Building a Successful Healthcare IT Practice with gloStream

Building a Successful Healthcare IT Practice with gloStream Gregg Hammerman gregg@glostream.com Director of Business Development and Strategy November 10, 2010

Agenda • Healthcare Market Opportunity and Background • gloStream’s 3P Strategy • Products • Processes • Partners • Why create a Healthcare IT Practice? • The gloStream Partner Program • Getting Started

HealthcareAn Industry In Transition • The last paper-based industry • Traditionally an IT industry laggard • Healthcare reform: cost, efficiency and quality are drivers • Attitudes are changing: all stakeholders demand it • Patients • Government • Insurance companies • Health systems

The Healthcare Market Opportunity • The EMR market is a “greenfield” opportunity • Federal Stimulus • $20 billion set aside for physicians who are meaningful usersof certified EMR technology • Medicare: $44,000 per provider • Medicaid: $64,000 per provider • Physicians are paid over 5 years, high incentives to implement in 2011 and 2012 • Physicians will be penalized if they are not using EMR by 2015

Medicare Payment Schedule -Medicare providers who practice in health professional shortage areas (HPSA’s) will have their incentive payments increased 10%.

State of the Market Market Stats • 600,000 office-based physicians nationwide • 250,000 practices • 95% of physicians are in small practices (<10 docs) • 30% are in solo or two-person practices • 5000 Hospitals

What percentage of Doctors are currently using a fully functional EMR? • 0-20% • 20-40% • 40-60% • More than 60%

State of the MarketCurrent Adoption

We Know All The Key Variables

gloStream Strategy – 3P’s Partner - Community that can address demand Product - Ease of Use - Customizable deployment gloStream Strategy Process - gloDNA - Speed/Leverage - Automate processes

Product - Familiar Look and FeelEasy to Learn, Use and Support

Architecture BenefitsgloStream’s Unique Use of Microsoft Technology

gloStream embedded with MS OfficeFlexible, easy to use, and worldwide standard • The only EMR and PM solution with Microsoft Office built-in • The results for our customers are significant: • Users have access to feature-rich technology they can customize and use to collaborate with other team members whether in their office or working remotely • Microsoft Word is the de-facto standard and most people already know how to use it, the majority of our clients are already familiar with our technology so training time is condensed • Doctors using our EMR are up to their full patient load in a matter of days or weeks, not months

What Microsoft is saying about gloStream “The EMR space is one of the hottest spaces and Microsoft is making some huge bets in this space. I love the gloStream solution. They’re one of the only companies out there to have embedded Microsoft Office in a very, very innovative and easy to use way and I think they’re going to take the EMR market by storm.” – Rodney Bowens-Wright, Director of Business Development, Strategic and Emerging Business Team, Microsoft

gloStream Detailed Needs Analysis Proprietary Methodology Consult Scan Proposal Protocol Wellness gloDNA process = 100% implementation success

The Opportunity for Partners gloStream provides Partners with Products and Processes to enter the Healthcare IT market Market needs fit partners capabilities Partners can provide the “whole solution” Partners are looking for new markets Physicians represent long-term relationship potential, managed services, and other revenue

Why create a Healthcare IT Practice • Similar concept and reasons to create as law firm practices (real estate, intellectual property) • The Practice becomes the trusted expert • Compelling reasons to do this: • Differentiate your business • Become the known expert • Mitigate commoditization risk

Polling Slide 2 What is the average annual managed service revenue per medical practice? • $2,000-$5,000 • $5,000 - $10,000 • $10,000 - $15,000 • More than $15,000

Partner Deal Analysis 10 Deals, 31 Providers = $1.36M Total

gloStream Partner Program • The only 100% Partner-driven business • We never compete with our Partners • Attractive software discounts • High margin software revenue • Opportunities for additional/recurring revenue streams • We focus on our Partner success by providing: • Comprehensive and ongoing training • Roadmaps & playbooks • Assistance with product demonstrations • Marketing campaigns • Continuous training • Our Partner’s success = gloStream success

Expert Sales resources We are the only EMR Vendor that provides expert sales resources dedicated entirely to the success of our Partners Our Territory Managers and Practice Specialists guide and mentor our Partner salespeople through prospecting process to help fill their pipeline This team also assists Partners with product demonstrations, proposal creation consultation, sales meetings and closing meetings We provide sales and marketing resources at local and regional medical society tradeshows and we provide sales resources to support you at physician events

Marketing Support & Partner Portal • gloStream engages in a robust set of marketing activities that promote Brand awareness and drive Partner Sales • Print and online advertising • Direct mail • Tradeshow execution • Lead buying • Social media • Search engine optimization • Economic stimulus webinars • Collateral development • Case study and whitepaper development • All of our Marketing material is designed to be fully customizable by our Partners and readily accessible on our Partner Portal

gloStreamPress Coverage

Partner education - gloUniversity • We provide a comprehensive set of training courses to enable Partners to become trusted advisors and highly knowledgeable experts • Our Partners gain a strong understanding of the healthcare industry, physician’s office workflow, and terminology • gloU Certified Sales Training: • Provides Partner sales staff an interactive educational experience that enables them begin to market and sell the gloStream software • Partner sales teams learn every step of the gloDNA sales methodology, cold-calling techniques, skills to secure prospect appointments, objection handling, and closing techniques. • Partner trainers and engineers graduate from gloU knowing how to train, implement, and support their customers.

Partner Community • gloStream hosts regular webinars for our Partners: • gloStream operations • Sales promotions • Marketing activities • New tools • Product and industry information • Our Senior Leadership team regularly meets with our Partners at in-person Regional Partner Roundtable meetings • Our goal is to build a strong Partner Community with great communication and collaboration

What the Channel is saying about gloStream • gloStream’s partnership with Microsoft named by CRN Channel Web as “one of the 10 Collaborations That Will Impact The Health-Care Space This Year And Beyond” “The Pulse: gloStream is a 100 percent channel company with a growing partner program. The company has been active in touting its products in line with stimulus opportunity…. Watch for gloStream to continue to gain traction among EMR-savvy solution providers.”

gloStream Partner Feedback “When gloStream says they are dedicated to their Partners, they mean it. They provide in-person sales and technical training, Partner marketing materials, collaboration tools, Partner support, and a local Territory Manager who is there to help us.” --Randy Bankofier, 24x7 I.T. Solutions (Portland, Oregon) “If you’re looking to build a Healthcare IT Practice and sell electronic medical record software, gloStream provides a great partnering opportunity. We recently completed a deal that drove revenue in virtually every part of my business from application development to support.” --Michael Cocanower, IT Synergy (Phoenix, Arizona)

Next Steps: • Ask Questions • Contact the gloStream Practice Specialist team at info@glostream.com or call 877-456-3671 • Attend upcoming webinars • Building a Successful Healthcare IT Practice (Repeat) • Tuesday, November 16nd (12pm – 1pm EST) • Meaningful Use • Wednesday, November 10 and 17 (12pm – 1pm EST) • gloStream Partner Program • Thursday, November 18 (12pm – 1pm EST) • For the full schedule, and to register, visit gloStream online at www.gloStream.com/emr-partner-webinars

Building a Successful Healthcare IT Practice with gloStream