VA Region 4

3 X 3 call plan

Selling Mission Relevance outside of IT

Sean O'Connor

Presentation ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1
 Goals of 3 X 3 plan -

- Build relationships with key department decision-makers

- Understand business concerns of departments outside
of IT
- Present business value/mission relevance of Cisco
solution
- Drive new opportunities and tap into new budgets by
establishing value of Cisco as the foundational and
delivery partner for mission relevant solutions

Presentation ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2
 Driving Mission Relevance – What/Who we sell,
Healthcare Solution Evolution

- Medical Grade Network (IT)

- Clinical Connection Suite (Nursing, Clinicians)
- UC applications (Nursing, Clinicians, Facilities, Director, Controller)
- Wireless applications (Nursing, Clinicians, Facilities, Director, Controller)
- Connected patient (Nursing, Clinicians, Facilities, Director, Controller)
- Physical Security (Security Dept., Facilities)
- Connected Real Estate (Facilities, Director, controller)
- Digital Signage (Nursing, Clinicians, marketing)

Presentation ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 3
 Driving Mission Relevance – How we engage

- Leverage team success, if it works with one VA

medical center…..
- Leverage existing relationships in IT for
introductions
- Ask for other references that would be
interested in the solution
- Utilize extended team on calls, Linda Boles,
Mike Solomita, Freddie sconce, Paul Merlitti

Presentation ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 4
 Leveraging the extended team to deliver business value
via a collaborative engagement approach

VA
VAAccount
Account Advanced
Advanced
Team
Team Services
Services

Sean
SeanO’Connor Tom
TomWarlan
Jill
O’Connor VA
VA Warlan
JillJenkins
Jenkins Engagement
Vasu
VasuRamachandra
Ramachandra
Paul Merlitti Engagement
Paul Merlitti
Delivery
Delivery

Customer
Advisory Customer
Advisory Business
Business
Services
Services
Transformation
Transformation

Mike Solomita Jai Valluri

Mike Solomita Jai Valluri
Paul
PaulWatson
Watson Linda
LindaBoles
Boles
Dirghayu
DirghayuDesai
Desai
Mark
MarkGaul
Gaul

Presentation ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5
 When opportunity meets the criteria for both the VA’s
Strategic Initiatives and the VA Account Team’s Big Bets

Cisco
CiscoBig
BigBets
Bets
VA
VAStrategic
StrategicInitiatives
Initiatives ILC
ILC Svc
Svc FT
FT TH
TH CICI

VA / DoD Sharing
Care to the Vet; NOT Vet to the Care
Information Security
IT Standardization
Patient Safety
Improved Customer Service
Improved Care Efficiency

LEGEND - CISCO BIG BETS

ILC - Infrastructure Life Cycle Program - -Clinical
ClinicalWard
Wardof
ofthe
theFuture
FutureAssessment
Assessment
Svc - Services
FT - Facilities Transformation
TH - TeleHealth
CI - Clinical Innovation

Presentation ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6
 Current “Non-IT” Projects

- DMS, Pittsburgh, Marketing

- Connected Patient, Pittsburgh, Clinicians
- Nursecall, Pittsburgh, Nursing
- UC/Callcenter, Bedford, CMO/Nursing

Presentation ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7
 Mission Contacts

Dr. Mayo Smith V1 Director Primary Primary Care Bedford 1 Sean O'Connor
Elliot Krinsky Dr.Vasquez V1 Primary Care Primary Care Manchester 1 Sean O'Connor

Mayo Smith Medical Director Primary Care Bedford 1 Sean O'Connor

Corinne Smith Mayo Smith CMO Primary Care Bedford 1 Sean O'Connor
Janice Mensanha Corinne Smith CNO Primary Care Bedford 1 Sean O'Connor
Dr. Ebert Roger Johnson CMO Primary Care West Haven 1 Sean O'Connor
Roger Johnson Director Primary Care West Haven 1 Sean O'Connor
Penny Schuckers Roger Johnson CNO Primary Care West Haven 1 Sean O'Connor
Joe Leffelin Roger Johnson Chief Biomed Primary Care West Haven 1 Sean O'Connor

Dennis Smith Director Primary Care Albany 2 Sean O'Connor

Dorothy Snow Dennis Smith CMO Primary Care Albany 2 Sean O'Connor
Carol Desardini Dennis Smith CNO Primary Care Albany 2 Sean O'Connor

Brian Stiller Director Primary Care Brooklyn 3 Sean O'Connor

Melanie Thompson Brian Stiller CMO Primary Care Brooklyn 3 Sean O'Connor
William Harness Brian Stiller CNO Primary Care Brooklyn 3 Sean O'Connor
Dr. Jain Terry Wolfe CMO Primary Care Pittsburgh 4 Sean O'Connor
Terry Wolfe Dr. Moreland Med. Dir Primary Care Pittsburgh 4 Sean O'Connor
Judy Blanch Terry Wolfe CNO Primary Care Pittsburgh 4 Sean O'Connor
Joe Citroen Director Primary Care Delaware 4 Sean O'Connor
Mary Johnson Joe Citoen CNO Primary Care Delaware 4 Sean O'Connor
Morris Kerstein Joe Citoen CMO Primary Care Delaware 4 Sean O'Connor
Presentation ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 8
 Finance Contacts

Joseph Lamadelai Roger Johnson CFO/Mgr. Bus. Office Business Bedford 1 Sean O'Connor

Lori Barbanel Joe Citoen CFO/Mgr. Bus. Office Business Brooklyn 2 Sean O'Connor

Daniel Howard Brian Stiller CFO/Mgr. Bus. Office Business Albany 3 Sean O'Connor

Jim Nesbitt Stepahnie Ashton CFO/Mgr. Bus. Office Business Pittsburgh 4 Sean O'Connor

Pat Horgan Mario Matstroma CFO/Mgr. Bus. Office Business Martinsburg 5 Sean O'Connor

Presentation ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 9
 Contracting

Jim Gunn Don Lockhart Head CO V1 contracting Bedford 1 Sean Oconnor

Jim Nesbitt Dave Longmore Head CO V2 contracting Brooklyn 2 Sean Oconnor

Maryanne Bracco Jim Stevens Head CO V3 contracting Albany 3 Sean Oconnor

Deb Gant Dave Longmore Head CO V4 contracting Pittsburgh 4 Sean O'Connor

Patricia Horgan Frank Cassidy Head CO V5 contracting Martinsburg 5 Sean O'Connor

Presentation ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 10
 Security/Facilities

Ed Lee John Klein Chief Police Security Bedford 1 Sean O'Connor

Dennis Passmore Robin Resson Chief Police Security Brooklyn 2 Sean O'Connor

Floyd Moran Jeff Tannen Chief Police Security Albany 3 Sean O'Connor

Dawn Gates Floyd Moran Chief Police Security Pittsburgh 4 Sean O'Connor

Sam Adamo Rob Malone Chief Police Security Martinsburg 5 Sean O'Connor

Don Lockhart Jason Sammarc Facilities Director Facilities Bedford 1 Sean O'Connor

Jim Stevens Ted Cassell Facilities Director Facilities Brooklyn 2 Sean O'Connor

Wayne Wendel Paul Bergen Facilities Director Facilities Albany 3 Sean O'Connor

Dave Longmore Steve Woo Facilities Director Facilities Pittsburgh 4 Sean O'Connor

Sherm Towsley Pam Kerry Facilities Director Facilities Martinsburg 5 Sean O'Connor

Presentation ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11