Healthcare ISV Alliance Program Empower caregivers with innovative IT solutions

Eric van ‘t Hoff, EMEA Healthcare & Life Sciences Alliance Manager

2 DELL Confidential Dell Healthcare

Dell The power to do more

26+ inspired years

Launched industry’s first consumer PC recycling program

Unveiled the world’s fastest PC

Dell workstations launch

Dell’s first laptop ships

1989 Dell servers

debut to

challenge

traditional

proprietary

server market

1994

Dell revolutionizes the

way businesses connect

with customers through

Direct2Dell and IdeaStorm

2006

2000 Acquisition of Perot Systems

transforms Dell Services

business

2009

Completed initial public offering

Shipped our first PC, offering industry first

risk-free returns and

onsite service Named to the Fortune 500

Dell storage systems introduced

Dell.com launches, generating $1M

per day in revenues

Dell begins a series of strategic acquisitions with Alienware and EqualLogic

Dell founded

1984 Ranked No. 1

computer systems provider worldwide

Dell acquires key storage,

cloud computing

and software providers

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Our Purpose Delivering technology solutions that enable

people everywhere to grow and thrive

We give customers the power to do more

We make technology that works in service of our customers

We make the complex simple

We make the powerful easy to use

We drive out inefficiency

We deliver superior long-term value

Dell today

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• $61.5 billion in FY11 Revenues*

• $3.4 billion FY11 Operating Income

Fortune 35 Company

• $15 billion+ in cash**; FY11 cash flow of $4billion

Financially Sound

• 100,000+ Dell team members around the world. Shipping 120,000+ systems everyday to customers in 180 countries

Global Reach

• 43,000+ Dell Services team members

IT Services Leader

• 98 % of Fortune 500 do business with Dell. #1 PC provider to large enterprises and public sector organizations. #1 provider of computer SMB’s.

Partner to Business

Dell by the Numbers

**#38 on Fortune 500 in 2010, * Period ended January 28, 2011

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We continue to heavily invest in efficient IT

• Cloud computing

• Global data centers

• Cloud infrastructure

• IT as a Service

• Next gen data center computing

• Fluid data architecture

• Virtually Integrated Systems (VIS)

• Data archiving

• Virtual desktop

• Mobility management

• Advanced end-point devices

• Security management

Efficient Workforce Efficient Cloud /

Services

Efficient Data

Center

Efficient IT domains

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Consulting services & cloud expertise

Distributed device management delivered as a SaaS services

High performance SAN iSCSi solutions for virtualization

Intelligent infrastructure and mgmt. of multi-tier storage architecture

Storage compression & de-duplication

Remote systems management appliance

Clustered NAS storage

A single point of mgmt for both physical and virtual resources

Remote email management – continuity and archiving SaaS

Archiving and image management solution for healthcare vertical.

Strategic acquisitions focused on efficient enterprise solutions

Software asset management

IT monitoring software

App mgmt., deployment svcs, and infrastructure consulting

Simple, easy-to-use SaaS integration tool and consulting

Efficient Workforce Efficient Cloud / Services Efficient Data Center

Efficient IT domains

Managed security services, threat intelligence and security & risk consulting

Award-winning Ethernet switching and routing products

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We are committed to deliver open, capable and affordable solutions

Open Capable Affordable

Delivering Automated Policy-based Solutions built on Industry

Leading Technologies

Designed on industry standard protocols enabling the ability to

integrate with preferred ISV

Focus on Solutions that Deliver Exceptional Total

Cost of Ownership

With a lifecycle approach that starts with the environment in mind

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Design it - Design for recyclability, energy efficiency

Build it - Supply chain environmental compliance, packaging with sustainable, recyclable materials

Operate it -Optimize for power management

Recycle it -Make it easy for each product to be recycled

Dell products comply with the highest global environmental standards and eco-labels.

The EPA estimates that the power consumption from servers, storage, communications and cooling accounts for roughly 2,0% of total electricity use in the U.S.

10 DELL Confidential Dell Healthcare

Dell Healthcare Better healthcare starts with better information

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Healthcare IT current reality

Clinicians are in data overload An incredible amount of data generated for each patient through-out the hospital.

Digitalisation is a challenge

Growing storage in silos with data

moving between multiple core

systems in all forms. IT also needs to

comply to patient safety regulations.

Demand for care is growing There are simply not enough nurses and doctors to cope with our demands. Aging populations stressing an already taxed system.

Digitise patient information so it can be readily shared. Fully enable easy access to data to aid in decision-making from anywhere in the hospital complex.

Standardise the IT infrastructure to simplify information sharing and reduce management and scaling costs while maintaining availability, uptime and compliance requirements. Enable interoperability with the many medical information systems to ease information sharing. Focus on streamlining workflow and

optimizing processes to reduce the

burden on caregivers. Connect

hospitals and primary care physicians

to coordinate patient care and

increase staff productivity.

Being overloaded, caregivers lack

the resources for integrating time-

saving patient care technologies

into daily workflow routines.

Critical patient data can be lost, misplaced, or even misread. Delays in information management can affect decision-making. IT and storage costs are exploding.

There is too much information to

process, which can slow decision-

making and thus, patient care. As a

result, access to information is

limited and errors are made.

The Consequences The Challenges The Needs

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Our Vision: Better healthcare starts with better information

OK OK Accident

Pain Prevention

First Aid

Diagnosis Treatment Therapy Nursing

Healthcare providers

Health insurance

Ministry of Health

Patient organizations

Academic Hospital

Mental Health

Revalidation center

Diagnostic Center

General Practitioner

Nursing Home Elderly Care

Pharmacy drugstore

Regional Hospital

Ambulance services

The aging population, the improvements in the quality of care, the shortage of medical staff and the growing necessity for greater cost efficiency and patient safety will continue to increase caregivers’ and patients’ expectations around access to information. Information is the foundation on which healthcare will move forward, transitioning from treating illness to managing wellness.

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When healthcare is information-driven …

… data becomes knowledge that moves healthcare beyond episodic care to prevention.

… patients are empowered to take control of their own health by being connected to better information.

… information is interconnected so that it is available when and where it is needed to save lives.

Dell Healthcare connects people to the right technology and processes to create information-driven healthcare and accelerate innovation.

14 DELL Confidential Dell Healthcare

We help create information-driven healthcare

• 13,000+ healthcare & life sciences professionals

• We support over 10,000 Healthcare providers, health plans, pharmaceutical, biotech, medical device, diagnostic and scientific instrumentation customers worldwide

• Leading Healthcare Information Technology Services provider1

• Dell Healthcare & Life Sciences is with $2.6 billion (FY11) the second largest Healthcare IT company2

• Our Clinical Archive Cloud manages more than 65 million clinical studies and 4.5 billion diagnostic imaging objects on behalf of more than 800 clinical sites in North America3

• We provide OEM services to 70+ Healthcare and Life Sciences

software, medical device and scientific instrument providers

1) Source Gartner 2011 [url] 2) Source Healthcare Informatics 2011 [url] 3) See real-time ticker

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With a portfolio of solutions that address healthcare needs at every level

Vertical Solution Domains

Horizontal Solution Domains

Technology Solution Domains

End-Point Devices

Servers Storage Networking Software Systems

Management

Service Solution Domains

Next Generation End-User Computing

Intelligent Data Management

Next Generation Datacenter

Mobile Clinical Computing

Medical Records Digitisation

Unified Clinical Archiving

High Performance Computing

Application Services

Business & IT Consulting

Managed

Services Cloud

services Configuration & Deployment

Healthcare Strategic Partner Solutions

Security and Privacy

Support Services

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Our key technology blocks that help deliver information-driven healthcare

Flat Unified

Unified Intelligent Easy Flat

Servers Storage Networking End Point Devices

Systems Management

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• 30% of all digital capacity by 2014 will be medical content • 20% healthcare IT budget is used for storage • 45% of storage capacity is dedicated to medical imaging • 65% of providers retain images forever • 95% is unstructured data, rarely accessed after creation

Unified, virtualized IP

storage

Uncomplicated and versatile

EqualLogic PS & FS

D2D and D2T backup targets &

appliances

Simple protection and recovery

PowerVault DR, DL & TL

Multi-protocol enterprise

storage

Self-optimized and powerful

Compellent Storage Center

Archival storage

Massive scale and content-aware

DX Object Storage Platform

Modular disk storage

Value and performance

PowerVault MD & NX

With an intelligent storage portfolio to manage patient data efficiently

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And an archiving solution to efficiently store, manage and share medical data

Radiology Oncology Cardiology Women’s

health Pathology

Unified Clinical Archive

Clinical On Premise Archive Object based storage platform

Clinical Cloud Archive Managed Enterprise Archive

Clinical Data Management Data Consolidation and Information Life cycle Management

Clinical Collaboration Portal Cross Enterprise Data Access and Distribution

Unified Clinical Archive

Medical Record

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A mobility solution to save time while accessing patient data on the move

Application provisioning

Single passwords

Location Awareness

Mobile Clinical Computing

Data Security

• Information stored in the data center – not the endpoint

• Role-based delivery of applications and data

Clinical Efficiency

• Single Sign-On and application auto launch

• Session Transfer

• Follow-me printing

IT productivity

• Dynamic provisioning

• Patch management

• Standardization and simplification

A virtual desktop for healthcare professionals with the

ability to roam a session from one device to another

>

<

Session mobility

Fast access to data

Data

Security

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Healthcare ISV Alliance Program Empower caregivers with innovative IT solutions

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A flexible ISV Alliance Program designed to help you do more

Qualify, design and validate

Agree, plan, train and price

Procure, build and deliver

Support sales and market

Service and support

Globally owned 24/7

support infrastructure

Dell online parts dispatch

Service delivery manager

Mission-critical support Same day, 2 hr, 4 hr, 8 hr

Custom fulfillment

and installation

Asset management

Order consolidation and staging

OEM-centric customization

Application and image management services

Supply-chain consulting

Design Manufacture

and fulfillment

Global support

Business process reengineering

Organizational change management

Testing and validation services – proof-of-

concept labs

Cloud services

Engineering services

Leverage the power of our supply chain with Dell OEM Solutions

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Improve your competitiveness by taking advantage of Dell PartnerDirect

Reward unique partner solutions capabilities

Security

Storage

System Management

Server

Networking

Certified Practice Areas

Enable resale opportunities across the IT spectrum

PartnerDirect enables a Healthcare ISV to join Dell on a country by country basis

in case product customizations and/or bespoke OEM services are not required.

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Collaborate with Dell Healthcare Sales & Marketing forces to extend your reach

Dedicated Healthcare Marketing Resources to create joint value propositions and help you get your solutions to the healthcare market

Dedicated Healthcare Sales Resources to help you engage with our large installed-base and jointly offer our combined solutions

Dedicated Technical Resources to help you test, certify and benchmark your applications on our systems

Healthcare Director

Sales External

Sales Internal

Solutions Consultants

Healthcare Marketing

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Streamline order processing and lower procurement costs with our Global Portal

• Dell Premier – streamlined order processing with timely order confirmations

• PremierConnect – integration into your existing ERP applications to eliminate dual-order entry processing and provide seamless order flow between you and Dell

• Global Portal – one destination for all global purchasing needs with consistent pricing, standards and account

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Protect the IT health of your customers with Dell ProSupport

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* Dell Services ranked #1 for onsite support response time - 1Q11 Corporate Service & Support Customer Satisfaction Study, June 2011, Technology Business Research.

NBD Parts HUBs

Repair centers

Command centers

Tech support sites

• 24x7x365 support with technical specialists who own incidents through resolution

• Next Business Day onsite service with four and eight hour parts & labor response options*

• Third party collaboration for hardware and software issues

• Proactive problem avoidance, remote monitoring and self-support options

• Robust reporting capabilities providing full visibility into the health of your customer’s environment

• Escalation management with customer-set severity level options

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Imaging Infotainment Acute EHR

Creating healthcare success for our ISV Alliance Partners is what motivates us

Ambulatory EMR

Enterprise & Supply Chain

OR & ER

Genomics

Lab Analysis and Analytics

Claims

Clinical Trials

Dental

Note: Alliances with healthcare ISVs are either based on OEM Solutions, PartnerDirect and/or collaborative sales & marketing, and may differ from country to country

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Healthcare ISV Your success is our passion

+

A four-fold Alliance approach let you choose the Go-to-Market strategy

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+ Value Added

Reseller

Healthcare ISV Product Division supported by Dell OEM Solutions

Healthcare ISV (local) VAR supported by Dell PartnerDirect

Healthcare (local) Sales Office collaborating with Dell Healthcare

ISV Solution powered by Dell

&

Healthcare ISV

Healthcare ISV

Healthcare ISV

ISV Solution powered by Dell

ISV Solution powered by Dell

+

Healthcare ISV (local) Sales Office supported by Dell Partner Direct

ISV Solution powered by Dell

Healthcare ISV

Dell is where you need us …

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Canada

Colombia

Argentina

Brazil

Chile

Peru

Puerto Rico

Americas

USA

Mexico

Panama

APJ

Australia

China

Hong Kong

India

Korea

Japan

Taiwan

Malaysia

Indonesia

New Zealand

Thailand

Singapore

EMEA

Austria Belgium

Czech Republic Denmark

Finland

France

Germany

Greece

Hungary

Ireland

Italy

Morocco

Netherlands

Norway Poland

Russia

Portugal

Scotland

Slovakia

South Africa

Spain

Sweden

Switzerland

United Arab Emirates

United Kingdom

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Accountability and Coordination

…and provides one team working to help you meet your goals

Confidential

Your Global Account Team Global Account Manager/ Account Executive

Healthcare ISV

A EMEA team committed to being continuously ready to support you

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• Overall relationship management

• Single point of contact

• Confidential roadmaps/ Quarterly Reviews

Storage Solutions

Expertise

Daily Account

Management

Enterprise Systems

Expertise

Alliance

Management

Services & Support

Expertise

Eric van ‘t Hoff (EMEA) Healthcare Alliance Mgr.

+31 6 83642573

• General assistance • Product quotes • Order status • Escalations • Channel conflicts

• Roadmap updates for server, storage, switches

• Pre-sales technical support

• On-site architecture assistance

• 3rd-party software and peripherals

• Long life cycle products • Customizing (e.g. BIOS

activation, asset tagging) • Support with regulation

• Professional services • Customer services • General technical support • Marketing and Sales

support

Your account team can help you with:

Name (N.A.) Healthcare Account Mgr.

Contact Information

Name Global Account Manager

Contact Information

Name Internal Sales Rep.

Contact Information

Name Program Manager

Contact Information

Name Service Manager

Contact Information

Customer Customer Care

Contact Information

Name Technical Support

Contact Information

Name Solution Consultant Contact Information

Name Solution Consultant Contact Information

33 Confidential

The Dell Healthcare ISV Alliance Program is designed to help grow your software business by simplifying, standardizing,

automating and servicing the IT environment of your healthcare customers.

Join Dell and empower caregivers with innovative IT solutions that incorporate the latest technologies.

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Thank You