Succor's MyMedCloud& MyMedBackup

Succor Consulting Group Product Training - Part 1 & 2

Cloud Suite

Business Class Email

Web Hosting

MicrosoftSharePoint

File Transfer

Archiving

Online Backup

Mobility Solutions

Cloud Servers

Compression – reduction in size of data (50-60%) to save space or transmission time.

DeDuplication/Data reduction – Only incremental changes for files already backed up. Saves time and space.

Encryption – Data converted to a form where unauthorized persons cannot use it. Decrypted back to original form by authorized person with an encryption key. Applies to data in transfer and on the server.

AES– Advanced Encryption Standard, highly secure encryption protocol, used by the US Government, 128 & 256 bit encryption is available as well.

Vault – secure location in My Medbackup environment where customer backed up is stored

Hot backup – Ability to backup files when in use. A feature available on Windows servers & workstations.

Retention – Policy, restore backups 30 days by default, restore all files 30 days after you remove from Backup Set or delete from your computer. You can configure this from 1 to 1000 days.

Definitions

OnlineProducts built around the idea that your medical establishment should be able to easily protect vital data! RemoteHIPAA Compliance-driven products help you protect data while eliminating the use of outdated technologies. Internet Now Healthcare Organizations can minimize the amount of data housed on site and not incur any capital expenditures!

Online Backup

OffsiteA backup solution provides no value at all if it can not provide you with the necessary audit trail you need!

EmailHealthcare Organizations can simplify the enterprise and archival data can be moved off production servers. ManagedBy automating backups, the most common avenues for human error in the backup process are cut off! One-Physician PracticeEven if you are operating a practice by yourself, we have a solution for you.

Simple and safe Be secure Flexibility & Agility Maximize IT staff & resources Cost efficient Data center security

Customer Benefits

Security of a safety deposit box & convenience of a file cabinet

Qualifying QuestionsBuying Motives Questions

Desire for Gain What is your current backup solution today and how much effort and time does it take to use/work?

Fear of Loss What impact does downtime or data loss have on the business?

Comfort & Convenience How important is it for employees to be self-reliant for critical business application?

Security & Protection How secure is the data on your PCs/laptops if they are lost/stolen?

Pride of Ownership How do you feel about having Enterprise quality software at a low and predictable cost?

Satisfaction of Emotion What would being prepared for disasters of all sizes and types do for your business?

My MedCloud Online Backup

MozyPro (Intermedia, Apptix,

Comcast)

Iron MountainConnected (Workstation)

& LiveVault (Server) (mindSHIFT/123together)

Carbonite On-Premise Backup Software

(Disk)

Tape Backup

End User Self-Service, Ease of Use

Scheduling, Filtering, Flexibility

Versioning & Choice of files to recover

Workstations – Windows & Mac OS X, Linux

Servers – Windows & Linux

Windows Only

Database & applications support (SQL Server, mySQL, Exchange)Personalized Service & Support

Competition

Tape Backup Online Backup & Email Archiving

Price & Cost Structure

Expensive! Pay for the server, updates, maintenance, tape media, IT time and

support . High cost of failure.

Monthly cost per userPredictable

Flexible

Backup process IT required to backup to a recovery serverNo Self-Service by the employees

No copies of email deleted btw backups

AutomaticFits Users work style

No IT intervention requiredNo issues with tape media

Restore process Recovery server not accessible outside of IT, Time consuming, recovery and

production servers must be in sync

User Self ServiceNo IT help required

FastReview Time consuming

Must review in native application, searched, often printed.

Instant

Storage Tapes, Recovery server, Tapes prone to failure, aging

Labeling/Organization can take time

Secure and Redundant Datacenter Environment

Best in class infrastructure

Risk of Failure HighTape/Media Failure

Loss of tapes

Minimal

Comparison: Tape Backup

Key Checklist ItemsVariation/Option/Gotchas that may come up For Consideration

Usage Scenarios Who are the end users? Are they all on premise or ever off-premise? Do any users use laptops?

Administrator Information The account the customer uses for day to day administration of Online Backup

Storage requirements What amount of space is required? Is this uniform for all workstations or servers?

Data storage amount and initial backup Initial backups can be time consuming due to network connection. Prioritize what data goes first and create a task for each set of data to go

up in smaller pieces.

Operating System Windows or Linux ServerWindows or Mac OS X Workstation

My Medbackup Online Backup

Sell My Medbackup Online Backup for Servers with every Cloud Server

30% of data loss is the result of human error

• A buggy application corrupting a database• Someone accidentally deleting key files or database

My Medbackup can’t prevent that

Data backed up to a separate geographically diverse location from where the Cloud Server is located

Fully supports Windows and Linux Servers including SQL Server, MySQL databases

Key Points

• The value is in the ease of which a person or business can backup & recover on their own

• Customers benefit from both convenience and security vs. having to choose between the two

• Weigh the cost of lost data in terms of productivity, time to market, regulatory compliance, brand name

• Flexibility in storage size and platform support allows Online Backup to be a single backup solution for many companies

Objection How to Counter My MedCloud Solution“We already back our data up ourselves” How are they doing this today?

How important is having data a secure offsite location?How important is employee self-service?See comparison with tape backup

My Medbackup Online Backup

“New software isn’t in our budget.” •Pay-as-you-go at a predictable cost•Minimize upfront costs •Spread affordable and predictable payments over time

My Medbackup Online Backup

“I barely have time to manage and maintain the IT systems I have now.”

•Users can easily backup and restore w/o IT support•No new hardware or software needed•No need to purchase and manage tape backup•Re-focus IT Resources to other projects

•Online easy to use interface• Flexible options on workstations and servers supported

“This will cost us too much” •What does it cost to do this yourself?•How much does it cost your business when employees lose critical files or data and have to start over?•What would backing up your important data and files offsite do for your business?•What happens to your business if you lose your database?•How many help desk calls do you get per week/month/year for file recovery?

•Minimal upfront costs•No Hardware or Software Purchase•Pay only for the users and the services they need today with ability to grow for tomorrow•We vet the hardware and software so you don’t have to•Not only files, but databases (MySQL, SQL Server, Exchange Server) can be backed up and recovered.

“Will our data be secure?” •One to one relationship with the vault and the client workstation or server•Encryption key ensures that the customer is the only one who can decrypt and access the files•Data encrypted with AES 256 bit encryption in motion and on the server•Physical, network security in our data center

•Datacenter and Network security•Redundant systems, power, environment•Professional and vetted staff• SAS 70 Certification in progress

Objection Handling

Exchange Email

Mailbox – Individual space/portion of a mail server

Business Email – Richer Email platform such as Microsoft Exchange, Lotus Notes

SMTP – Simple Mail Transfer Protocol, standard for email transmission across IP networks

POP3 – Post Office Protocol v.3, basic email protocol commonly used by most ISPs, deleted from server once received IMAP – Email protocol that allows mail to be stored on the server while used on the client

Web Mail – Email accessed via web browser such as Hotmail, GMail

Outlook – Microsoft Rich Email Client, Windows and Web

OWA – Outlook Web Access, web-browser based email client for Hosted Exchange, includes most core functionality as in the Outlook Client

OWA Premium – Rich version of OWA with most features of Outlook client, IE and Windows only

OWA Light – OWA for non-Windows/IE users, MacOS X, screen readers. Lighter weight and less functionality

Entourage – Microsoft Exchange/Email Client for MacOS X, often included with Microsoft Office for the Macintosh

Definitions – Business Class Email

BES (BlackBerry Enterprise Server) – Infrastructure to tie in BlackBerry Devices with Exchange

RIM (Research in Motion) – Company that owns BlackBerry

ActiveSync – Microsoft protocol for connecting mobile devices to Exchange servers iOS – Operating system for Apple iPhone, iPad

Windows Phone – Microsoft operating system for smart phones

Android – Google operating system for smart phones & tablets

Definitions - Mobility

Stay organized & be productive Calendars Tasks lists Contacts

Access anywhere Desktop, Web, PC, Mac

Enterprise quality Small business price No capital investment Reduced OPEX Costs Predictable Costs Datacenter Security

& Redundancy

Customer Benefits – Business Class Email Microsoft Exchange & Outlook

Expand your business Gain more time Stay organized & connected anywhere BlackBerry, iPhone, iPad, Windows Phone

Email, Calendar, Contacts from any phone

Customer Benefits - Mobility

Email Archiving

Protect the medical establishment Ease of Use Reduce IT Costs Not Just for Email

Archive calendar, tasks, contacts, notes Use Outlook folder hierarchy

Email Archiving

HIPAA covered entities are required to retain a wide range of documentation regarding their compliance with the regulation. In general, documentation must be retained for six years from the date of its creation, or the date of last effect, whichever is later (though some states mandate longer retention periods). Documentation that must be retained includes: - Policy or procedural documentation: Including notices of privacy practices, consents, authorizations and other standard forms - Patient requests: Such as requests for access, amendment or accountings of PHI disclosures - Complaints: Documentation related to the handling of patient and/or HCO employee complaints - Training: Including processes for and content of workforce training.

An increasing number of email messages sent or received by HCOs could fall into these categories, and in some cases, may only exist in email (for example, patient requests sent via email). In a recent Proofpoint survey of large healthcare organizations, 68% of respondents cited, ensuring the confidentiality and protection of private healthcare information as a top concern driving the need to archive email in their organizations. HCOs should look for email security solutions that also include an email archiving component.

Did you know...

My MedCloudHosted Exchange

Other Hosting Providers

Large Online Providers (Microsoft, Google)

Lotus Notes (On-Premise Incumbent)

Outlook Client for Rich Features: E-mail, contacts, calendar, and tasks

All in one package via the Web or on the Desktop and license for full Outlook Client included

All in one package via the Web or on the Desktop and license for full Outlook Client included

Outlook Web Access OnlyFull Outlook Client supported, not included retails for $139.99

Not included, limited to no support for earlier versions. Existing user experience poor.

Collaboration Features Shared documents Calendars, e-mail, and contacts

Shared documents Calendars, e-mail, and contacts

Limited shared functionality with OWA

Limited depending on version

Data Protection•Redundant & Secure •Near real time system backup•Anti-Virus, Anti-SPAM•Email Archiving

Available Available – Functionality and usability of Email Archiving may vary

Available – Archiving usability limited

Not usually in on-premise deployments, hardware environment and software often out of date

On-the-go access Real-time synchronization with contacts, calendar, e-mail, tasks, and documents

Available Available Microsoft: Limited BlackBerry integration unless customer has full BES server on-premise

Personalized Service and Support including Live Phone

Included Varies by provider Included, but not personalized If maintenance is current

Competition

Microsoft Exchange vs. POP & Web Mail

Hosted EmailMy MedCloud

Hosted Exchange POP Mail Web Mail

E-mail, contacts, calendar, and tasks (with anywhere access)

All in one package via the Web or on the Desktop

None— email downloaded to client on the desktop. Calendar, contacts, tasks not available or may be sold separately

E-mail, calendar, contacts, Web access only

Collaboration Features

Shared documents, calendars, e-mail, and contacts

None None

Data Protection

Email stored on redundant servers in secured data center location. Near real time system backup. Anti-Virus, Anti-SPAM

Limited Limited Data Protection and Privacy

On-the-go access

Real-time synchronization with contacts, calendar, e-mail, tasks, and documents

Synchronization with mobile phone for e-mail only

Synchronize with mobile phone for e-mail—not contacts, calendar, or tasks

Productivity

Junk Mail filtering, single view, Search, Manage daily priorities, Easier organization of information, Offline availability with redundancy

Limited to None Limited and require web access only

Key Check List Items

• Gotchas• Use case differences• Optional Add On/Complimentary

Products

Variation/Option/Gotchas that may come up For Consideration

Usage Scenarios Who are the end users? Are they all on premise or ever off-premise? Do any users require just

having Outlook Web Access?Migration of Existing Email Where is their incumbent email? How many

users and what do they want to carry forward? Which email platform? What about DNS and

forwarding? Work with Operations to develop a migration plan

MacOS X Workstations How many if any users need MacOS X support ? See our documents for MacOS X system

requirements. Not all our products support MacOS X currently

Mobility requirements Does anyone need connectivity for a BlackBerry, iPhone, iPad, Droid, Windows Phone?

Storage requirements What amount of space is required? Is this uniform for all users?

What about retention of Email? Access to old email for discovery, regulatory compliance?

Consider whether our Email Archiving is needed

Are there files too large or sensitive for email? Is our attachment size of 50MB too small?

Consider adding on Skoot for those users who fall into this category

Key Points

• World Class Software in use by Large Enterprises, Clinics and Hospitals for an affordable price

• Opportunity for improved availability and security in our hosted environment

• ROI of Hosted vs. On-Premise is critical• No capital investment• Predictable Costs• Re-purpose

• My MedCloud Business Class Email & Messaging is agile enough for companies of all sizes and types

• My MedCloud Service offers personalized technical support and client services via phone or email

Minimum Requirements

• Broadband Internet Connection (DSL or higher)

• Windows PC/Laptop with Pentium III and Windows XP Service Pack 3 or higher, current web browser (Internet Explorer works best with Microsoft products)

• MacOS X Desktop/Laptop – MacOS X v10.6

• BlackBerry, iPhone, iPad, Android with data plan

SharePoint

Collaboration & Document Management

Customer Application

Uses•Document Storage•Document Management•File Sharing•Calendar•Intranet

User Workstation

On-premise SharePoint

On-PremiseFile Server

Email Files

USB Drive

SharePoint Foundation – Windows SharePoint Services, foundation version with Collaboration & Document management. Used as part of Succor Consulting Cloud-Hosted Services Platform

SharePoint Enterprise – Microsoft Office SharePoint Server, full SharePoint capabilities including what is in Foundation plus Portals, Enterprise Content Management, Business Process & Forms, Enterprise Search, Business Intelligence. Only available on a Managed or Cloud Server.

SharePoint Designer 2007 – Free program from Microsoft for creating, editing SharePoint templates

Site – Pages for individual departments or teams for pages, document libraries etc… Can also be sub sites of the main company site

Document Library – Area/Folder Created to store documents and manage them

Lists – Pages within a site containing information such as contacts, useful links and other information in list form

Definitions

Be productive, be safe Empower teams Brainstorm & create Company intranet

Customer Benefits

Types of Competitors My MedCloud Hosted SharePoint

Other Hosting Providers

Large Online Providers (Microsoft, Google)

On-Premise SharePoint

Server Uptime in clusters in state of the art data center If one server fails – another takes over, keeping SharePoint up and running.

Separate network and location provides fail-over for customersData storage and back up maintains a data center equipped for redundancy and failover

Backups are performed regularly and stored securely

Securityperforms automatic patches and security updates.

Anti-virus/Anti-SPAM protection regularly updatedPersonalized Service and Support including Live Phone

Infrastructureadvanced data centers provide high availability, reliability and support

Competition

Foundation vs. EnterpriseItem Foundation Enterprise

Pricing Model Per Site Per Cloud or Managed Server and Software used including Microsoft SQL Server

Storage Space Space per site Space per server

SSL-HTTPS Available Available

SPAM & Anti-Virus FiltersCollaboration & Document ManagementPortals

Enterprise Content ManagementEnterprise Search

Business Intelligence

Business Process & Forms

Cloud Servers

On-Premise Servers

Customer Application

• Web Server• Application Server• Email Server• SharePoint• Database• File Server• Disaster Recovery

Cloud Server, Virtual Server, Virtual Private Server, Virtual Dedicated Server

•Runs in software physical computer as other customers

•Functionally equivalent to a separate physical computer

•Dedicated to the individual customer's needs

•Privacy of a separate physical computer

•Configured to run as a server computer

•Each virtual server can run its own full-fledged OS and can be independently rebooted

-Wikipedia definition of Virtual Private Server

Definitions

Dedicated Server – physical server that is in use only for a specific customer

Remote Desktop Protocol (RDP) - Provides access to administer Windows Cloud Servers

Secure Shell (SSH) – Secure protocol , provides administrative access to Linux Cloud ServersApache – Open Source Web Server used on Linux Servers

SQL – Microsoft SQL Server Database mySQL – Open Source database commonly used on Linux servers

PHP – Web application platform

LAMP – Linux, Apache, MySQL, PHP , acronym to refer to common web platform on Linux servers

Definitions

Platform and application choice Augment existing IT staff Focus on core business Maximize server utilization Support regulatory compliance Business continuity for key applications Flexibility High quality software No capital investment Reduced OPEX Costs Predictable Costs Datacenter Security

& Redundancy

Customer Benefits

Cloud Servers

Equipment Configuration

•Windows 2008 or 2003 or Red Hat or CentOS Linux Operating System

•Packages for vCPU, RAM, Storage, Bandwidth

•Multi-route Internet connectivity enables performance and reliability for application use

•No capital investment required, no hardware to manage

•High level of monitoring for physical, network and data security

•Professional IT staff available for repair and IT on Call

•Refocus IT Staff & Resources to strategic initiatives

Host 1 Host 2

Centralized Management

New 10G network backbone between Hosts servers and NAS

Equipment Configuration

Comparison with Dedicated ServersCloud Servers Managed Servers

Deployment Time 1 -2 Days ~30 Days

Redundancy No single point of failure Single server is single point of failure

OS choice Windows or Linux Windows or Linux

System or Root Access Yes Yes

Security – Data and server access limited to authorized users

Yes Yes

Access to server Remote Desktop or Secure Shell

Remote Desktop or Secure Shell

Dedicated Performance Yes Yes

Upgrade – processor, storage, RAM

Quick Time based on hardware availability

Large Database – 100GB or more

Not recommended Best solution

Microsoft SharePoint Enterprise

Microsoft SQL Server

Web Servers – Microsoft IIS or Apache

MySQL

Standard Applications

Standard Applications Management• Installation onto managed servers• Application monitoring – Is it up or down?

My MedCloud Online Backup

Sell My MedCloud Online Backup for Servers with every Cloud Server

30% of data loss is the result of human error• An buggy application corrupting a database• Someone accidentally deleting key files or database• My MedCloud can’t prevent that

Data backed up to a separate geographically diverse location from where the Cloud Server is located

Fully supports Windows and Linux Servers including SQL Server, MySQL databases

My MedCloud Cloud Servers

Other Hosting Providers

Managed Hosting Providers

Large Cloud Providers i.e.: Microsoft Azure, Amazon Web Services

On Premise Servers

Choice of platform and applications (Windows or Linux)

Option for geographically diverse data backup

In house staff only

Flexibility of customized environment – System/Root Level Access

Personalized Service and Support including Live Phone

Competition

*Bandwidth included with My MedCloud Cloud Servers

Implementation Process

Standard Intervals Processing Time

Sales & Order Verification 1 Day

Approval & Order Entry 1 Day

Deployment of Cloud Server, Setup Server and Operating System

1-2 Days

Billing 1 Day

Key Check List Items

• Gotchas• Use case differences• Optional Add On/Complimentary

Products

Variation/Option/Gotchas that may come up For Consideration

Usage Scenarios Who are the end users? Where are they located? What level of access is needed and by

whom?Application(s) and Databases What applications do they require? What is

needed to support them on the back end such as Databases? Make sure the necessary

hardware and architecture design requirements are accounted for up front. What is the present

and anticipated size of the database?

Security Requirements Understand regulatory and security requirements, firewalls

Availability What level of failover is needed for the applications and/or databases?

Hardware & OS requirements What amount of space is required?

Escalation Policy Do/how they want us to intervene if there is an issue.

Patch Management Do they want to do it on their own or have us do it? Auto update for Windows?

Personalized Service & Support. How important is talking to a live person for help?

My MedCloud Redundant Environment, Carrier Grade Architecture, secure location

Flexible options for hardware, storage, softwareCost-Effective: Pay only for what you need and when you need itMy MedBackup Online Backup provides geographically diverse

data backup & recovery

Key Selling Points

Large File TransferSkoot

File Transfer & Sharing

Customer Application

•Collaboration•File Sharing•File Transfer•Large Files

FTP

USB Drive

Physical Shipping

DVD

Email Won’t Send Large Files

HTTP – Hyper Text Transfer Protocol, standard profile for sending information over the internet. Used by all components of Skoot.

FTP – File Transfer Protocol, standard method for transferring files across the internet. Requires client and servers to be configured and managed.

Workspace – Folder, area for multiple people to share files

Member- Term for a Skoot user.

Windows Explorer – Standard user interface in Microsoft Windows for viewing and accessing files via folders, icons or detailed views

Definitions

Save money & time Easy to use Business agility Better collaboration

Customer Benefits

Ideal for files too big or sensitive to send via email

My MedCloud Skoot

FTP Protocol Products

Online File Sharing

(YouSendIt, DropBox)

Physical Shipping &

Media

Self-Service, Ease of Use

Ad-hoc Workspaces

Transfer and Share Files with External users quickly

Firewall and Security Policy Friendly

Transfer Large Files

Drag and Drop

Reliability

Competition

Variations/Options

• Gotchas• Use case differences• Optional Add On/Complimentary

Products

Variation/Option/Gotchas that may come up For Consideration

Usage Scenarios Who are the end users? What amount of storage will they need

Add on to Email Consider offering Skoot to Business Email customers as the tool to handle large file

attachments

MacOS X Workstations Skoot does have a MacOS X Client so be sure to know many need this

Storage requirements What amount of space is required? Is this uniform for all users?

Key Points

• Skoot is a very agile product that can be a nice add on to Email

• Numerous competitors, but we can easily differentiate

• Remember the cost savings vs. all other forms of file transfer and sharing

• Always offer Skoot to customers who need to transfer/share large files such as media, marketing, engineering, design, finance

• Look for opportunities within a company at the departmental level i.e.: Marketing Communications

Q & A