2. Martrain 2015www.martrain.co.uk | [email protected]
VMWARE HEALTHCARE CAMPAIGN OBJECTIVE To drive awareness and sales
of VMwares virtual desktop solution in the UK healthcare market.
The aim is to deliver a marketing programme which isnt confined to
brand awareness or lead generation but is end-to-end including
sales enablement and nurturing or accelerating specific
opportunities. The campaign combines new sector content with
VMwares existing marketing activity to produce an effective
integrated multi-channel approach. CLICK TO VIEW OUR VMWARE
HEALTHCARE ANIMATION
3. Martrain 2015www.martrain.co.uk | [email protected]
CAMPAIGN ELEMENTS Market analysis Message analysis Prospect DMU
identification Database Build Media Audit Social Media Audit
Content audit Online research Telephone research Advertising
Animations Direct mail Emails SEO Microsites Social media Sponsored
articles Events Forums Lead scoring Follow up Telemarketing
Conference calls Face to face meetings Animations Product sheets
Technical sheets Sector brochures FAQ Seminars Webinars Sales
enablement Case studies Direct mail Emails Telemarketing Expert
opinion articles Thought leadership papers White papers Seminar/
Webinars Events Forums 1.RESEARCH & STRATEGY 2.AWARENESS/
INTEREST 3.LEAD GENERATION 4.SALES ENABLEMENT 5.ONGOING NURTURING
6.OPPORTUNITY ACCELERATION
4. Martrain 2015www.martrain.co.uk | [email protected]
CAMPAIGN ELEMENTS 1.RESEARCH & STRATEGY 2.AWARENESS/ INTEREST
3.LEAD GENERATION 4.SALES ENABLEMENT 5.ONGOING NURTURING
6.OPPORTUNITY ACCELERATION Martrain analysed the new structure of
the NHS and the potential value of the market including the desktop
landscape and the number of organisations still using Windows XP.
We then identified the buying teams including Clinical CIOs and
Finance Managers and we also tested the messaging that resonated
with these contacts. Finally we audited the relevant media
including social forums on LinkedIn, and all VMwares content
relevant to healthcare. This meant we could confidently build a
scalable marketing programme targeting the right people with the
right messages across the right channels. FirstName Surname Title
Debbie Chappell
CommunityInforma9onSystem(EMISWeb)Implementa9onManager Nigel
Dearden HeadofInforma9onServices Ian Bolger SeniorITManager
JuanPablo Dhillon SeniorInforma9onSystemsDeveloper Paul Izon
AssistantDirectorofHealthInforma9cs Andrew Atherton ClinicalCIO
Peter Cash ChiefExecu9ve Darren Osborne
AssociateDirectorTransforma9on
5. Martrain 2015www.martrain.co.uk | [email protected]
MAKING THE CONNECTIONS TO IMPROVE HEALTH 2 FULLY WIRED AN HSJ
SUPPLEMENT/12 JULY 2013 INNOVATIONTHROUGH TECHNOLOGY 12 Health
Service Journal supplement 12 July 2013 hsj.co.uk Delivering care
for patients in todays busy hospital environment all too often
requires clinicians to navigate a maze of complexity and pain
points simply to gain basic access to disparate local and national
clinical information systems. However, in healthcare environments,
where minutes or seconds can make a difference in patient care, it
is crucial for staff to be able to quickly and reliably access
medical information and applications, including NHS Spine, in the
way they want roaming from floor to floor and department to
department, both within and outside the hospital, regardless of
device or location. Offering this kind of flexibility for
clinicians promises both to improve working lives and improve
efficiency, as Tracy Doucet, co-founder of IT solutions provider
Innov8 and a former NHS trust chair, explains. More importantly,
she says, it can offer significant clinical benefits and facilitate
genuine transformation and performance improvement. Many of the
clinicians we speak to are frustrated at the pain points and
barriers they face slow logins and logging in and out of
applications often as many as 60 times a day, managing different
desktop and clinical application environments and the restrictions
created by accessing information on fixed end point PCs that are
often located in the wrong places, she says. All in all, it adds up
to huge inefficiencies for trusts and frustration for healthcare
staff, slowing clinicians down and creating barriers which prevent
rather than help them do the important things, the things that
really matter managing demand and capacity upstream and providing
excellent frontline clinical care for patients. One solution is
virtualisation in which users no longer access systems and
information on their desktop but through a central server over a
local wired or wireless network, broadband or 3G/4G connection.
Users can log into their own systems with a single, secure sign-on
to NHS Spine applications wherever they are. Implemented well,
virtual desktop infrastructure and virtualisation software not only
delivers the clinical benefits but also offers a significant
opportunity to increase efficiency in the IT department and deliver
a significant return on investment in IT infrastructure, she adds.
Thats the theory. But the practice has often turned out to be
rather different. Ms Doucet says many trusts have tried
virtualisation but have got stuck at pilot stage. The costs of
large scale deployment have often been prohibitive due to the sheer
size of the required server and storage requirements, she says. In
cases where significant investment has been secured and larger
deployments undertaken, the expected benefits have rarely been
realised. Which is where VMware comes in. VMware, whose
virtualisation products are already in use in 80 per cent of NHS
trusts, has formed a strategic partnership with Innov8, set up by
Ms Doucet and two former NHS IT specialists, including Ian Smith,
formerly deputy IT director of Nottingham University Hospitals
Trust, to develop solutions for the NHS. They have created Mobile
Medical Workspace providing an integrated solution that is helping
trusts to virtualise desktop delivery and bring about significant
improvements in quality, safety and efficiency. Take a day in the
life of an orthopaedic consultant, says Ms Doucet. Hes on the ward
seeing patients and logged into a patient information system on the
ward desktop using his NHS Smartcard. He sees
Longwaitstoaccessbasicpatientdataarefrustrating
andinefficient.DaloniCarlisleonhowtospeedthingsup THEAGONY OFSLOW
LOGINS IN ASSOCIATION WITH VMWARE Providing patient care is a
demanding job. Inside the hospital clinicians are always on and
always moving. The same, unfortunately, is often not true for their
computers. Many times the clinical workstation can be a source of
frustration for clinicians. Desktops that are down, locked or
simply too slow to use disrupt the workflow and disrupt care. Some
nurses log eight kilometres per day as they travel throughout the
ward and do not tolerate unavailable or slow workstations. Doctors
need immediate access to data and applications and there can be
serious consequences if they cannot get it. Doctors also need to
access their clinical desktop from locations outside the hospital
so they can make treatment decisions faster. As the entire
healthcare industry moves towards electronic medical records, it
becomes even more critical that desktop systems are always on and
always available. The clinical desktop should be the clinicians
best friend, the favoured tool, the dependable workhorse. A place
where all clinicians resources are located care applications, data,
email, internet/intranet, imaging, dictation; everything required
to make fast and knowledgeable decisions. None of these
descriptions come to mind when we think about the traditional
clinical workstation or desktop. Virtualised clinical desktops and
applications transform traditional clinical workstations into the
clinicians best friend. Cloud-based clinical workspaces untether
desktops from static devices and tie them to the clinicians
identity. Now clinical workspaces can roam with the clinician,
following them from device to device. The desktops are run in the
data centre and can be set to always be powered on during the
clinicians shift, so logins are fast and efficient. Imagine using
your identity badge to tap a card reader and get immediate access
to your cloud-based clinical desktop, with all applications and
data ready to go in seconds. Virtualisation is a proven technology.
Todays desktop virtualisation solutions can run video conferencing,
deliver 3D medical images and allow physicians to dictate notes
remotely all with a fantastic end user experience. With a VMware
AlwaysOn Point of Care solution you can provide 24/7 availability
of a virtualised desktop solving the reliability issue typically
associated with desktop systems. As one of our virtual clinical
desktop users said: Finally IT is doing something for us instead of
to us. Tisa Murdock is director of end user solutions for
healthcare at VMware www.vmware.com/uk Now clinical workspaces can
roam with the clinician INFRASTRUCTURE TISA MURDOCK ON VIRTUAL
DESKTOPS hsj.co.uk 12 July 2013 Health Service Journal supplement
13 ALAMY his own desktop and with a single sign-on can access all
his clinical applications. Then he gets a call from the ED about an
elderly patient with a suspected fractured neck of femur. He pulls
his card out of the PC and into a reader on his iPad where he can
view the PACS image as he walks down to the ED. He can show the
patient the image, discuss the care plan, log into the bed
management system or order any tests from the iPad. Then he goes to
an outpatient clinic or to a ward in a different location, perhaps
even offsite in the community. He can log on to his own desktop
session and information anywhere, anytime and on any device. This
has the power to transform how, where and by whom care is delivered
and bring about significant improvements in quality, safety and
efficiency. And it is not a fantasy. Nottinghamshire Health
Informatics Service is one of the largest and most forward-looking
ICT services in the UK, supporting the technology requirements for
NHS trusts and commissioners right across primary care, acute and
community hospitals, GPs and other public sector organisations
across the county. It has already implemented VMware virtualisation
solutions in a large community health clinic and GP practice and is
now implementing the Mobile Medical Workspace follow me desktop
within an acute hospital. Mike Press, assistant director of IT at
NHIS, says: Todays IT directors and health informatics services
need to become an enabler and business value creator. Rather than
IT driving how clinicians work, IT must remove rather than create
pain points, supporting clinicians to deliver the best care, at the
best time in the best place. We wanted to develop a simple, cost
effective and scalable solution which responded to the needs of our
customers instant, always available yet secure access to a wide
range of clinical information and applications regardless of their
location or choice of device, he says. We wanted to work with a
strategic partner who truly understands how we wanted to add value
as an IT provider, and who could help us to procure the best
available technology and virtualisation solutions. VMware, Innov8
and the NHS are at the start of what Ms Doucet hopes is a sea
change in how clinicians access critical information, one that will
deliver tangible benefits for staff and patients alike. We are
currently undertaking a detailed reference study to really bottom
out some of the data about sign-on and the time clinicians waste,
she says. But the really interesting part will be working with
clinicians and managers to understand how this technology can help
them transform the services they provide and help the NHS to
develop entirely different and better integrated models of care
across health communities. IT must remove rather than create pain
points, supporting clinicians to deliver the best care Fast
forward: new technology promises an end to long waits at the
keyboard Following a detailed media audit of both on and offline
media options, suitable content opportunities where secured and are
leveraged via email comms and news letters. CAMPAIGN ELEMENTS
1.RESEARCH & STRATEGY 2.AWARENESS/ INTEREST 3.LEAD GENERATION
4.SALES ENABLEMENT 5.ONGOING NURTURING 6.OPPORTUNITY
ACCELERATION
6. Martrain 2015www.martrain.co.uk | [email protected]
CAMPAIGN ELEMENTS 1.RESEARCH & STRATEGY 2.AWARENESS/ INTEREST
3.LEAD GENERATION 4.SALES ENABLEMENT 5.ONGOING NURTURING
6.OPPORTUNITY ACCELERATION Ongoing email campaigns are managed by
our marketing automation system and when a prospect is showing a
desire to learn more, downloading content or completing a survey,
they are followed up by telephone. These leads are then passed over
to the VMware sales team. We are also running ongoing upsell
campaigns to existing VMware EUC users.
7. Martrain 2015www.martrain.co.uk | [email protected]
VMware in Healthcare Transforming the Cost, Quality and Delivery of
Patient Care F A Q / 1 F R E Q U E N T LY A S K E D Q U E S T I O N
S Q. What is new in Horizon Mirage 4? A. Horizon Mirage 4 includes
the capability for application layering. IT administrators can now
build layers that include individual applications or groups of
applications to deploy and manage centrally for any combination of
end users. Horizon Mirage 4 includes Fusion Professional, so IT
administrators can deploy corporate images and applications to
virtual machines running on Mac- or Linux-based desktops and
laptops. Horizon Mirage 4 includes VMware ThinApp application-
virtualization technology to enable isolation and encapsulation of
traditional Windows desktop applications for inclusion in image
layers managed by Horizon Mirage. Q. How well does the
synchronization perform over the WAN? A. Horizon Mirage was
designed to excel over the WAN by leveraging deduplication both in
storage and during network transfers. Horizon Mirage uses a global
manifest in storage to ensure that data is stored only once.
Horizon Mirage sends data across a network only when it is needed.
Horizon Mirage (before network transfer) scans the source and the
destination, computes the delta (i.e., determines which files are
missing) and sends only what is required. Horizon Mirage also
compresses network transmissions for additional network savings. Q.
Does Horizon Mirage replace my PC life-cycle management (PCLM)
solution? A. No, Horizon Mirage is not a replacement for PCLM
solutions but complements and extends existing tools and processes.
The image-layering technology enables IT to easily migrate user
data and profiles for in-place OS migration or hardware- refresh
processes. Additionally, snapshots of PCs enable rollback or quick
recovery in case of a failure. Q. Can I adjust policies in Horizon
Mirage? A. The IT administrator can use settings in Horizon Mirage
to customize how the Horizon Mirage system worksincluding how often
snapshots are taken, what types of files are (and are not)
centralized and how endpoints are centralized to the systemand to
control role-based authentication for the Horizon Mirage management
system. Q. How does Horizon Mirage enable end-user personalization
of PC systems? A. Horizon Mirage maintains all end-user data even
when an IT administrator applies base layers. The only time
end-user data is changed or modified is when it conflicts with data
in the base layer. For example, if an end user has previously
installed Solution Basics Q. What is VMware Horizon Mirage? A.
VMware Horizon Mirage is a layered image management solution that
separates the PC into logical layers that are owned and managed by
either IT or the end user. You can update IT-managed layers while
maintaining end-user files and personalization. To maximize
end-user productivity, snapshots and backups of layered desktop
images enable quick recovery or rollback in case of failure. Q. How
does Horizon Mirage work? A. Horizon Mirage categorizes a PC into
logical layers owned by either IT or the end user, sends a complete
copy of the system to the datacenter and keeps it synchronized. If
an end user goes offline, Horizon Mirage performs a synchronization
the next time that user comes back online. Synchronization pushes
updates to the IT-managed layers and sends user- initiated changes
back to the datacenter. Centralization and synchronization enable
IT to manage the PCs more effectively. Images managed by Horizon
Mirage can run natively on Windows laptops and desktops or as
virtual desktops running locally on Mac or Linux systems with
VMware Fusion Professional. Q. How do the Horizon Mirage logical
layers work? A. When the Horizon Mirage client is installed on a
PC, it scans the entire device and categorizes all of its contents
into a number of logical layers. It creates two groups of layers:
those that IT owns and manages and those that the user controls
(such as the users profile and data and the applications the user
installs). Horizon Mirage does not move anything around on the PC
and does not isolate or virtualize the components. Instead, Horizon
Mirage categorizes the data on a PC so that IT can perform
more-granular management of the system components. After an update
is made to a layer, that change is merged into the image running on
that end-user system. Q. How does Horizon Mirage categorize the
data on the computer into separate logical layers? A. The data is
all stored in the datacenter, and Horizon Mirage uses algorithms to
determine which objects on the endpoint belong to which logical
layer. The information in the datacenter is stored in logical
groupings of data from each endpoint that the Horizon Mirage server
records. VMware Horizon Mirage D A TA S H E E T / 1 AT A GLANCE
VMware Horizon Mirage is a layered image- management solution that
separates the PC into logical layers that are owned and managed by
either your IT organization or the end user. You can update
IT-managed layers while maintaining end-user files and
personalization. To maximize end-user productivity, snapshots and
backups of layered desktop images enable quick recovery or rollback
in case of failure. BENEFITS Simplify the PC by transforming it
into centralized, layered image services. Manage and secure PC
images centrally to lower IT costs through built-in backup and
recovery. Empower end users with a personalized desktop experience
and optimized productivity. D A TA S H E E T VMware Horizon Mirage
Your Cloud, Your Desktop, Just Got Better What Is VMware Horizon
Mirage? When Horizon Mirage is installed on a PC, it scans the
entire device and categorizes all of its contents into a number of
logical layers. Horizon Mirage doesnt move anything around on the
PC. It just categorizes the data, so that your IT staff can perform
more- granular management of the PC. Horizon Mirage then sends a
complete copy of that PC image to the datacenter and keeps it
synchronized. If an end user goes offline, Horizon Mirage performs
a synchronization the next time that user comes back online. That
synchronization includes the updates IT has made to the IT-managed
layers, as well as changes that the end user has made to the
system. Images managed by Horizon Mirage can run directly on a
desktop or laptopor inside a virtual machine with VMware Fusion
Professional. End users can leverage local computing power, such as
CPU or graphics, whether they are online or offline. The Horizon
Mirage architecture includes the Horizon Mirage server in the
datacenter to centralize desktop management and protection, the
Horizon Mirage client to create a local cache for an optimal user
experience at the endpoint, and advanced WAN optimization
technology to speed bidirectional synchronization over the WAN.
Accelerate Windows 7 Migrations Horizon Mirage accelerates the most
common approaches to Windows 7 migrations: upgrading an existing
Windows XP device to Windows 7 or migrating an end users profile
and files to a new Windows 7 machine. In addition, Horizon Mirage
takes a full snapshot of the Windows XP system before it attempts
the migration, so if something goes wrong, you can quickly restore
the end user to the previous system. With these enhancements to a
Windows 7 migration project, a 5,000-person organization could
easily save USD $600,000 in IT time and more than USD $1,000,000 in
user productivity. Simplify PC Backup and Desktop Recovery Whether
you need to reimage a desktop, replace a broken hard drive, replace
a lost or damaged PC, or roll back a malfunctioning PC to a
previously working snapshot, restoring the desktop can be
difficult. Horizon Mirage takes snapshots of an entire PCincluding
OS, applications, files and personalizationand restores an exact
image of the end users old system to any replacement device. Easily
Manage Remote and Branch Office PCs Without Added Infrastructure
Horizon Mirage was designed to excel over the WAN by leveraging
deduplication capabilities, both in storage and during network
transfers. This gives IT a powerful tool for managing laptops and
desktops used by remote offices, home workers and traveling
employees. Horizon Mirage centralizes exact copies of these
endpoint PCs over the WAN and into the datacenter. A responsive
campaign microsite has been developed with a wide range of
materials for sales enablement, including: Animation Product sheets
Technical sheets Sector brochures FAQ CAMPAIGN ELEMENTS 1.RESEARCH
& STRATEGY 2.AWARENESS/ INTEREST 3.LEAD GENERATION 4.SALES
ENABLEMENT 5.ONGOING NURTURING 6.OPPORTUNITY ACCELERATION CLICK TO
VIEW VMWARE MICROSITE
8. Martrain 2015www.martrain.co.uk | [email protected]
VMware Point of Care Solutions for Clinicians and Caregivers Who Is
VMware? VMware, the market-leading virtualization software company,
transforms healthcare IT with trusted solutions that improve the
cost, quality, and delivery of patient care. What Does VMware Do?
Mobile clinical workspaces are the future of patient care. VMware
delivers point-of-care solutions that enable nonstop, mobile access
to clinical applications and information. Why VMware for
Clinicians? Like you, VMware solutions are always onwhether youre
in the operating room, your office, a remote clinic, or a lab. They
dont make you think about technology. They just workwhenever,
wherever the care takes place. Thats why regional, community,
university, government, and rural hospitals, clinics, and labs
around the world rely on VMware point-of-care solutions. VMware,
Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273
Fax 650-427-5001 www.vmware.com Copyright 2010 VMware, Inc. All
rights reserved. This product is protected by U.S. and
international copyright and intellectual property laws. VMware
products are covered by one or more patents listed at
http://www.vmware.com/go/patents. VMware is a registered trademark
or trademark of VMware, Inc. in the United States and/or other
jurisdictions. All other marks and names mentioned herein may be
trademarks of their respective companies. Item No:
VMW_10Q3_SS_COLUMBIA_MEMORIAL_USLET_EN_R1 University Hospitals of
Morecambe Bay NHS Foundation Trust has implemented a virtual
desktop infrastructure in A&E to give staff easier access to
Lorenzo. The VMWare Horizon View solution lets users log-in to the
system from any hospital computer using their NHS smartcards while
maintaining their applications and Spine sessions. IT manager Andy
Wicks told eHealth Insider that the cloud solution was live across
all emergency departments and had been a game changer for
clinicians. Subject to business case approval, the trust is looking
to roll it out throughout Morecambe Bay. Morecambe Bay became the
first to introduce CSCs Lorenzo electronic patient record system as
part of the National Programme for IT in the NHS in 2010, but has
run into several problems with the implementation. Our problem in
the emergency department is around accessibility and making Lorenzo
more accessible. We got the login down to about 15 seconds, but
when clinicians need to log on several times, that takes up a lot
of time. Wicks explained that by using the virtual desktop,
together with a single sign-on solution from Imprivata and Callisto
Spine session persistence software, mobility for staff had
increased. The desktop is hosted on a virtual machine. You walk up
to the PC, use the smart card and log on to Lorenzo and PACS, you
can do what you need to do, when you pull your card out and it will
lock the machine. Then when you go on to another machine, and log
on there, and your session will be right where you left off, he
said. The trust has been working on the solution with a number of
companies on the solution. It worked with BDS Solutions on the
VMware virtualisation project and with Business Management Services
on the single sign-on and session persistence aspects. Nigel Elson
of Isosec explained: We worked with NHS Connecting for Health and
Morecambe Bay to develop a solution that maintained the Spine
application sessions when the card was moved out of range, but
maintained strong security through the use of screen blanking and
customisable timers. This was a case of a good group of products
and suppliers working with the trust to deliver a great solution.
The trust is piloting the system in outpatient departments as well.
In an outpatient setting, a consultant uses two rooms, said Wicks.
Before the consultation, the doctor would look at the patients
records in one room, and then walk next door to the examination
room and see the patient. Hes then leaving the information in the
other room. Doctors would previously have to write the information
down on paper and bring it into the consultation, but now could
simply log on to the computer while examining the patient and still
have all the information on the screen. He added that the new
infrastructure also solved an information governance issue as there
was no risk of staff staying logged on to the system when they
walked away from the computer. More than 4,500 staff are trained on
the system, with up to 1,500 users per day accessing it using smart
cards. CUSTOMER CASE STUDY 5 March 2013, Lis Evenstad, ehealth
INSIDER Morecambe gets Horizon View of Lorenzo University Hospital
of Morecambe Bay VMWARE CASE STUDY INDUSTRY Medical CORPORATE
HEADQUARTERS Frimley, Surrey EMPLOYEES 3500+ WEBSITE
www.frimleypark.nhs.uk OBJECTIVE Frimley Park Hospital wanted to be
able to manage its IT from one central location, while freeing its
up workforce to concentrate on the development of strategic
technology deployments. SOLUTION The rm has virtualized all of its
A&E department desktops using VMware View technology, creating
a secure and easy to manage unied system, which has resulted in
time savings and a drop in energy bills. Frimley Park Hospital,
Surrey, is a leading NHS foundation trust serving more than 400,000
people across north-east Hampshire, west Surrey and east Berkshire,
although its catchment for some services is much wider. In addition
to the main hospital site at Frimley, it runs outpatient and
diagnostic services from Aldershot, Farnham, Fleet and Bracknell.
VMware View proves an ideal t Following three consecutive years
when Frimley Park Hospital was rated by Dr Foster Intelligence
among the top 10 safest hospitals in the country, the trust was
named hospital of the year runner up in the Dr Foster Hospital
Guide 2012. The Trust is committed to providing rst- class care for
patients and has recently redeveloped its emergency department to
include state of the art facilities. In the Trusts emergency
department, there are over 100 desktop computers, which can all be
used by all staff and each has exactly the same functionality. As
NHS Hospitals are under increasing pressure to make their funds go
further and come up with innovative ideas to generate extra
revenues, the IT team wanted a way to cost effectively manage these
desktops from one central location. Our emergency department
desktops are all set up to have exactly the same functionality,
with all desktops auto logging on they have the clinical
functionality they need. However, when it came to software upgrades
or maintenance, each machine needed upgrading and monitoring
individually, which was incredibly time consuming especially if we
needed to deploy a new brand new application or system. The Trust
decided that a virtual desktop infrastructure (VDI) would be the
most appropriate technology to use across the emergency department.
With VDIs ability to concentrate resources onto one platform and
replicate software across an entire IT estate, Frimleys staff could
simply access the clinical applications required with the minimum
of effort, whilst having a consistent desktop delivered from the
datacenter. With VDI, we could deploy multiple desktops in a short
period of time, and provide upgrades to existing software centrally
with the minimum of effort. We chose VMware over Citrix as the
provider due to its licensing being attributable to a client
desktop, rather than a server operating system. The deployment of
the technology also improves security on-premise as all of the data
is held within the Datacenter rather than cached locally on end
point devices. Virtual infrastructure saves time and money Using
VMware weve managed to change the old into new overnight and with
minimal disruption to the service we provide our staff and, in
turn, patient care. The move to VDI has freed up a signicant amount
of the IT teams time, which can be used to develop cloud services
to the local area. We can focus on the big picture now, planning
for future deployments rather than upgrading desktops one at a
time. We can work on a hundred computers at once, making all the
necessary upgrades in a matter of hours. In the future, the team is
looking to build on its VDI use by allowing staff to connect to the
desktops from their personal tablets helping them to keep abreast
of information on the go. We get a lot of queries from the medical
team about their personal devices and whether they could start
using these on the ward soon. This is something were already
looking into and are condent of deploying the BYOD solution in the
near future. We pride ourselves in providing our patients with the
best possible care and so keeping abreast of the latest innovations
and developments is vital to our success. When we virtualised our
ED departments desktops we freed up the IT teams and clinical
staffs time, paved the way for major energy savings and improved
security across the board Jon Petre, Infrastructure Lead, Frimley
Park Hospital VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304
USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com Copyright 2012
VMware, Inc. All rights reserved. This product is protected by U.S.
and international copyright and intellectual property laws. VMware
products are covered by one or more patents listed at
http://www.vmware.com/go/patents. VMware is a registered trademark
or trademark of VMware, Inc. in the United States and/or other
jurisdictions. All other marks and names mentioned herein may be
trademarks of their respective companies. Item No: 13Q2_Frimley
Park Hospital_UK 03/12 50 Years of Growth, Innovation and
Leadership A Frost & Sullivan White Paper Virginia Cardin,
Dr.P.H. www.frost.com Maximize Clinical Performance 1 Minimize Risk
Constant Access to Patient Care Applications and Information in a
Digital World For a long term campaign it is important that content
is continually refreshed and updated to drip-feed information into
the buying cycle. Case studies, white papers, ongoing PR and expert
opinion articles provide this. New information is broadcast
(internally and externally) through regular scheduled email comms,
such as newsletters. Long term opportunities are also nurtured by
telephone in collaboration with the VMware sales team and partners.
CAMPAIGN ELEMENTS 1.RESEARCH & STRATEGY 2.AWARENESS/ INTEREST
3.LEAD GENERATION 4.SALES ENABLEMENT 5.ONGOING NURTURING
6.OPPORTUNITY ACCELERATION
9. Martrain 2015www.martrain.co.uk | [email protected]
Events, webinars, seminars and forums provide a great opportunity
to interact with clients and prospects. By leveraging our marketing
automation platform VMware is able to promote events, on and
offline, and our design team provides flexible resource for any
pre, on-the-day, and post event materials required. CAMPAIGN
ELEMENTS 1.RESEARCH & STRATEGY 2.AWARENESS/ INTEREST 3.LEAD
GENERATION 4.SALES ENABLEMENT 5.ONGOING NURTURING 6.OPPORTUNITY
ACCELERATION
10. Martrain 2015www.martrain.co.uk | [email protected] OUR
AGENCY Martrain is an integrated multi-channel marketing agency
supporting leading global Tech vendors and their Technology,
Integration and Distribution Partners. For over two decades we have
worked strategically with our clients to derive the maximum return
from their marketing activities. Martrain has a particular focus on
Sales and Marketing alignment, including Sales enablement, which we
see as critical to the success of any B2B marketing initiative. Our
key clients include the likes of SAP, VMware and Mitel and we are
incredibly proud to be able to work alongside global vendors who
are at the top of their respective fields. By acting as the bridge
between your marketing and sales teams, as well as feeding and
managing opportunities through your sales funnel, Martrain provides
long term, sustainable value. Hector Taylor [email protected]
Francis Lloyd [email protected]