Accelerating Cloud Adoption in Healthcare ClearDATA = Microsoft Partner of Choice for PHI Applications Austin, TX (HQ) Phone: + 1 (833) 992-5327 Making healthcare better every single day. 101 West 6 th Street, Suite 310 Support: + 1 (602) 635-4004 Austin, TX 78701, United States Web: www.cleardata.com
Agenda ClearDATA • Intro • ClearDATA Background • Overview • Solution Review • Questions 2 Proprietary & Confidential SECURE • HEALTHCARE • CLOUD
ClearDATA Overview ClearDATA is the nation’s only healthcare -exclusive cloud computing company. As the healthcare market leader, ClearDATA products and services are positioned to solve the three fundamental changes facing Healthcare IT: • Modernizing Infrastructure • Securing and protecting patient data • Improving data interoperability ClearDATA is headquartered in Austin with national coverage Founded: 2009 Solution Areas: Security & Compliance, GDPR Practice Key Verticals: Healthcare Payer | Healthcare Providers |Healthcare Pharma/Life Sciences |Healthcare SaaS Companies |Biotech Target Client Base: Enterprise, Mid- Market, and Startups Proprietary & Confidential www.cleardata.com
Our Expertise We've Earned the Trust of Clients Across Healthcare & Life Sciences PROVIDERS LIFE SCIENCES HEALTHCARE TECHNOLOGY PAYERS To Help Them Build Innovative Applications in the Cloud in a Secure & Compliant Manner At-Scale Analytics/ M&A IT Transformation Consumer Data Center Next Gen Unify Test Core Genomics Integration Modernization Mobile Extension B-Up/DR & Production Collaboration Proprietary & Confidential www.cleardata.com
ClearDATA Enabling Innovation ACCELERATE AUTOMATE REMEDIATE DEMONSTRATE INNOVATE Digital Eliminate manual, Privacy, Security, Continuous Accelerate cloud fragile processes, compliance Transformation Compliance adoption allows enterprises to automate cloud, monitoring, automated be modern and agile security & alerting, evaluation & – unlocking compliance visualizing remediation innovation 5 Proprietary & Confidential SECURE • HEALTHCARE • CLOUD
Common Misconceptions Common Audience CIO CIO are a core audience CISO CISO, Info Sec, Compliance, Regulatory Office Director We tend to work in multiple areas of the Business. VP , Dir Applications, Data, Innovation, etc.. VP IT VP IT Proprietary & Confidential www.cleardata.com
How We Can Help Partnership – 3 Key Takeaways When you hear PHI, PHI Applications REQUIRE ClearDATA bring in ClearDATA Enhanced Protection and Accelerates Azure Compliance Consumption For Healthcare ClearDATA are the Experts Accelerate your Sales Cycle Proprietary & Confidential www.cleardata.com
Why ClearDATA Fast, Frictionless MS Consumption for PHI Workloads CSA Legal App 1 MS HCLC First Application (no PHI) Customer No PHI Data App Dev Risk & Compliance IT Ops ✓ Simple Contracts Fast, Simple Execution ✓ Risk & Compliance ✓ IT Execution 8 Proprietary & Confidential SECURE • HEALTHCARE • CLOUD
Why ClearDATA Fast, Frictionless MS Consumption for PHI Workloads Go Live CSA Legal Slower App 1 App 2 App 2 MS HCLC (no PHI) Customer MS Adoption PHI PHI App Dev Risk & Compliance IT Ops Fast, Simple Execution Comprehensive BAA 2 nd App – PHI Data HIPAA Compliance Customer Option 1 – MS + DIY Functional + + Risk & App Dev Legal Delayed Time to Value Compliance & IT Ops • View ? Increased Risk • Slower MS Consumption • Extended contracting, Risk & Compliance Delays, Slower MS Consumption 9 Proprietary & Confidential SECURE • HEALTHCARE • CLOUD
Why ClearDATA Fast, Frictionless MS Consumption for PHI Workloads CSA Legal App 1 Faster MS HCLC App 2 App 3 App 4 App 5 (no PHI) + + + Customer MS Adoption PHI PHI PHI PHI App Dev Risk & Compliance IT Ops = $$$$$ Go Live Go Live Go Live Go Live Fast, Simple Execution ClearDATA Comprehensive BAA ClearDATA HIPAA Compliance Framework 2 nd – 5 th App – PHI Data Customer Option 2 – MS + ClearDATA + + Functional Risk & App Dev Legal Compliance & IT Ops ✓ Faster time to Value View ✓ Reduced risk ✓ Accelerated MS Consumption Fast Contracting, CD Compliance Framework, Accelerated Azure Consumption 10 Proprietary & Confidential SECURE • HEALTHCARE • CLOUD
ClearDATA USE CASE The Johns Hopkins ACG accepts data set from external partners and runs analytics routines storing the results in Azure SQL. This is accomplished utilizing Azure Automation, Functions, and VM solutions. As client was using Azure, they hit a roadblock with PHI. They had challenges proceeding and keeping this solution compliant in accordance to HIPAA regulations on a HITRUST certified platform. ClearDATA was contacted for assistance on Azure. They discovered we can provide other components like our dashboard to help support ACG's regulatory compliance posture in Azure. Status: They are in the process of reviewing BAA between ClearDATA and Johns Hopkins at this time. Partnering: AE/ClearDATA Channel Manager logged the opportunity in MS PSX. We then connected with the Microsoft SAE covering the account. The SAE opened this up the larger Microsoft team for joint growth strategy as client now expects to consume larger ACR. Microsoft/ClearDATA meeting to broaden our reach within Johns Hopkins together. 11 Proprietary & Confidential SECURE • HEALTHCARE • CLOUD
Platform | Comply | Services | BAA | Locate | Professional Services Comprehensive BAA The Cloud — — Customer Data Automation, HC Reg. Compliant Management Platform ClearDATA Platform Platform — — Applications — ✓ Identity & Access Mgmt — ✓ Operating Systems, — ✓ Network & Firewall — ✓ Configurations — ✓ Client-side Data Encryption — ✓ Server-side Data Encryption — ✓ Network Traffic Protection ✓ Foundation Services Compute, Storage, Database, Networking ✓ ✓ Global Infrastructure ✓ ✓ Availability Zones ✓ ✓ Regions ✓ ✓ Edge Locations Proprietary & Confidential www.cleardata.com
Complimentary Business Model Key Elements Key Benefits 1. ClearDATA is MS Reseller 2. ClearDATA Fees as % of MS Spend ✓ Fast process – 100’s of healthcare • Covers all Compliance Platform and customers on-boarded managed service 24x7 operational support • Volume pricing available (over $100k MRR) ✓ ClearDATA fees are competitive – 3. MS Sellers – Same Compensation Do it Yourself (“DIY”) is hard • Same comp as MS direct or BYOC • Faster growth of PHI applications ✓ Microsoft Reps Get paid the same and get faster PHI application consumption 13 Proprietary & Confidential SECURE • HEALTHCARE • CLOUD
How Can We Help Driving Deals Forward Identify We understand healthcare and can identify Opportunities in opportunities quickly Accounts Help customers By removing many of the security complexities gain overall value Healthcare organizations are facing, we help in Microsoft drive the adoption cycle for your customers not just on Azure but on other workloads Investment Removing the delay and security challenges on Onboarding Net the front end, enable faster adoption for your New deal. We can speak directly to Healthcare unlike many other vendors. Providing the Simply stated, when Healthcare then, ClearDATA. Insurance Layer Proprietary & Confidential www.cleardata.com
Common Misconceptions Potential Microsoft Seller Concerns ClearDATA will slow down my sales The opposite is true. ClearDATA will accelerate your cycle by meeting your customer’s legal, risk cycle & compliance and developer requirements. HIPAA, GxP , GDPR security and compliance requirements are not optional. ClearDATA is ClearDATA adds costs and make me focused on this problem and brings a comprehensive framework likely for less than your uncompetitive customer’s could achieve on their own – DIY approach. MS has HIPAA certified Yes they can, but just because it’s covered doesn’t mean it’s automatically compliant— there are services...can’t my customer do it still things that must be done. Plus, how long will it take you to negotiate a much more stringent BAA? Can your customer satisfy their internal risk and compliance teams? themselves? We are multi cloud but agnostic to our customers. We always adhere to the “Rules of ClearDATA is aligned with other Engagement” If we or you bring us in an account or we work together, we are not going to Cloud Providers. recommend or pull another provider in. Proprietary & Confidential www.cleardata.com
Key phrases to listen for If your customer mentions… … then “I need to keep PHI safe and secure in Azure” Engage ClearDATA “I need to be HIPAA Compliant ” ✓ Accelerate your cycle ✓ Ensure your customer’s applications are “I’m moving PHI to the cloud but, I’m not secure and compliant sure where to begin and how to sustain” ✓ Drive Azure Consumption ✓ Enable Net New Deals “I need to be compliant against GDPR, GxP , NIST, CIS, …” 16 Proprietary & Confidential SECURE • HEALTHCARE • CLOUD
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