Julie Lundberg & Richard Murray CarrierSales & Carrier Services. November 20, 2013

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1 Julie Lundberg & Richard Murray CarrierSales & Carrier Services November 20, 2013

2 Contents About CarrierSales CarrierSales High Impact Solutions Rural Health Care Connect Fund (HCCF) and Advisory Services Identifying opportunities and overcoming objections Contact us

3 About CarrierSales CarrierSales Founding members: independent agents since CS Agents are professionals from throughout the industry and across all major service providers Average CS agent has 10+ years of telecom experience Average CS employee has 20-years of telecom experience Richard Murray President B.S. Marketing from University of Utah 15-years in telecom: U.S. West (now-centurylink), XO Chairman of the Board Agent Alliance

4 About CarrierSales CarrierSales is a broker of telecom/it service & equipment companies: Telecom Service providers: AT&T, CenturyLink, Comcast, Level3, XO, Integra, TW Telecom, Windstream and a number of smaller carriers and resellers. CLOUD Providers: EvolveIP, EasyLink, Jive, Teleshpere, etc. Hosting Providers: Savvis, ViaWest, Level3, TerraMark, etc. Telecom Equipment Mfrs: Avaya, Mitel, ShoreTel, Allworx Being vendor agnostic, we act as a sourcing department to our customers.

5 Access to over 250 carriers

6 Agent of the Year 2006, 2007, 2008, 2009, 2010, 2011 Proud Members of the

7 About CarrierSales Description A Comprehensive range of network service & equipment solutions from all major domestic U.S. business class service providers: Voice Services: Local, LD, SIP/VoIP, & Wireless Data & Internet Services Disaster Recovery: Voice & Data Cloud Services Data Center Hosting & Colocation Wired & Wireless Expense Management Telecom Equipment: Avaya, Mitel, ShoreTel, Allworx,

8 Notable Data Center Providers: Centurylink, Cogent, Equinix, Fibermedia, Hosting.com, Inforelay, Internap, Latisys, Level 3, Lightower, QTS, Savvis, Sunguard, Telehouse, Telx, Terramark, ViaWest, Windstream, Zayo, and others.

9 High Impact Solutions CLOUD SOLUTIONS Fax % savings: eliminate paper use, fax machines & lines, maintenance expense More HIPAA compliant that traditional FAX Conferencing - Business class Audio, Web & Video Conferencing Services Savings up to 80% Improve business collaboration, Reliable and simple to use Electronic Patient Communication - Communicate with patients via voice, text & . Increase revenue by reducing unfilled appointments Improve Patient Satisfaction and HCAHP Scores Solution interfaces with all major EHRs Supports achievement of MU stage 2 (via Patient Portal) 2 week free trial

10 High Impact Solutions CLOUD SOLUTIONS Virtual Desktops CLOUD based virtual device management Secure computer & other electronic devices AND reduce TCO 50-70% Repurpose IT staff from repetitive activity to H-IT AND deliver better service Double the lifecycle of computer hardware Contact Center CLOUD based IVR & ACD technology 50% TCO vs traditional call center deployment Fast implementation: 45 days vs 6-12 months Flexible and scalable: 2 agents to 100s on multiple continents Hosted PBX CLOUD based phone system Eliminate the high cost of phone lines and services, equipment upgrades & maintenance. Improve business efficiency and reduce downtime Includes free long distance calling, conferencing calling, unified messaging, follow me services, etc.

11 High Impact Solutions CLOUD SOLUTIONS CLOUD Computing, Offsite Storage & Archiving Reduce capital spending and labor costs with managed services, IaaS, Security Services Improve HIPAA compliance CLOUD, Hybrid and traditional hosting solutions available in more 100 business class data centers nationwide from large to boutique companies. Back up & Disaster Recovery secure all information off-site to prevent theft or loss Virtual data center scalable from single virtual server to multi racks Traditional hosting of equipment Backup data service virtual or traditional back up design Backup voice services

12 High Impact Solutions TRADITIONAL TELECOM SOLUTIONS VoIP (Voice over IP) Save up to 30% on local telephone service Long Distance Calling Business class, highly reliable traditional phone service $ $0.03 / minute with no commitment, no minimum use Phone System Equipment AVAYA, Mitel, ShoreTel, Cisco, Allworx Unify communications (wired, wireless, nurse call, appointment reminder, overhead paging, etc.) eliminate the need to purchase and manage separately all these technologies RURAL HEALTH CONNECT FUND ADVISORY SERVICES 2013 FCC program reduces broadband costs for rural non-profit healthcare providers 65% federal funding Qualified services include: Internet Access, private networks, connections to EHR providers, off-site data centers and administrative offices, telemedicine connections to urban health centers

13 HCCF Advisory Services Description HCCF Program overview: process, timelines and financial implications Guidance: Determination of site eligibility and preparation for funding application Needs assessment for new services, identification of eligible solutions Engagement includes: Vendor communication and assistance in preparation of RFPs (if needed) Completion of enrollment and application process, preparing for and filing of requests for competitive bids Review of competitive bids Preparation of request for funding and all supporting documentation ti Deliverables: Fees Outline of application and filing process with projected timeline All applicable documents, forms, instructions, etc. Any vendor documentation created in response to and support of the project 25% of the first 12-month s 65% federal subsidy

14 FCC Health Care Connect Fund (HCCF) The Fund Basics: Eligible Entities: Rural, not-for-profit hospitals, rural health clinics, community health centers, health centers serving migrants, community mental health centers, local health departments or agencies, post-secondary educational institutions/teaching hospitals/medical schools, or a consortia of the above. 65% USAC Subsidy (requiring a 35% HCP contribution) for: All (T1 or larger) broadband services and some equipment, Internet connections, connections to research & education networks, off-site data centers & administrative sites HCP-constructed and owned facilities (must be most cost-effective connectivity option), and Rural & urban providers consortium networks Applications currently accepted for funding to begin 1/1/14

15 Top of Mind Issues HIPAA Omnibus Final Rule avoid HIPAA violation (-$$) Data must be secure move it off-premise Lost/breached PHI is the #1 HIPAA violation CLOUD, traditional Colocation or data storage solutions Meaningful Use, stage 2 incentive payments (+$$) Electronic patient communication for clinical summary & electronic patient response Drive patients to use the patient portals Increase Revenue (+$$) Missed appointments 18-20% is industry average automated patient communication Efficiently communicate with patients for greater satisfaction call center, patient portal Billing Reminders (part of automated patient communication) Improve Patient Satisfaction & Outcomes, reduce re-admissions (-$$) #1 way to improve patient satisfaction: Communicate, communicate, communicate #1 way to improve patient satisfaction: Communicate, communicate, communicate automated patient communication & surveys, call center

16 Top of Mind Issues Stretch IT dollars and lower TCO for hardware Lengthen the hardware refresh cycle with VDI Significantly reduce licensing cost with hosted services that include software licenses Reduce labor cost Stretch IT staff by repurposing staff from routine IT tasks to core business HIT projects outsource tasks to CLOUD based services Virtual Devices eliminates many Help Desk activities (password resets, reimaging,etc) and guards against lost PHI. Hosted Exchange eliminates maintenance, upgrades, monitoring, etc. Virtual Server eliminates Operating System upgrades, patches, etc. Relieve nursing staff of patient reminder duty automated patient communication Eliminate Telecom invoice scrutiny with detailed telecom expense management Reduce energy consumption and conserve floor space Replace premise based servers with virtual or traditional Data Storage

17 Identifying Opportunities Questions to Ask Margin Improvement: What cost reduction strategies are they implementing? Is reducing capital expense a priority? Telephone hardware? Computer equipment? Server hardware? What specific spending areas have they targeted for reduction? Are they about to refresh their computer hardware? Is S/W licensing becoming an overwhelming cost? Compliance: What strategies do they have to comply with the HIPAA Omnibus Final Rule Are they looking to move or backup their data off-site? Does their mobile device management strategy really secure PHI? (laptops, p thumbdrives, etc.) Do they have an emergency voice back up solution? (Joint Commission standard) Labor Savings: Is there a plan to complete more IT projects at the same staffing levels? Are they devoting FTEs to scanning paper FAX into EMR? Do they have FTEs responsible for reconciling monthly phone invoices? Is there a need for call center functionality to better manage patient interaction

18 Overcoming Objections Discovery should begin with CFO or COO & be framed in terms of understanding current business challenges. Is there an IT executive (not staff) who can also be engaged? They are needed as a champion. We don t want to reduce headcount in IT Solutions re-purpose IT staff to work on Healthcare IT projects and take lowlevel tasks off their plate. We have a telecommunications vendor that we like working with Does the vendor represent all the vendors & technologies available through CarrierSales or just their company s solutions? Do you feel your current vendor providing unbiased technology advice? IT has a solution like this Would you like to compare them for how well each meets your business requirements?

19 Process Get us engaged Provide us information regarding your interaction & their interests/needs: Interests identified in review of Margin Improvement Solutions, New Phone system (hardware or CLOUD based) Rural Health Care Connect Fund Data backup, etc. All contact information (contact name, title, company name, etc.) Details of value prop of greatest interest to customer Is there an existing consultant?

20 Contact MDR for more information. Phone: