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

1. Healthcare ISV Alliance Program
Empower caregivers with innovative IT solutions
Eric van ‘t Hoff, EMEA Healthcare & Life Sciences Alliance Manager

2. Dell
The power to
do more
Dell Healthcare
2 DELL Confidential

3. Dell begins a series of
Completed initial Dell storage systems strategic acquisitions with
public offering introduced Alienware and EqualLogic
Dell.com launches, Dell acquires
Shipped our first PC, generating $1M key storage,
offering industry first per day in revenues cloud
risk-free Launched industry’s computing
returns and Named to the first consumer PC and software
onsite service Fortune 500 recycling program providers
26+
inspired
years
1984 1989 1994 2000 2009
Dell Dell’s first Dell servers Ranked No. 1 Acquisition of
founded laptop debut to computer systems Perot Systems
ships challenge provider worldwide transforms
traditional Dell Services
business
proprietary
server market
2006
Unveiled the world’s Dell workstations Dell revolutionizes the
fastest PC launch way businesses connect
with customers through
Direct2Dell and IdeaStorm

4. Dell today
Our Purpose
 Delivering technology solutions that enable
people everywhere to grow and thrive
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
We give customers
the power to do more
4

5. Dell by the Numbers
Fortune 35 Company
• $61.5 billion in FY11 Revenues*
• $3.4 billion FY11 Operating Income
Financially Sound
• $15 billion+ in cash**; FY11 cash flow of $4billion
Global Reach
• 100,000+ Dell team members around the world.
Shipping 120,000+ systems everyday to
customers in 180 countries
IT Services Leader
• 43,000+ Dell Services team members
Partner to Business
• 98 % of Fortune 500 do business with Dell. #1 PC
provider to large enterprises and public sector
organizations. #1 provider of computer SMB’s.
**#38 on Fortune 500 in 2010, * Period ended January 28, 2011
5

6. We continue to heavily invest
in efficient IT
Efficient IT domains
Efficient Data Efficient Cloud /
Efficient Workforce
Center Services
• Virtual desktop • Next gen data center • Cloud computing
• Mobility management computing • Global data centers
• Advanced end-point • Fluid data architecture • Cloud infrastructure
devices • Virtually Integrated • IT as a Service
• Security management Systems (VIS)
• Data archiving
6

7. Strategic acquisitions focused on
efficient enterprise solutions
Efficient IT domains
Efficient Workforce Efficient Data Center Efficient Cloud / Services
A single point of mgmt
for both physical and
virtual resources Consulting services & cloud expertise
Remote systems
management appliance
High performance SAN iSCSi Simple, easy-to-use SaaS
Archiving and image integration tool and consulting
solutions for virtualization
management solution for
healthcare vertical.
Managed security services, threat
intelligence and security & risk consulting
Intelligent infrastructure and mgmt.
of multi-tier storage architecture
Software asset management
Remote email management –
continuity and archiving SaaS
App mgmt., deployment Storage compression & de-duplication Distributed device management
svcs, and infrastructure delivered as a SaaS services
consulting
Clustered NAS storage
Award-winning Ethernet IT monitoring software
switching and routing products
7

8. We are committed to deliver open,
capable and affordable solutions
Open Capable Affordable
Designed on industry standard Delivering Automated Policy- Focus on Solutions that
protocols enabling the ability to based Solutions built on Industry Deliver Exceptional Total
integrate with preferred ISV Leading Technologies Cost of Ownership
8

9. With a lifecycle approach that starts
with the environment in mind
Design it
- Design for
recyclability,
energy efficiency
Recycle it Build it
-Make it easy for - Supply chain environmental
each product to be compliance, packaging with
recycled sustainable, recyclable
materials
Operate it
-Optimize for
The EPA estimates that the power Dell products comply with the highest global
power management environmental standards and eco-labels.
consumption from servers, storage,
communications and cooling
accounts for roughly 2,0% of total
electricity use in the U.S.
9

10. Dell Healthcare
Better healthcare
starts with better
information
Dell Healthcare
10 DELL Confidential

11. Healthcare IT current reality
The Challenges The Consequences The Needs
Clinicians are in data overload There is too much information to Digitise patient information so it
An incredible amount of data process, which can slow decision- can be readily shared. Fully enable
generated for each patient through- making and thus, patient care. As a easy access to data to aid in
out the hospital. result, access to information is decision-making from anywhere in
limited and errors are made. the hospital complex.
Digitalisation is a challenge Critical patient data can be lost, Standardise the IT infrastructure to
Growing storage in silos with data misplaced, or even misread. Delays simplify information sharing and
moving between multiple core in information management can reduce management and scaling costs
systems in all forms. IT also needs to affect decision-making. IT and while maintaining availability, uptime
and compliance requirements. Enable
comply to patient safety regulations. storage costs are exploding. interoperability with the many medical
information systems to ease
information sharing.
Demand for care is growing Being overloaded, caregivers lack Focus on streamlining workflow and
There are simply not enough nurses the resources for integrating time- optimizing processes to reduce the
and doctors to cope with our saving patient care technologies burden on caregivers. Connect
demands. Aging populations
into daily workflow routines. hospitals and primary care physicians
stressing an already taxed system.
to coordinate patient care and
increase staff productivity.
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12. Our Vision: Better healthcare starts
with better information
Ministry of Health
Health insurance Patient organizations
Healthcare providers
General Ambulance Diagnostic Regional Academic Pharmacy Revalidation Mental Nursing Home
Practitioner services Center Hospital Hospital drugstore center Health Elderly Care
Accident First
Prevention Pain
OK Diagnosis Treatment Therapy OK Nursing
Aid
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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13. When healthcare is
information-driven …
… information is … data becomes … patients are
interconnected knowledge empowered
so that it is available when that moves healthcare to take control of their
and where it is needed to beyond episodic care to own health by being
save lives. prevention. connected to better
information.
Dell Healthcare connects people to the right technology and processes to
create information-driven healthcare and accelerate innovation.
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14. 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
Dell Healthcare
14 DELL Confidential

15. With a portfolio of solutions that
address healthcare needs at every level
Vertical
Solution
Domains
Mobile Clinical Medical Records Unified Clinical High Performance Healthcare Strategic
Computing Digitisation Archiving Computing Partner Solutions
Service
Solution Application Business & IT Managed Cloud Configuration Support
Services Consulting Services services & Deployment Services
Domains
Horizontal Next Generation Intelligent Next Generation
Solution End-User Computing Data Management Datacenter
Domains
Technology
Solution End-Point Systems
Servers Storage Networking Software
Domains Devices Management
Security and Privacy
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16. Our key technology blocks that help
deliver information-driven healthcare
Servers Storage Networking End Point Devices
Unified Flat
Unified Intelligent Flat Easy
Systems Management
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17. With an intelligent storage portfolio
to manage patient data efficiently
Compellent EqualLogic PowerVault PowerVault DX Object Storage
Storage Center PS & FS MD & NX DR, DL & TL Platform
Multi-protocol Unified, Modular disk D2D and D2T
enterprise virtualized IP storage backup targets & Archival storage
storage storage appliances
Massive scale and
Self-optimized and Uncomplicated and Value and Simple protection content-aware
powerful versatile performance and recovery
• 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
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18. And an archiving solution to efficiently
store, manage and share medical data
Women’s Medical
Radiology Oncology Cardiology Pathology Record
health
Unified Clinical Archive
Unified Clinical Archive
Clinical Data Management
Data Consolidation and Information Life cycle Management
Clinical On Premise Archive Clinical Cloud Archive
Object based storage platform Managed Enterprise Archive
Clinical Collaboration Portal
Cross Enterprise Data Access and Distribution
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19. A mobility solution to save time while
accessing patient data on the move
Session Single Location Fast access Application Data
mobility passwords Awareness to data provisioning Security
Mobile Clinical Computing
>
A virtual desktop for healthcare professionals with the
ability to roam a session from one device to another
<
Data Security Clinical Efficiency IT productivity
• Information stored in the data • Single Sign-On and application • Dynamic provisioning
center – not the endpoint auto launch • Patch management
• Role-based delivery of • Session Transfer • Standardization and
applications and data simplification
• Follow-me printing
19

20. Healthcare ISV
Alliance Program
Empower caregivers
with innovative IT
solutions
20

21. A flexible ISV Alliance Program
designed to help you do more
Qualify, Agree, Procure, Support Service
design and plan, train build and sales and and
validate and price deliver market support
21

22. Leverage the power of our supply
chain with Dell OEM Solutions
Manufacture
Global
Design and
support
fulfillment
Application and image Custom fulfillment Globally owned 24/7
management services and installation support infrastructure
Testing and validation Dell online parts
services – proof-of- Asset management
dispatch
concept labs
Order consolidation Service delivery
Cloud services and staging manager
OEM-centric Mission-critical support
Engineering services Same day, 2 hr, 4 hr, 8 hr
customization
Supply-chain consulting
Business process reengineering
Organizational change management
22

23. Improve your competitiveness by
taking advantage of Dell PartnerDirect
Certified Practice Areas
System Management
Enable resale
opportunities Networking
across the IT
spectrum
Server
Reward unique
partner solutions
capabilities Storage
Security
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.
23

24. Collaborate with Dell Healthcare Sales
& Marketing forces to extend your reach
Healthcare Dedicated Healthcare Marketing Resources to
Director create joint value propositions and help you get
your solutions to the healthcare market
Healthcare
Marketing
Sales Sales Solutions
External Internal Consultants
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
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25. 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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25

26. Protect the IT health of your
customers with Dell ProSupport
Tech support sites
NBD Parts HUBs
Repair centers
Command centers
• 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
* Dell Services ranked #1 for onsite support response time - 1Q11 Corporate Service & Support
Customer Satisfaction Study, June 2011, Technology Business Research.
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27. Creating healthcare success for our ISV
Alliance Partners is what motivates us
Ambulatory Genomics Claims
Acute EHR Infotainment Imaging
EMR
Enterprise &
Supply Chain
Lab Analysis
and Analytics Clinical
Trials
OR & ER
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
27

28. Healthcare ISV
Your success is our
passion
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29. A four-fold Alliance approach let you
choose the Go-to-Market strategy
Healthcare ISV Product Division supported by Dell OEM Solutions
ISV Solution
+ Healthcare ISV powered by Dell
Healthcare ISV (local) Sales Office supported by Dell Partner Direct
ISV Solution
+ Healthcare ISV powered by Dell
Healthcare ISV (local) VAR supported by Dell PartnerDirect
Healthcare ISV
ISV Solution
Value Added powered by Dell
+ Reseller
Healthcare (local) Sales Office collaborating with Dell Healthcare
ISV Solution
& Healthcare ISV powered by Dell
29

30. Dell is where you need us …
EMEA
Russia
Slovakia
Americas Sweden
Finland
Poland
Norway
Denmark
Czech Republic
Germany
Scotland
Ireland
United Kingdom
Netherlands
Belgium
Austria
France
Switzerland Japan
Canada Portugal
Spain China Korea
Morocco
USA Hungary Taiwan
Italy Hong Kong
Puerto Rico
Greece Indonesia
Mexico Colombia India Thailand
United Arab Malaysia
Panama
Emirates
Singapore
Brazil Australia
Peru South Africa
Chile
APJ
Argentina
New Zealand
30

31. …and provides one team working to
help you meet your goals
Accountability and Coordination
Your Global Account Team
Global Account Manager/ Account Executive
Healthcare
ISV
31 Confidential

32. A EMEA team committed to being
continuously ready to support you
Name • Overall relationship management
Global Account Manager • Single point of contact
Contact Information
• Confidential roadmaps/ Quarterly Reviews
Daily Account Enterprise Systems Storage Solutions Services & Support Alliance
Management Expertise Expertise Expertise Management
Name Name Name Name Eric van ‘t Hoff (EMEA)
Internal Sales Rep. Solution Consultant Solution Consultant Service Manager Healthcare Alliance Mgr.
Contact Information Contact Information Contact Information Contact Information +31 6 83642573
Name Customer Name (N.A.)
Program Manager Customer Care Healthcare Account Mgr.
Contact Information Contact Information Contact Information
Name
Technical Support
Contact Information
Your account team can help you with:
• General assistance • Roadmap updates for • 3rd-party software and • Professional services
• Product quotes server, storage, switches peripherals • Customer services
• Order status • Pre-sales technical • Long life cycle products • General technical support
• Escalations support • Customizing (e.g. BIOS • Marketing and Sales
• Channel conflicts • On-site architecture activation, asset tagging) support
assistance • Support with regulation
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33. 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.
33 Confidential

34. Thank You
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