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Before
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After
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2008 Misys All rights reserved,
Large & Troubled . . .
Our U.S. Healthcare Scorecard
98,000 Deaths from Medical Errors
1.5 Million Injuries
7,000 Deaths from Medication Errors
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Understanding $17B in Physician Incentives
The $17 Billion in Incentives Require Proof of "Meaningful Use Use of a certified EHR product with ePrescribing capability that meets current HHS
standards
Connectivity to other providers to improve access to the full view of a patients healthhistory
Ability to report on their use of the technology to HHS
Those That Adopt First Will Benefit The Most (Declining Incentives)
Physicians can earn between $44,000 to $64,000 over five years from Medicare / Medicaid
if they are utilizing an EHR in 2011
Late adopters will receive significantly less
Providers may receive incentives under only one of the programs
2015: reductions in Medicare/Medicaid fees for non-EHR users
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The Time is NOW.Great opportunities are already in place. Take advantage of them now.
Incentives from Federal Government are Already in Place
CMS incentive programs = estimated impact of $6,000 to $8,000/MD/year
2% financial incentive for physicians to use electronic prescribing
2% for Physician Quality Reporting Initiative (PQRI)
Medicaid: Physicians who see more than 30% of patients paying with Medicaid(20% for pediatricians) are eligible for payments of up to $64,000 over five years.
Medicare: Physicians who do not have a large Medicaid volume but do acceptMedicare can receive up to $44,000 over the five years. Additionally, physiciansoperating in a "health provider shortage area" will be eligible for an incrementalincrease of 10%.
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A Complete Picture
EHRStimulusFunding
$44,000per MD
over 5 yrs.
+ ePrescribeIncentive
$3,000-5,000*
per MD per year
* Estimate will vary based on Medicare mix and volume of patientsPQRI = Physician Quality Reporting Initiative
+ PQRIIncentive
$3,000-5,000*
per MD per year
Funding over 5 yrs. ranges from $70,000/MD to $90,000/MD
Federal Incentives for EHR Utilization
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Allscripts MyWaySimple Value Proposition
SIMPLE
AFFORDABLE
COMPLETE
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Differentiating FeaturesDifferentiating Features
NO TEMPLATESStart anywhere, Go anywhere
Speeds learning curveQuicker DocumentationNo Maintenance No Template Maintenance
Intuitive Design
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Differentiating FeaturesDifferentiating Features
INTELLIGENT NAVIGATION
Streamline DocumentationPresents clinically relevant terms
Creates Most Frequently used list
Intelligent Navigation
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Differentiating FeaturesDifferentiating Features
ADAPTIVE LEARNING
Shortens learning curve
Learns the practice patternsSpeeds Documentation
Adaptive Learning
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Differentiating FeaturesDifferentiating Features
ON THE FLY CUSTOMIZATION
Customize Yourself No IT staff needed
Customization available immediatelyMeet Individual and/or Practice style
On-the-fly customization
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Differentiating FeaturesDifferentiating Features
Drivers License & Insurance Cards
Minimizes KeystrokesMinimizes ErrorsImproves Cashflow
Online Character Recognition (OCR) - Scanning
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Differentiating FeaturesDifferentiating Features
FAULT TOLERANT ARCHITECTURE
100% Access to patient charts
No single point of failureEnsures secure data
Fault Tolerant Architecture
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Ambulatory Market Opportunity
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The Target Market Small provider practices (1-3 physicians) primarily in the
following specialty practices: Internal Medicine
Family Medicine
Pediatrics
Urgent Care
Cardiology
Urology
OBGYN
Secondary focus in the following specialty practices: General Surgery -Rheumatology
Plastic Surgery -Neurology
Gastroenterology -Orthopedic Surgery Otolaryngology - Pulmonology
Endocrinology - Geriatric Medicine
Neurosurgery
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No Fly ZoneSpecialties:
Ophthalmology - workflow
Oncology workflow, billing
Psychiatry workflow, content, billing
Dental workflow, content, billing
More Sophisticated OfficesBilling Services, MSOs
Complex billing workflows (DME, split billing)
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So whats keeping Doctors from buying?
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Top Barriers to EHR Adoption
1. Fear
2. Ego
3. Money
4. War Stories
5. Change
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Dr. Sheffield Success Story
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Critical issue
Capabilities (when, who,what)
Result
Enabling Technology
Success Story Example
Not maximizing profitability of the Practicedue to billing issues, liability, andinefficiencies.
This solution was able to customize to thenuances of each physician, providing a closerfit than customizing just to the specialty of thedoctor.
This solution provided a robust automateddocumentation capabilities eliminating theneed for outside transcription services.
Personalized workflow, saving approximately10 hours per week in physician time.
Eliminated $6000-$7200 a year in transcriptioncosts.
These capabilities were delivered by ourMyWay Solution.
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Practice Buying Drivers & Trends
Factorsinfluencing
Practice buyingdecision
Technology Microsoft technology
SaaS, SOA, ASP
CCHIT
Interoperability
Legal & Regulatory
ePrescribing Stark Law Relaxation
P4P
DOQ-IT
Regional
RHIOs & IPAs Regional EHR
Specialty Association
Hospitals
Financials Practice Size
Business model
Profitability
Quality of care
Socio-Economics Consumerism
Continuity of care
Un- & under-insurance
Baby boomers
CUSTOMER MISYS SOLUTIONS & COMPETITIVE
PracticeMacro-challenges
Wh d PM EMR & RCM
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What does PM, EMR, & RCMsolve?
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PracticeManagemen
t
ElectronicMedicalRecords
RevenueCycle
Management
Decreasing patientsatisfaction
Increasing costs Decreasing
Reimbursement
Staff turnover Inefficiencies in
Practice operations
Decreasing patientsatisfaction
Increasing costs Decreasing
Reimbursement
Undercoding Increasing clinical
errors Decrease in work/life
balance
Decreasing patientsatisfaction
Increasing costs Decreasing
Reimbursement
Increased A/R days High cost of
collections Complex payer
requirements
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It all starts with the proper discovery!
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Utilizing a Discovery Document
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Utilizing a Discovery Document Capturing / Learning P P V V C
Pain Power
Vision
Value
Control
Answering Why Now?
A good Discovery = Better, Faster, Easier Sale
Will WIN the deal 10 X over not using Discovery
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What is a demo? Why do them?
Demonstration is defined as: The presentation of the set of Specific Capabilities
needed to solve a customers Critical Business Issue.
Why do a Demonstration? Technical Proof of Capabilities
Vision Generation
Copyright 2003-2009The Second Derivative
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Great Demos present the what right
away, and then follow with the how.
Copyright 2003-2009The Second Derivative
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Demo Guidelines
Do the Last Thing First A Great Demo is concise!
Introduction 1-2 minutes
Illustration 1-2 minutes
Do It 1-2 minutes Peel Back the Layers 5-10 minutes
Q & A 5-10 minutes
Summary 2-4 minutes
15 30 minutes A Great Demo!
Copyright 2003-2009The Second Derivative
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Copyright 2008 AllscriptsMisys Healthcare, Inc.
Costs to run a Practice
Product SUMMARY
PatientVisits
Average Physician sees ~ 25 patients per day 15% of visits are downcoded (3.75 visits) Increase in reimbursement (99213 vs 99214)
= $26/visit Total additional revenue =
$1,950.00/month/MD
Chart Costs ~ 15% of Office visits are new patient visits Cost to create a new chart is ~ $5/chart
(can be as high as $8/chart)
Cost ~ $3.55/chart to pull and re-file a chart Total cost of new patient charts per month =
$375.00
Transcription
Costs
Estimated at $8000/year per MD (= $333 permonth)
50% Reduction in dictationsource: Allscripts Client Data
$31,896 / year / MD
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ROI Tool
CUSTOMER MISYS SOLUTIONS & COMPETITIVE
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Scenario Walk Through
PQRI = Physician Quality Reporting Initiative
2010 2013 20142009 2011 2012
ePrescribe
PQRI Incentive
Stimulus Package
$7,013
$7,574 $8,696$7,013
$36,000 $24,000
Total of 6 years = $177,877 + Standard ROI value
$7,013
$8,135 $9,257 $9,818
$8,000$16,000
PM/EHR for 2 Docs
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Lets talk about the competition.
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e-ClinicalWorks
Why They Win
??
Copyright 2008 AllscriptsMisys Healthcare, Inc.Copyright 2008 AllscriptsMisys Healthcare, Inc.
1. Well known brand; growing rapidly
2. Low Price primary factor in inclusion
3. Good user Interface strong demo
4. Simplicity/low cost of install
5. Executive Sales involvement how many Girishs are there?
1. Well known brand; growing rapidly
2. Low Price primary factor in inclusion
3. Good user Interface strong demo
4. Simplicity/low cost of install
5. Executive Sales involvement how many Girishs are there?
http://images.google.com/imgres?imgurl=http://www.wbjournal.com/tcontent/wbjfiles/2007/10-29-07/eClinical_300.jpg&imgrefurl=http://www.wbjournal.com/news40111.html&usg=__BO89ts_VoBAzRNpW5uMDOe7P9XU=&h=216&w=300&sz=97&hl=en&start=14&um=1&tbnid=Y0gZOy3NcwYluM:&tbnh=84&tbnw=116&prev=/images?q=Girish+Navani&hl=en&rlz=1T4GPMD_enUS314US314&sa=N&um=1http://images.google.com/imgres?imgurl=http://sdm.mit.edu/img/navani.jpg&imgrefurl=http://sdm.mit.edu/index.php?fileName=conf08/speaker_bios.html&usg=__EIfsBsf_Uk4ZE6iyt6idKs4TF4c=&h=200&w=154&sz=6&hl=en&start=11&um=1&tbnid=OQ9j-okVVEKGoM:&tbnh=104&tbnw=80&prev=/images?q=Girish+Navani&hl=en&rlz=1T4GPMD_enUS314US314&sa=N&um=1http://images.google.com/imgres?imgurl=http://www.bu.edu/alumni/buforward/archives/Dec_2006/img/navani.jpg&imgrefurl=http://www.bu.edu/alumni/buforward/archives/Dec_2006/articles/alums.html&usg=__uiKQn82uGW4NfZoqcFcEMq8WRLk=&h=100&w=100&sz=35&hl=en&start=5&um=1&tbnid=rLSKxhs5DdgxkM:&tbnh=82&tbnw=82&prev=/images?q=Girish+Navani&hl=en&rlz=1T4GPMD_enUS314US314&sa=N&um=1http://images.google.com/imgres?imgurl=http://www.histalk2.com/images/HIStalkInterviewsGirishKumarNavaniPresid_12E7F/girish.jpg&imgrefurl=http://histalk2.com/2008/03/17/histalk-interviews-girish-kumar-navani-president-of-eclinicalworks/&usg=__asifmbpqz-SUuoBU1a9Pg-2hGdg=&h=322&w=250&sz=16&hl=en&start=10&um=1&tbnid=Jua56PkdVY8ynM:&tbnh=118&tbnw=92&prev=/images?q=Girish+Navani&hl=en&rlz=1T4GPMD_enUS314US314&sa=N&um=1http://images.google.com/imgres?imgurl=http://www.masshightech.com/resized-images/articlepage1607354.jpg&imgrefurl=http://www.masshightech.com/stories/2009/03/16/weekly11-Wal-Mart-eClinicalWorks-team-up-to-sell-e-health-systems.html&usg=__y40Dylr6OBrknELS6IOL73MybNo=&h=271&w=180&sz=21&hl=en&start=6&um=1&tbnid=-a2N9lfc0M3ySM:&tbnh=113&tbnw=75&prev=/images?q=Girish+Navani&hl=en&rlz=1T4GPMD_enUS314US314&sa=N&um=18/14/2019 06a - OHMS MyWay Info Presentation
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e-ClinicalWorks
Recommended Sales Strategy
??1. Kill them with attention the majority of time eCW is selling over thephone and through webcasts. Establish and reinforce that relationship!!!
2. Sell against the drive by approach by focusing on the strength of oursuccessful implementations and how that positions them to reap
Stimulus rewards
3. You cant be all things to all people with one product eCW is obligatedto focus development, training and support on success of largecustomers Walmart, NY DOH, HCA
4. Focus on the stability, vision, and strength of Allscripts, remember eCWis approximately 1/10th the size of Allscripts in revenue
5. Sell the strength of the Cardinal/Allscripts relationship
1. Kill them with attention the majority of time eCW is selling over thephone and through webcasts. Establish and reinforce that relationship!!!
2. Sell against the drive by approach by focusing on the strength of oursuccessful implementations and how that positions them to reap
Stimulus rewards
3. You cant be all things to all people with one product eCW is obligatedto focus development, training and support on success of largecustomers Walmart, NY DOH, HCA
4. Focus on the stability, vision, and strength of Allscripts, remember eCWis approximately 1/10th the size of Allscripts in revenue
5. Sell the strength of the Cardinal/Allscripts relationship
Copyright 2008 AllscriptsMisys Healthcare, Inc.Copyright 2008 AllscriptsMisys Healthcare, Inc.
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Greenway
Why They Win
??
Copyright 2008 AllscriptsMisys Healthcare, Inc.Copyright 2008 AllscriptsMisys Healthcare, Inc.
1. Great Client Satisfaction scores with KLAS
2. Endorsement of PSS
3. Good references in OBGYN and Primary Care
4. Play up the small company feel personal service
5. Cost (depending on size)
1. Great Client Satisfaction scores with KLAS
2. Endorsement of PSS
3. Good references in OBGYN and Primary Care
4. Play up the small company feel personal service
5. Cost (depending on size)
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Greenway
Recommended Sales Strategy
?? Wider reference base larger practices and specialties
Raise concerns about their interfacing ability compared to ours
Well known that venture investors are pushing Greenway to eithergo public or be acquired what will that do to company/service
Show that we are ETDBW Greenway requires them to buy 5licenses even if they only need one.
Wider reference base larger practices and specialties
Raise concerns about their interfacing ability compared to ours
Well known that venture investors are pushing Greenway to eithergo public or be acquired what will that do to company/service
Show that we are ETDBW Greenway requires them to buy 5licenses even if they only need one.
Copyright 2008 AllscriptsMisys Healthcare, Inc.Copyright 2008 AllscriptsMisys Healthcare, Inc.
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Why They Win
..
Copyright 2008 AllscriptsMisys Healthcare, Inc.Copyright 2008 AllscriptsMisys Healthcare, Inc.
eMDs
1. Well known brand with AAFP
2. Low Cost
3. Good user Interface strong demo
4. Simple / Low Cost of implementation
5. Built for Physicians by Physicians
1. Well known brand with AAFP
2. Low Cost
3. Good user Interface strong demo
4. Simple / Low Cost of implementation
5. Built for Physicians by Physicians
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eMDsRecommended Sales Strategy
??1. Focus on the stability and strength of a large company.
2. Lack integrated EDI
3. Minimize risk by differentiating Allscripts support b/c they have hadchallenges with support as customer base grows
4. Lacks adaptive learning and offline synchronization
5. They are template based
1. Focus on the stability and strength of a large company.
2. Lack integrated EDI
3. Minimize risk by differentiating Allscripts support b/c they have hadchallenges with support as customer base grows
4. Lacks adaptive learning and offline synchronization
5. They are template based
Copyright 2008 AllscriptsMisys Healthcare, Inc.Copyright 2008 AllscriptsMisys Healthcare, Inc.
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Comparison Checklist
CUSTOMER MISYS SOLUTIONS & COMPETITIVE
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MyWay Implementation..
100% Remote Implementation Role Based Curriculum
Track and Measurable
Integrated eLearning Learning Management System (Academy) Supported by Q&A sessions with Implementation Consultants
24/7 Access
Continuing Education, Employee Turnover, Refresher
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MyWay Implementation Overview
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MyWay Implementation OverviewProcess
6-8 Week Rollout 5 Phases
Key Roles
Project Management Implementation Consultant Coordinator Liaison throughout process
Remote Consultation Coordinated Q&A sessions with Implementation Consultant
Academy - Learning Management System
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MyWay Standard Implementation
Al lsc rip t s M yW ay S tandard Im p lem enta tion M ode l- R e m o t e
D is c o v e r C o n fig u re T ra in L iv e
Allscripts
Academ
y
Allscripts
Academ
y
Im
plem
entation
Services
Im
plem
enta
tion
Services
R o l e s& R e s p o n s i b il it ie s
I m p l e m e n t a t i o n P r o c e s s
I m p l e m e n t a t i o n S c h e d u l eD is c o v e r D o c u m e n t
C on f i gu r e P r epa r a t i on
A c a d e m y R e q u i r e m e n t s
C o n f i g u r e C h e c k l i s t
I m p l. S p e c. B u i lt F i l esC l ien t B u i lt F i l es
P P/M a i ns t r ee t S e t up
C o n f ig u r e Q&A/C ons u l t
L M S U s e r E n r o llm e n t
L M S C o u rs e A s s i gn m t.
L M S O v e r v ie w C o u rs e
R e q u i r e m e n t s
P M T r a i n i n g: F r on t D e s k
C l i n i c a l& M e d ic a l R e c o rd s
Bi l l i ng
A d m i n
C l in i c a l T r a in i ng: P ro v i d e r
C l in ic a l S t a f f
A d m i n
Q&A/C on s ul t:
F ro n t D e s kC l i n i c a l& M e d ic a l R e c o rd s
A d m i n
Bi l l i ng
P r o v i d e r
Li v e Q&A/C on s u lt:
B i l l i ng
C l i n i c a lP a y e rp a t h C o n s u lt
L M S C o u rs e R e v ie w
M o n t h-E
F o l l ow
Tra in in
Q&A C
M o n t hF i nanc
W o rk f l
L M S C o n f ig u r e T ra i n in g:
B i l l i ng F i les
C l in i c a l F i l es
L M S A s s e s s m e n ts
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MyWay Project Management
Minimal Project Management Hours Included in every Service Package
Implementation Consultant Coordinator Liaison between client/partner and MyWay resources
Coordinates Implementation Rollout Hardware and Software Conversion Schedule
Resource Assignments
Academy LMS
Coordinates LMS access Tracking and Monitoring progress
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Academy for MyWay Details
Programs are Role-based: Administrative
Front office
Back office
Clinical
Provider
Courses have three modes:
See it: demo
Try it: practice
Know it: assessment
Learning Tracks include: Implementation Training
Core (Comprehensive)Curriculum
New Version Training
During an Implementation,courses are interspersed withlive, online Q&A sessions.
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Allscripts Academy Learning Portal is at:www.misysacademy.com/misysmyway
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Is Ongoing Support Important?
Your customers need the ability to get timely andknowledgeable assistance when needed
Our support team serves as an extension of yourbusiness and your customers businesses
We recognize that to grow our business, client supportmust be a positive differentiator
Mutually Critical to You and Allscripts
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Support Hours Normal Support Hours: Monday-Friday 8am-6pm (within your time
zone) excluding Holidays Allscripts Support can be reached via telephone at 800-877-5678
Allscripts Support cases can be logged on the Internet viawww.allscripts.com /Client Login
After Hours Support/Holiday Support is available
After Hours Support is Billable by the hour with a 1 hour minimumat Allscripts current billable rate.
24/7 access to Client Support Portal including Solution(Knowledge Base) articles
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Key Expectations for Clients Goals
Respond to 83% of all cases within 2 hours
Critical cases are prioritized and our goal is to respond to a critical case within 15 min
Business Impact & Response Times
Down System: 15 minutes 50% or more of the users unable to work or Patient Safety impacted
Example: Users unable to access MyWay application
Emergency/High: 2 hours Significant Impact/system failure or less than 50% of the users unable to work
Example: An End user is receiving an error when trying to perform a function OR when performing a task that expectedresult does not occur
Medium: 1 business day All other issues/questions
Example: End user has a question on a specific report or function that is a general question related to an area of theproduct
SUMMARY of
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SUMMARY ofAllscripts MyWay Stimulus Package Offerings
Full TIMEProviderDescription
No Money Down3 Months No Payments
60 month term
MyWay PM/EHR Stimulus Package Offer $699 per Provider
MyWay EHR ONLY Stimulus Package Offer $459 per Provider
PART TIME ProviderDescription
(Average of 20hours or less per week)
No Money Down3 Months No Payments
60 month term
MyWay PM/EHR Stimulus Package Offer $449 per Provider
MyWay EHR ONLY Stimulus Package Offer $299 per Provider
OPTIONAL ITEMS No Money Down3 Months No Payments
60 month term
Allscripts MyWay Specialty Configuration Package $125 per Practice
Additional day of onsite training (includesexpenses)
$35 per Day
Lab Corp or Quest Interface$105 per Practice
Third Party HL7 LAB Interface $150 per Practice
Third Party HL7 PM Interface $150 per Practice
Demographic Conversion $50 per Practice
Appointment Scheduling Conversion $50 per Practice
Medical Device Interface $20 per Practice
The $699 per provider package
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The $699 per provider packageincludes MyWay PM
MyWay EHR
Support
Maintenance
Unlimited electronic Claims with claim scrubbing
Up to 5 Carriers for Insurance Remittance posting
Online Eligibility Verification for up to 200 patients per doctor per month 1st year of the MyWay Academy
Complete Training and setup of MyWay
Hosting Fee (no server required)
1st year of Patient Portal Items Include:
Patient Pre-registration with Standard Health History, Activation (Invitations), Appointment Requests,Prescription Renewal Request, Unlimited Patient Messaging, Unlimited Secure Patient Messaging,Ask a Practice Staff, Online Bill Pay
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