NEXT GENERATION CLINICAL ENGINEERING APPLICATION Sales Battlecard

www.nuvolotechnologies.com • 844-4NUVOLO (844-468-8656)

NEXT GENERATION CLINICAL ENGINEERING APPLICATION Sales Battlecard

Healthcare Industry Challenges

The healthcare industry is undergoing significant changes in today’s ever evolv-ing landscape of financial, regulatory, and compliance challenges. The core mis-sion of any Healthcare organization is to increase the quality and effectiveness of patient care and safety and generate revenue for the organization. In order to do both of these effectively, healthcare providers need a single, authoritative platform to proactively manage, track, ensure compliance, measure and report on all medical devices and equipment.

Traditional Computerized Maintenance Management Systems (CMMS) are designed to help facilities ensure proper management and tracking of clinical assets. These providers are largely older, legacy client-server based solutions. Legacy CMMS technology has seen little if any evolution in recent history. These systems may have been adequate for the challenges of the past; however with the massive regulatory and compliance burdens that Healthcare organizations are now facing, there are major gaps in these legacy systems overall capabilities.

The challenges with clinical asset management and compliance effect every healthcare organization, independent of size or location. Legacy CMMS technol-ogy is very limited in terms of capability, scale, ease of configuration and integra-tion as well as critically requirements for analytics and reporting.

Nuvolo – Next Generation Clinical Engineering Application Overview

Built on ServiceNow’s cloud-based platform, Nuvolo’s revolutionary Next Gener-ation Clinical Engineering Application was designed to meet the growing needs and challenges of a more modern healthcare organization. The application was architected from the ground up with the complex challenges of enterprise health-care in mind; to be scalable, flexible, cloud-based and capable of consolidating multiple legacy client-server based CMMS systems. Nuvolo allows healthcare customers to realize the benefits of leveraging a single platform and authoritative source (CMDB) for 100% of the organization’s clinical assets.

The Nuvolo solution helps these companies manage patient-care costs, reduce audit exposure, and minimize liability resulting from medical device recall and product safety issues. It comes with a robust reporting and analytics module that is purpose-built to meet the complex regulatory and compliance needs of today’s healthcare industry.

New Suspect – Clinical Engineering Application - Conversation Starters

• Many of our customers have multiple clinical engineering systems in place as a result of consolidation or acquisition and would like to have one. Does your organization have the same challenges?• For a lot of clients, work order management and resource assignment is not as efficient as it could be and their systems limit their ability to streamline this process. Does your team have similar issues?• Managing and remediating medical device product safety alerts & recalls across the entire health system can be a tedious, time-consuming, and manual process, which creates significant liability. Is your organization looking for way to help automate and document this process more efficiently?• With more regulatory oversight driving compliance-based requirements; many of our customers struggle with a lack of ad hoc reporting and clinical engineering analytics. Is this something that you’re experiencing? • Many of our customers have cost cutting initiatives in place within their organiza-tions. Consolidation of clinical engineering systems has proven to be an effective way to save money. Is your organization looking at how to standardize systems and streamline internal procedures?• Audit preparation tends to be a very costly and time-consuming process for many Healthcare organizations. Are you able to produce auditable records for compliance purposes easily or efficiently?

Clinical Engineering – Prospect Objection Handling

The following objections are designed to help support your ability to have a mean-ingful sales conversation about Clinical Asset Management with a prospect. Below is a summary of some of the most common objections that Nuvolo encounters when calling on a new clinical engineering suspect or prospect. While this is not a complete list, it does represent a good starting point to get you comfort-able with the common discussion points and objections that you may hear when speak-ing to a management level resources within Clinical Engineering. The core objective for the every prospecting call is to get a firm commitment on a next step. The next steps are to schedule an on-site meeting, demo or call with Nuvolo SME (Matt Lepselter). • We would like to schedule an on-site meeting • We would like to schedule a discovery call • We would like to set you up for a call with you Healthcare SME – Matt Lepselter • We can schedule a demo

www.nuvolotechnologies.com • 844-4NUVOLO (844-468-8656)

NOTE: If you have done a good job of handling these high-level objections, chances are likely that the prospect will continue asking questions. Nuvolo sug-gests that you pause here to praise your prospect for asking great questions; then suggest that since “you’ve clearly caught their interest”, the best next step would be to schedule a remote/online demonstration with the ServiceNow / Nuvolo team to answer all of their questions. This will be a great forum for your prospect to have their questions answered and allow them to see the Nuvolo solution first hand.

OBJECTION #1: Our IT team doesn’t use ServiceNow currently and is heavily invested in our current ITSM system.

RESPONSE #1: Great to hear that your team is already leveraging a dedicated ITSM system. Thankfully, Nuvolo’s Biomedical Asset Management system is avail-able as a stand-alone solution and does not require ServiceNow as a pre-requisite.

NOTES #1: Nuvolo’s Next Generation Clinical Engineering Application does NOT require any existing ServiceNow ITSM licenses or an install base. To take advan-tage of the new Clinical Engineering application, the customer would only need to purchase the appropriate number of ServiceNow CreateNow licenses to access the platform.

OBJECTION #2: We already have several CMMS systems in place across the organization; why would we want ANOTHER one?

RESPONSE #2 Nuvolo provides the opportunity to consolidate all legacy CMMS applications onto Nuvolo’s single, centralized platform (CMDB). Enabling signifi-cant efficiencies across the organization (i.e. cost reduction, consolidation of mul-tiple systems, and reduced audit exposure)

NOTES #2: Nuvolo’s solution is unique in the market-place & as such your pros-pects may not be accustomed to hearing this messaging. Referencing — Ability to leverage a single authoritative CMDB for ALL of their Clinical Assets, will help to set you apart and make you sound like an expert in clinical engineering.

OBJECTION #3: What sets Nuvolo apart from our current CMMS system(s)? (GREAT buying question, you’ve got them on the hook, now reel them in by sched-uling a demo)

RESPONSE #3: Nuvolo’s Biomedical Asset Management software is revolution-ary in design; enabling previously unprecedented levels of flexibility and scalability.

In addition, Nuvolo’s ability to help Healthcare organizations handle many of the complex audit & regulatory compliance challenges of today, is second to none. Nuvolo leverages the ServiceNow SaaS platform to drive innovative change for the Healthcare Industry – Let’s schedule a demo to show you what I mean. NOTES #3: When in doubt, keep the conversation very high-level, and go back to your goal of scheduling a demonstration to answer their questions and let them see the solution for themselves / draw their own conclusions.

OBJECTION #4: The organization is looking for ways to reduce costs. I am not sure there would be even budget for an initiative like this?

RESPONSE #4: Great, I’m so glad that you brought that to my attention up-front. More often than not our prospective customers are looking at the solutions to do exactly that – cut costs. Through a process of consolidating legacy CMMS systems & moving to a single authoritative source of all clinical asset data, the organization will see significant financial savings. While this may sound too good to be true, lets schedule some time for a demonstration to show you exactly what I mean by that.

NOTES #4: Healthcare organizations are heavily regulated & deal with signifi-cant audit liabilities in every decision they make in regards to their infrastructure; as such you will find that questions like this regarding available budget are very common. The efficiencies that Healthcare organizations will gain by moving to Nuvolo’s Asset Management Solutions are significant and they will absolutely understand once they get to see a detailed demo of the software in action.

Key Contact Information:

Matt LepselterHealthcare Account ExecutiveNuvolo Technologies Mobile – 973-224-0324mlepselter@nuvolotechnologies.com

Tom StanfordCEO Nuvolo Technologies 203-253-3300 (mobile)tstanford@nuvolotechnologies.com

NEXT GENERATION CLINICAL ENGINEERING APPLICATION Sales Battlecard