Sponsored by: Drive Net New Revenue By Helping Your Customers Find and Win Grants

Transcription

1 Sponsored by: Drive Net New Revenue By Helping Your Customers Find and Win Grants

2 Drive Net New Revenue By Helping Your Customers Find and Win Grants Presenters: Ronald Sheps, Public Sector Programs Westcon Group North America Ronald Sheps is the Vertical Markets Manager for Westcon Group North America. He has been with WGNA since Ron received his technical background in the Air Force, where he worked with guided missile systems. He attended college at Columbia University. Mr. Sheps has served as Chairman of the Board of Directors of the Technology Student Association of America, and currently serves on the Industry Advisory Board of the Consortium of School Networking. He also served as Vice President of the American Association of Engineering Education, College Industry Division. Jeff W. Smith, President True Upside Consulting Jeff Smith is the President of True Upside Consulting, an industry-leading Public Sector focused consulting firm. Under Mr. Smith s direction, True Upside specializes in helping companies build and sustain profitable growth strategies in the public sector marketplace. True Upside provides short term strategic growth plans, merger and acquisition due diligence support, training, and capture management expertise. Beverly Santicola, President and CEO U.S. Government Grants Beverly Santicola is a national training consultant with expertise in grant writing, nonprofit leadership, project management, and community development. Since 2001, she has trained more than 1,500 nonprofit organizations throughout the United States, including city, county, state and federal government agencies; schools, colleges and universities; hospitals and healthcare providers; churches, faith-based organizations and other nonprofits. Santicola remains active in the field of grant writing and works with a team of affiliates that have generated more than $100 million in grants for their clients over the past eight years.

3 About Westcon Group Founded in 1985, world s leading specialty distributor of networking, convergence, security, mobility and collaboration solutions A multi-national company operating in 20+ countries with annual revenue over $3B Serves customers in over 100 countries worldwide, with world-class logistics capabilities Focused on making our customers more successful - we sell through value added resellers, carriers and systems integrators in the Americas, Europe and Asia Only distributor in the world authorized to carry products from all leading convergence manufacturers, including Cisco, Avaya, Juniper and Polycom Parent is Datatec: investment company in South Africa publicly listed on Johannesburg and London (AIM) markets 3

4 About Westcon Group Corporate Principles: Make our customers more successful than their competitors Be a significant contributor to our vendor s success Continuously evolve and improve our internal effectiveness and efficiency Profitability driven earnings first, revenue second Corporate Goals: Deliver profitable solutions to the channel Align infrastructure to meet market conditions Evolve value-add business model to meet customer needs Maximize resources to gain efficiencies and increase productivity throughout supply chain Assure long-term viability of customers Most important of all: All of our business goes through our partners We can only succeed by making our partners more successful!

5 Leaders in Vertical Market Initiatives Westcon and Comstor are synonymous with Vertical Market Success for our partners. Westcon Healthcare, Comstor Healthcare Whether it is a Doctor s office, Clinic or Hospital, our selling guides smooth the sales process for our partners, equipping them with the tools they need for success Westcon Federal This unique program has been designed to help our partners understand technology opportunities in the Federal Government, identify critical Recovery Act resources, and track up-to-the-minute status of funded programs and initiatives Westcon Public Sector Our industry leading program has simple goals: ensuring our partners understand what technologies are being funded by the government, and where to find these projects on a local level Westcon E-Rate Express Program Our industry leading program has led to hundreds of millions of dollars in awards via assisted implementations, financing assistance, and guidance navigating the FCC and Schools and Libraries Division of USAC Smarter Edge Education Sales Program Local level school databases and school construction lead alerts from our get our partners involved in specifying and designing America s schools, not just bidding on them

6 Three Pillar Approach to Public Sector Selling Pillar One Identify the Market 15,800 School Districts in America, each with: A bid list Commodity codes Purchasing directors 10,000 Post Secondary Institutes with: Department heads Different campuses IT directors 3,141 Counties, each with dedicated purchasing processes 5,739 Hospitals in America Westcon has a program created to give you the contact information for each of the decision makers at each of these locations. We have copyright permission to share this data in electronic format. Pillar Two Identify the Funding (follow the money) Monthly updates on ARRA funding and who is getting it. Tutorials on discovering, downloading, and completing grant applications. 24,000 schools bought voice and data hardware via the E-Rate last year. Product sets designed for grant approval. Westcon has access to every school, every city, every state, every county, every university bid in America. We get these updated on a daily basis. We can download the bid itself, as well as give you the contact information for the bids administrator. We know what bids they have handled in the past 3 years, and how everyone bid in the past.

7 Comstor and Westcon Public Sector Pillar Three Identifying Solutions, Products and Talking Points for Your Sales Visits At the Public Sector website, we take the next step; preparing for the sales call. On an ongoing basis we update a list of six to eight of the key technology solutions being sought out in each of the key Public Sector markets. We discuss what they are, and a set of products others are already using. We support these recommendations with White Papers and Newspaper clippings of successful implementations. Lastly, we create 2 or 3 page sales guides easily downloaded as PDFs to take along on your sales visit. publicsector.comstor.com publicsector.westcon.com

8 Comstor and Westcon Healthcare Comstor Healthcare Westcon Healthcare healthcare.comstor.com healthcare.westcon.com Contacts: Ronald Sheps, Public Sector Programs (GEM) Westcon Group North America Stu Schwartzreich Director of Federal Sales Westcon Group North America

9 Sponsored by: Federal Market Overview Jeff W. Smith Senior Principle Consultant True Upside Consulting, LLC

10 Federal Market Overview 2011 Budget still in flux Healthcare Reform Act debate In-sourcing initiatives creating confusion Contracting Offices confused on funding sources Primes concerned about additional oversight Many major I.T. projects on hold Some major programs finally moving forward NETCENTS-2 Air Force EAGLE II SB Department of Homeland Security

11 Healthcare Reform Act Still looking very precarious Insurance lobby pervasive Likely to not make it out of the House ~20% will flow to I.T. and I.T. related purchases Public Option debate persists Political partisanship blurring Long term impact still very uncertain

12 Selling Through the Market Realities Budget, Budget, Budget Contracting Officers critical to selling process Necessity spend still happening Scoping Projects for future funding critical 2011 Budget knowledge key Discretionary funding a real opportunity Grants 2011 Funds Contract Portfolio and Funnel must be robust

13 Sponsored by: Telehealth The Secrets to Capturing Funded Healthcare Opportunities Beverly Santicola President and CEO U.S. Government Grants

14 Agenda Definitions and Examples of Telehealth Federal Funding & Who Gets Grants How to Find Grantees and Potential New Customers How to Find Grant Opportunities For Your Customers How to Help Customers to Win Grants

15 Telehealth Definitions and Examples Sponsored by:

16 Telehealth TeleMedicine - medical consulting via telecommunications TelePharmacy - pharmacy software, remote dispensary and consultation TeleRadiology transmission of X-rays, MRI, and CT scans TeleMental Health access to mental health 16

17 Latest Applications TeleCardiology collaboration among heart surgeons TeleOphthalmology used in diabetes care TeleDentistry dental care, consultation, and education

18 Telehealth Services Examples The Doctor Is In Specialist referral services Patient consultations Remote patient monitoring Medical education Medical and health information

19 Examples of Telehealth Centers Ozark Mountain Health Foundation Electronic Health Records (EHR) Wide Area Network (WAN) Susquehanna Valley Rural Health Partnership Health Information Technology (HIT) Decentralized Pharmacy Eastern Montana Telemedicine Network Medical Specialties & Mental Health Services Montana and Wyoming Indiana Rural Health Association Telemental Health Outreach Grant from HRSA Cherokee Health Care System Telepharmacy Video Demonstration

20 Ozark Mountain Health Foundation - Arkansas

21 Susquehanna Valley Rural Health Partnership

22 Eastern Montana Telemedicine Network

23 Indiana Rural Health Association

24 Cherokee Health Systems - Tennessee

25 Demonstration Video on Telepharmacy

26 Federal Funding and Who Gets Telehealth Sponsored by:

27 How much federal funding is there? $19 billion for health information technology (HIT) $4.7 billion for NTIA s Broadband Technology $2.5 billion for USDA s Distance Learning & Telemedicine $1.5 billion for HRSA for health centers & equipment $85 million for Indian Health IT & Telehealth technologies Total = $28.5 billion

28 Who Gets Telehealth Grants? Government Education Healthcare City County State Partnerships K-12 Private Colleges Universities AHEC Clinics Dentists Health Centers Health Networks Hospitals Indian Tribes Physicians

29 Associations To Connect to Potential Customers National AHEC Organization National Association of Community Health Centers National Cooperative of Health Networks Association American Telemedicine Association

30 Area Health Education Centers (AHEC)

31 Area Health Education Centers Tuskegee AHEC Benjamin P. Rackley, BS, Executive Director 2400 Hospital Road, Bldg Tuskegee, AL Phone: Website: Alaska Center for Rural Health Alaska s AHEC Beth Landon, MBA, MHA, Director UAA, 3211 Providence Dirve, DPL 404 Anchorage, AK Phone: Fax: anbml@uaa.alaska.edu Website:

32 University-Based Telehealth Grantees Texas A&M University Telemental Health College of Education & Human Development Midwest Alliance for Telehealth & Technology Kansas University Medical Center Michigan State University Purdue University University of Kentucky College of Medicine Telemedicine Disaster Preparedness using Videoconferencing

33 College of Education and Human Development

34 Midwest Alliance for Telehealth and Technology Resources

35 University of Kentucky College of Medicine

36 How to Find Potential Customers Telehealth Grantees Sponsored by:

37 Grantees = Potential Customers Community Health Centers Rural Health Networks Migrant Health Centers Health Care for the Homeless Public Housing for Primary Care Native Hawaiians Indian Tribes

38 Locate Community Health Centers

39 Health Resources and Services Administration

40 Sample of Search Results

41 Locate Rural Health Networks

42 Locate Rural Health Networks

43 Search Results for Grantees by State

44 Special Populations

45 Locate Indian Tribes

46 Tribal Directory

47 Indian Health Service

48 Broadband Grantees

49 Search: Organization, Project, Program or State

50 Broadband USA

51 How to Find Grant Opportunities for Your Customers Sponsored by:

52 10 Places to Find Telemedicine Funding Grants.gov Universal Service Administrative Company (USAC) Agency for Healthcare Research & Quality (AHRQ) National Institute of Health (NIH Telemedicine Information Exchange (TIE) HRSA-Office for the Advancement of Telehealth (OAT) State of Washington & National Community of Science American Telemedicine Association Rural Assistance Center

53 Find Grant Opportunities Sign up for free notifications

54 Find Grant Opportunities

55 Find Grant Opportunities

56 Keyword Search for Telemedicine Grants

57 Other Search Options

58 30+ Pages of Grant Opportunities for Health

59 Universal Service Administrative Company

60 Agency for Healthcare Research and Quality

61 Funding Opportunities

62 Telemedicine Information Exchange

63 HRSA Office for the Advancement of Telehealth

64 IACC Infrastructure Database for Funding

65 COS Funding Opportunities

66 American Telemedicine Association

67 Rural Assistance Center

68 Found in RAC Free Newsletter $250,000 Grants

69 How to Help Your Customers Win Grants Sponsored by:

70 Register, Recruit, Develop, Plan, Write, Win Grant Component Grants.gov Registration Recruit Partners Program Development Implementation Plan Proposal Writing Award Notification Timeline 1 month 2-3 months 6-12 months 2-3 months 1 month 3-6 months

71 Scoring of Federal Grants Broadband Grant Criteria Purpose Benefits Viability Sustainability

72 Key success factors! Compelling Problem Extent of Need Credibility of Applicant Accuracy of Application Clarity Consistency of Story

73 Summary Definitions Examples of Services $28 Billion in Federal Grant Opportunities How to find Potential Customers Broadband Match How-to Help Customers Find Grant Opportunities The Winning Combination Patience & Persistence

74 Save The Date: HTC Part 2: April 15, 2010 Ronald Sheps, Public Sector Programs (GEM) Westcon Group North America 520 White Plains Road Tarrytown, New York Stu Schwartzreich Director of Federal Sales Westcon Group North America 520 White Plains Road Tarrytown, New York Watch our web site for a special invitation! Keep a look out for our June date when you can invite your healthcare customers to a special session we are planning just for them!