GETTING EMERGING TECHNOLOGY RIGHT THE FIRST TIME!

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GETTING EMERGING TECHNOLOGY RIGHT THE FIRST
TIME! Ensuring Successful Mass Enablement of
Trading Partners! March 2005 JAY JAYAMOHAN
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ABOUT ETA Jay Jayamohan

• ETA formed as spin-off solutions and services
  firm, specializing in Emerging Technology
  strategy and application with proprietry MESTM
  solution
• Mass Enablement System (MESTM) is a unique
  solution that helps companies roll out
  initiatives across large trading partner bases
• Service offering of half day workshop that brings
  you up to speed on RFID and how it fits your
  business
• Jay Jayamohan / CEO of ETA, has extensive
  experience leading large roll outs of technology
  initiatives
• Formerly COO of a firm voted as number 10 on
  Washington Technology Fast 50 companies
• Led PriceWaterhouses Enterprise Application
  practise and has international experience with
  various industries
• Extensive experience with leading large and small
  companies in new technology implementations and
  business re-engineering
• Able to leverage experience for process
  improvement using emerging technology for both
  commercial and government sector

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INTRODUCTIONS, OBJECTIVES AGENDA

• Objectives
• Provide YOU with an update on the opportunities
  that exist to accelerate widespread adoption of
  Emerging Technology emerging from direct
  experience with other mass supplier adoption
  programs in RFID
• Agenda
• HealthCare Challenges Opportunities
• Introduction to Mass Enablement System (MESTM )
• Tried Tested - from commercial retail
  consumer goods rollout of emerging technologies
• Benefits and Adoption program
• Summary with ETA service solution
• Q A

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HEALTH CARE CHALLENGES

• COST
• Healtcare cost is 15 of GDP in 2004 and rising
• Healthcare premium increasing by double digits
• Employer healthcare cost expected to rise 12 on
  an average
• PROCESS
• Rising medical errors coupled with failing
  quality standards
• Lack of patient data and fractured delivery
  system
• Growing outpatient care problem due to lack of
  infrastructure
• TECHNOLOGY
• Lack of wireless system and interoparability
• Slow to improve Business Processes and adopt
  Emerging Technology
• Lack of common standards for data and privacy

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Financial Technical Barriers to Adoption of
Health IT

• FINANCIAL BARRIERS
• Lack of quick Return On Investment (ROI)
• Lack of access to Capital
• High cost of Emerging Technology adoption
• TECHNICAL BARRIERS
• Long and complex implementations
• Lack of standards and changing policy guidelines
• Inability to quickly integrate and incorporate
  changes to business processes

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OVERCOMING HEALTH CARE CHALLENGES USING ET

• One of the fundamental inefficiency of Americas
  healthcare system is the timely matching of
  patient need to the most appropriate level of
  service at the most appropriate cost.
• Emerging Technology including RFID has the
  potential to overcome the challenges through
• Reduced Healthcare cost
• More timely and accurate payment from carriers
• Save time and money
• Allow doctors to see more patients per day
• More productive practice
• Less administration more information about
  practice

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OPPORTUNITIES - MEDICINE, TECHNOLOGY BUSINESS

• New Technologies - building blocks for future of
  medicine
• Medicine is innovation friendly and absorbs new
  technology quickly
• Technology is an important trigger for future of
  patient care
• New opportunities exist in robotics, tissue
  engineering and wireless
• Miniaturization - via observation car through
  the body
• Unique instrument being developed for less
  invasive diagnostics and therapy
• New imaging tools, wireless telemetric data
  transfer and a new sensors form the framework for
  future endoscopic products
• For the patient this means less pain, shorter
  hospital stays and, most importantly, the
  opportunity to detect disease at early stages.
• Acting in an entreprenurial way - making use of
  opportunities
• Use innovation as a sustainable source of growth
• Adopt technologies at the innovation stage not
  invention stage
• Mass enable technology efficiently for realistic
  ROI

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CHALLENGES TO OPPORTUNITIES

• SAME NUMBERS FROM A DIFFERENT PERSPECTIVE
• Healthcare spending is close to 26 Billion in
  2004 and projected to grow over 34 Billion by
  2008
• By 2008 payer spending will amount to 7.5
  billion and provider spending will be at 26.7
  billion.
• The largest revenue chunk in the payer segment is
  services, which will grow from around 2.5
  billion to 3.5 billion between 2004 and 2008.
• Among providers hospitals are the largest source
  of healthcare ICT spending, representing around
  57 of the market, going from 11.7 billion to
  15 billion throughout our forecasting period.
• TAKE ADVANTAGE OF THE OPPORTUNITY
• Overcome your biggest pain point in adapting
  emerging technology using effective Mass
  Enablemet solutions.
• Create win-win situation for your business and
  customers using emerging technology

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MASS ENABLEMENT OF AN EMERGING TECHNOLOGY ACROSS
A TRADING PARTNER BASE SHOULD NOT BE LEFT TO
CHANCE
000s Trading Partners
Initial notification and updates
YOU

• Intermediaries responsible for enablement at
  scale
• Industry bodies
• EPC Global
• Consultants
• Systems integrators
• Hardware manufacturers
• -Software manufacturers

Variable quality of advice Untested
technology Competing service providers Unclear
business cases The whisper game

• Top 5 uncertainties of mass adoption of ET to
  meet required deadlines
• Are all my trading partners aware of the program
  and my requirements, in a uniform manner?
• Are my trading partners implementing a Band-Aid
  or a real solution?
• At what stage of implementation are my trading
  partners? Will I meet my deadlines?
• How quickly can I notify my total supply base of
  program updates and developments?
• How can I develop a feedback mechanism and
  community channel to further enhance adoption?

CONTROLING THESE UNCERTANTIES WILL GREATLY
IMPROVE EXECUTION.
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CONTROLLING THE UNCERTAINTIES REQUIRES PROACTIVE
OWNERSHIP OF THE ADOPTION LIFECYCLE
ANNOUNCE
BEST PRACTICE ADOPTION PROGRAMS ARE IN CONTROL OF
ALL 5 PHASES
ENHANCE
ENROLL
ENABLE
ARE YOU ADEQUATELY INVOLVED IN EACH PHASE TO
MEET YOUR STATED DEADLINES AND BUSINESS CASE
OBJECTIVES?
EDUCATE ADVISE
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FEW COLLABORATION PROGRAMS EXIST TODAY THAT PUT
THE PULL SIDE OF THE PARTNERSHIP IN CONTROL
EVEN WAL-MART SUFFERS
Wal-Mart RFID program
Wal-Mart Data Sync Program
ADOPTION PHASE INVOLVEMENT
ANNOUNCE HIGH
ENROLL LOW
EDUCATE ADVISE MED/LOW
ENABLE LOW
ENHANCE LOW
ADOPTION PHASE INVOLVEMENT
ANNOUNCE HIGH
ENROLL LOW
EDUCATE ADVISE MED
ENABLE LOW
ENHANCE LOW

• Program off to conspicuous start, slow going
  Scope 200-250 suppliers
• Supplier momentum, but not as planned
• Supplier slap-and-ship approaches undermines
  future of program
• Inadequate coordination with enabling program of
  data synchronization
• Creation of solution partner frenzy and
  associated effects and ramifications

• Mandate issued in 2002 06/03 deadline
• Scope all 13-15,000 suppliers
• Mandate revision to 01/01/04
• By 12/04, only 1 to 2,000 in production
• Proliferation of Band-aid solutions undermines
  future of intuitive
• Widespread confusion and resentment of proxy
  enablement partner (UCCnet)

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TRADITIONAL VERSUS BEST PRACTICE ADOPTION OF
EMERGING TECHNOLOGY ACROSS MASS TRADING PARTNER
BASE
TRADITIONAL BEST PRACTICE
Announce program Light, Medium or heavy mandate Enroll industry bodies as channels of communication Host summits and conferences periodically Educate traditional service providers, consultants and equipment providers Participate in standards bodies and process Control communications process to analysts, media and public Get your own shop in order according to plan and business case Hope they understand you and take the program seriously Segment trading partner base Determine desired rollout sequence Spot banana skins and contingency Announce to exactly the right audience and know they got it Enroll audience into program Manage response and assess readiness of each segment and partner Readjust plan based on readiness and realities Deliver education, advice and direction to each partner segment via Portal and Learning management System Capture progress of enrolled community Solicit feedback on-demand - Measure, track report and adjust
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DELIVER BEST PRACTICE ADOPTION INFRASTRUCTURE FOR
COLLABORATIVE PROGRAMS - TO ITS CUSTOMERS AND
THEIR PROGRAM OFFICES
Rollout strategy, planning continuous
improvement
Learning Management System (LMS) community
portal
Managed services
Progress On-Demand

• Trading partner contact management
• Communication campaign management
• Response management
• Follow up and expediting
• eCommerce
• Status capture PRM/CRM

• Effectiveness of
• Announce
• Enroll
• Education
• Enablement
• Enhancements
• Readiness of supply base
• Forecast for completion by segment and individual
  trading partner
• Trends
• Risk reporting

• RFID Academy
• Accreditation program
• Automated outreach
• Personal tuition
• Survey design, deployment and management
• Student graduation
• The official word-of-mouth, delivering fact
  versus hearsay

• Consultative rollout planning
• Marketing and communications strategy towards
  trading partner base
• Strategic review of service providers by type and
  fit for every flavor of trading partner
• RFID and other Emerging Technology strategy
  consulting

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TRIED AND TESTED INFRASTRUCTURE METHODOLOGY

• Retailers Walgreen's, CVS Pharmacy, Eckerd,
  Safeway, Albertsons, Ahold, Food Lion, Best Buy,
  Auchan, Casino, Tesco, El Corte Ingles, Co-op
  Italia,etc
• Manufacturers/distributors
• Combined unique supplier base of 0ver 30,000
• Deployed segmented approach to 4,000 chain drug,
  750 electronics and entertainment, 8,000
  grocery/food/tobacco GM/Apparel
• Data synchronization total enablement program,
  faculty and LMS with CRM reporting capability
• RFID mass education, survey and enablement
  capability
• Supplier outreach mechanisms
• Automated
• Consultative individual and seminar based
• On-demand reporting and project management

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HOW IT ALL CAME TOGETHER FOR SEVERAL GLOBAL
RETAILERS
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BENEFITS OF ETA APPROACH TO COLLABORATIVE
ADOPTION MANAGEMENT

• Announce phase effectiveness improves from 20 to
  90
• Enrollment ensures you have a direct line of
  sight to every single trading partner, and the
  appropriate contacts automated
• Mass educate supply base at speed and scale
• Education phase reduced from 2 years to 6 months
• Assess continuous trading partner understanding
  and capability
• Kill whisper game
• Reduce number of Band-Aid solutions deployed by
  trading partners
• Lead supply base to trusted enablement partners
  at the right cost
• Manage out the risk of late delivery or surprises
• Enhance relationships and program results

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YOU HAVE THE ABILITY TO BE EVEN MORE PROACTIVE
REGARDING RFID ADOPTION - PROPOSED ENHANCEMENTS
TO ENSURE SUCCESS
ILLUSTRATIVE

• Repurpose PORTAL
• Convert existing content into interactive courses
  and education seminars
• Create new education courses/programs that lead
  trading partners through basic understanding to
  advanced capability e.g.
• RFID 101
• YOUR requirements 101
• TAGS and whats right for me ?
• Interactive FAQ
• Ask the expert, scheduled Webinars seminars
• Which integrator is right for me
• Defining a business case for RFID
• Create capable missionaries and send them to top
  tier suppliers
• Trading partner contact information factory
• CRM linked to trading partner readiness and
  capability
• Reporting capability across the top

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SUMMARY AND NEXT STEPS

• Currently supplier rollout of RFID is a
  multi-faceted, segmented program that will take
  several years to execute
• There is a clear requirement for a targeted
  program to manage total enablement, versus
  traditional adoption and CRM activity
• ETA has the pedigree required to assist you or
  your prime contractor in delivering
  infrastructure and services to ensure speed and
  quality of adoption by trading partners en-mass
• Proposed next steps
• Deeper dive into the types of capabilities that
  can be leveraged
• Demo of the enablement program in place with
  several global retailers
• Understanding of key issues and milestones in
  Your program going forward
• Determine Your receptivity to creating a formal
  enablement Academy

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FURTHER INFORMATION REGARDING ETA (EMERGING
TECHNOLOGY PROVIDERS)

• ETA was formed with the vision of providing
  timely, knowledgeable and vendor neutral advice
  for evaluating, planning and implementing Radio
  Frequency Identification (RFID). We will provide
  the right advice on all aspects of RFID including
  privacy concerns, best approach, and integration
  with existing solutions. We bring the advantages
  of being small, uniquely focused on RFID and the
  experience of a team that has years of experience
  providing emerging technology solutions to both
  Federal and Commercial clients.
• RFID has the potential to transform business
  processes and enable huge cost savings for most
  organizations. But it also comes with the risks
  of multiple standards, privacy concerns and high
  cost of adoption. ETA has the knowledge,
  understanding and experience of dealing with
  emerging technologies and guiding organizations
  in the right approach for maximum return on
  investment.
• Allow us to guide you in defining the business
  case, areas of improvement, and how to integrate
  with your existing enterprise applications. Let
  us help your organization take advantage of RFID
  technology.

MISSION
Provide professional, objective and cost
effective RFID strategy and services to business
leaders looking for ways to improve the
performance of their organizations through this
emerging technology
10332 Main St, 126 Fairfax, VA 22030 - TEL 703
278 8713 - FAX [phone] EMAIL
info_at_etadvisors.net www.etadvisors.net
OUR SERVICES Regardless of what industry you
compete in, excellence in adapting and innovating
Emerging Technology (ET) can make or break your
ability to keep up with the pace of change. We
dedicate people and resources to advancing our
expertise in the ET like RFID, Wireless and
Nanotechnology. From planning to operations, we
help clients build their skills and boost
performance. The biggest challenges in
implementing RFID solutions currently are issues
with 1) Standardization and stabilization of the
technology and functionality 2) Privacy of the
data collected and tracked and 3) Storing,
reporting and managing the information collected.
ETA can help organizations in developing the
strategy plan that will bring together the
hardware, software and integration with existing
applications.
PLANNING APPROACH
INDEPENDENT VERIFICATION VALIDATION
STRATEGY EVALUATION

• Fit Gap Analysis
• People, Process Technology
• RFID Solutions - Approach
• RFID Solutions - Planning next steps

• Business Case
• Process Study
• Strategy evaluation

• Implementation planning
• Implementation execution
• QA - Integration

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GET RFID?Immersion Sessions Everything your
organization needs to know about RFID in a
focused, half-day work session
Wouldnt it be nice if someone sat you down and
explained everything you need to know about RFID
today in a simple, focused way ?
Whenever an emerging technology is introduced to
the mainstream, it is accompanied by hype,
confusion and fiction. RFID is no different in
this regard. Therefore, the experts at ETA have
called on over 6 years of RFID and Data
Synchronization experience, coupled with 25 years
of technology strategy and execution to help you
get past this unnecessary evil.

• Our experience in working with clients across
  several industries in Europe, Asia and North
  America has consistently told us that there can
  be no substitution for a strong grounding in the
  business implications and truth concerning the
  technology under focus.
• To help our clients gain this critical context
  around RFID and the EPC Network, we have designed
  a simple, low cost program to prime you on RFID
  our GET RFID? Immersion Sessions

What you will learn in just half a day with our
team, visiting you at your choice of location
GET RFID STRATEGIC AND PRACTICAL
GET RFID SMART
GET RFID LEVEL SET

• What businesses and industries will benefit most
  and first?
• How relevant is RFID to your company/industry?
• Who is implementing RFID today and why?
• What approaches are companies taking to RFID?
• Who exactly is doing RFID today and where?
• Is anyone benefiting yet?
• Jargon buster every acronym and technical term
  explained in terms a child can understand
• Industry bodies and standards groups who is
  governing RFID evolution?
• Privacy, Security Public Policy essential
  facts to know
• Who sells RFID solutions and who is a player
  versus an also-ran ?

• Elements of RFID business cases hoe companies
  are justifying action today
• Should you implement /pilot now or just
  investigate?
• Costs associated with RFID and the evolution of
  the technology
• How RFID is evolving today where your trading
  partners who have implemented RFID are going next
  and what it means to you
• Explaining RFID to executives in terms they will
  understand
• Elements of an RFID program and how to adapt your
  organization accordingly
• Case studies from real world RFID projects to add
  to your repertoire

• Introducing RFID the EPC Network
• RFID History to present day the short version
• Basic components of an EPC RFID solution
• How the technology can be applied to business
  process for benefits
• Shortcomings and caveats the consultants gloss
  over
• Realty check When is this really going to take
  off?
• How to prepare and educate your company and your
  trading partners

GET RFID? Immersion sessions start at just
4,499 Visit www.rfidexplained.com to arrange for
an immersion session for your company, or contact
us using the information below.
10332 Main St, 126, Fairfax, VA 22030 - TEL
703 278 8713 - FAX [phone] EMAIL
info_at_etadvisors.net - http//www.etadvisors.net
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Questions? Thank You