corning Optical Communications Wireless products without prior notification. A complete listing of the trademarks of Corning Optical Communications Wireless is available at All other trademarks are the properties of their respective owners. Corning Optical Communications Wireless is ISO 9001 certified Corning Optical Communications. All rights reserved. Published in the USA. CMA-224-AEN / September 2014