00:00
Well thank you all for for joining us here we might have a few more coming in late but uh wanna be mindful of time and get rolling um quick intros Mark Dobbs, I have the pleasure of running our global practise for how we sell into the enterprise imaging space or medical imaging world for those of you that are in healthcare and I see a lot of you from the healthcare space.
00:18
um, I'm gonna have Jesse introduce himself in a moment, the most important man on the chair, but, uh, I want to pass over to Chad briefly. Thank you. Good morning, Chad Elliott, director of product management for Tier Point. Um, I'm. I manage our product portfolio around storage and storage as a service,
00:33
so a big partner with Pure Storage. Excellent. So, um, when we kick it over to Jesse, what we wanna do is kind of, you know, have Jesse introduce himself and take us through a little bit about the journey that he's had and why he's, you know, looked at Pure storage, how he's, you know, chosen and selected us to pave way for the new model which we are announcing today.
00:51
Uh, which I'll get into later on, but I wanted to, uh, Jessie, if you don't mind, tell us a little bit about yourself and then tell us about Saint Jose. Uh, thanks, Mark. Um, Jesse Fasolo, uh, I represent Saint Joseph's Health, uh, in New Jersey.
01:06
Um, I, uh, I have about 20 years in IT across multiple industries finance, legal, retail, and healthcare 10 years plus in healthcare, um. Uh, the position I have right now is head of infrastructure technology and the CISO for the organisation, so I sit both, uh, the whole technology stack as well as the cyber stack, um, and I also oversee all of the biomed and clinical engineering,
01:30
um, for, for the health system. Uh, as far as, uh, my partnership and introduction to Pure, uh, I think it started, uh, I don't know what date, probably 2017, somewhere around there, um, still when Pure was, uh, relatively new to the market, and, uh, at the time we were struggling from a healthcare perspective on multiple tiered,
01:51
uh, storage, legacy storage, and, uh, architect legacy architecture generally. Um, and we were looking to market to upgrade and implement new storage. Um, one of the underlying reasons why we started looking at it was complaints of storage, performance, uh, latency in our environment at that time, um. A simple email to everyone in the organisation
02:14
would take down the storage, um, uh, backup jobs would run it would slow down everything. There would be outages, uh, almost weekly just based on storage, um, and then farther up the tech stack as well there was, uh, there was issues that they need to be focused on, but what brought me to Pure was, um, I started looking at the market.
02:34
At all the competitors and pure uh the relationship I built with Pure essentially was the driving factor of me bringing Pure into the organisation so um the sales engineers, um, the sales reps uh really took the time to build a relationship with me and understand, uh, what my concerns were what my issues were, um, and then also what my technology, uh, goals were in the future um I had multiple distributed data centres I wanted disaster
03:03
recovery. Uh, I was looking at a solution, um, and an entry point that's low enough, so, um, I could get into a new technology stack and build it and grow as I was moving forward, so. Uh, at the time, Pure, uh, was, uh, on an island on its own, uh, providing a solution that you could buy and never have to worry about having to go and do a
03:25
big heavy lift, um, and I think most people know pure of that, um, idea and most of the organisations kind of adopted that thereafter, but. Um, for us, uh, the, uh, investment of technology and money into to a technology you wanna make sure it's gonna last very long, right? Um, you know, no more is the the depreciation
03:44
models of seven years you want it to go as far as you can, um, so, uh, when we implemented, uh, that we were, we were looking at a proof of concept. Um, uh, Pure was right there. They wanted to offer up proof of concepts. They were willing to help us. Um, we were looking at tech stacks like the flash stack,
04:02
um, uh, to, to kind of do the entire stack because like I mentioned we were looking at, uh, not just the, the compute, uh, but we're looking at compute storage, um, networking in the, uh, data centre as well. So we started out with Flash Stack um and then we grew from there and like I mentioned we went with a specific smaller environment and then upgraded and I think at this point we've
04:24
upgraded 4 or 5 times to. Uh, larger X series and multiple C series, um, but our use cases right now are, uh, distributed active cluster environment across multiple data centres, um, uh, we use, uh, C-60s as targets for for backup and storage, um, and interestingly enough, the partnership that I had soon as being partnered with Pure
04:46
and and built that relationship, uh, I believe I executed. Maybe a month later because uh it realised that was the new backup target that I needed so um all combined um very satisfied so far, uh, with that partnership like I said and um the technology has been seamless. I've had zero downtime and I'm going on 8 years, uh, all the maintenance, um, you know, no impact, the time to click for physicians,
05:12
uh, improved. Uh, nurses, right, downtime issues that they've had all gone away, um, and then backup solution, one of the use cases that I had for backup, um, my backup window I think was 14 hours with previous solutions, um, now I do an entire backup. And the entire environment folds every single night for 3 hours. So it's, it's relatively super fast and,
05:35
and you mentioned something briefly so you've, you've experienced kind of the evergreen evolution, right? You've gone through upgrades. Have you explored looking into like the evergreen one model, the OPE kind of more model, or how do you consume pure? Yeah, currently we currently we consume most capex, um,
05:49
but, uh, healthcare predominantly likes to buy capital, um, equipment. Um, we're looking at other options of how to transition to OX. Uh, I was mentioning earlier, uh, in a conversation, um, most, most health care systems, um, prefer CapEx because they don't want the liability on their books of having a monthly,
06:10
um, a reoccurring fee or charge or, uh, or, or operational budget increases so most organisations wanna remain flat, so you wanna kind of transition from. Um, how to make a capital purchase but make it operationalized, um, so we're looking at how to transition, um, and where it makes sense to transition. Yeah, it's not, it's not a solve all for everything and you know,
06:31
kind of a good segue in in for us experts like Jesse and probably many of you guys in the audience right now you've got a lot of kind of things to balance, of course, you know, uh, uh, health care is digital, so honestly your jobs are incredibly important to patient care used to be paper used to be a lot of, you know. Uh, personal interaction with, uh,
06:48
your patients from a physician level, but everything is now dependent on data, uh, as you kind of heard is the theme out there, uh, from our keynotes the past two days, and I think, you know, when you kind of juggle between these two things, there's often, you know, there's compromises or caveats as you look for better clinical outcomes you might say that I want the fastest, best, greatest speed it's all about speed we
07:08
want the, you know, time to click to drop and be reduced, but. How do you always budget for that, the business side of things, right? And you don't wanna rip and replace, you don't wanna keep rebuying and in healthcare we don't, we don't throw away data and for, and I think that's a good thing,
07:21
um, but we don't have the luxury of just, you know, purging data off after after say a year or 2 or 3 like many other industries so. We have to be responsible for balancing these two different kind of competing levers, which is how do we help the business and budget and Jesse do his job and get the funding that he needs but then still make sure that you know clinical care is never impacted uh are always
07:43
improved rather is the other way to look at it and so you know for us today one of the areas that's been really difficult for a lot of customers to kind of size and buy and and and look at is a particular area in health care for medical imaging. Right, so everybody, you know, in the audience that's healthcare knows this, but for those of you that aren't, you know, this is the scans,
08:01
your MRIs, your X-rays, things like that, and there's a lot to unpack here but in brief, the, the problems are big data problems, um, and there's a lot of historical data that we have to solve for and there's a lot of variability and historically. Um, customers like Jesse have usually looked out, tried to guess and do a capex budget by and say, where will we be in 5 years?
08:24
And that's not a bad thing, you know, it's the practise that's been working for time and, you know, decades, right, is the budget and hopefully you land on the right number of capacity, but the world's changing too fast. Data needs and data is more alive now than it ever has been before. We've got AI coming into the fold and so things are changing pretty quickly.
08:43
But how do you figure out what's gonna be the perfect way to solve for all the variability, you know, these scans are very different in sizes. The same patient can come in for two different scans on the same machine and they're totally different sizes, OK? So a lot of variability there.
08:57
You have to keep it as we talked about for legal purposes, minimum 7 to 10 years in most states again, most of us don't delete it, so you're keeping this data forever, building up this massive pile of data. And the doctors do look at the old data. Let's not discount it it's not just something they look at once and throw away and never look at again they're looking at historical priors
09:16
to help you diagnose that patient, um, but, but also as the data sizes and sets are growing, it's putting a burden on the viewing technology, PAS and VNA if you're familiar with that term, those are the viewers that the rads used to diagnose these images. And they demand everything as quick as we want as patients, right? We as patients want our report to turn around
09:37
and our diagnosis as quick as possible. The doctors that need a bulletproof reliable subsecond image retrieval, no matter what the size of the study is and what's crazy from a financial standpoint is maybe to to put a lens on it, you get paid for this and reimbursed for this once so you as a hospital organisation get reimbursed once when you do that scan.
09:58
And as we talked about, you're responsible for storing that essentially forever so you're kind of not really getting that reimbursement kicking you down the line so though CapEx model of buying every 4 or 5 years is slowly eroding your margin it's, it's camouflaging the problem and so I think that's what's turned on a lot of people to go to the public cloud, all right, because that's an opex model pay for what you consume we don't
10:22
have to throw away what we bought before. We don't have to worry about budgeting. Uh, as often, you know, for where we're gonna be in 5 years if things shift we can kind of dial a knob up and dial up performance, but it's not that simple though, right, Jesse from a cloud perspective like what's, what's drawing healthcare to cloud and is it good for everything?
10:41
So, uh, everything has its home, everything has a place, um, most organisations, uh, you know, the turn and the, uh, inception of cloud, everyone jumped on the bandwagon, and what you see is organisations, um, and, and I'll stop, um, I'm not bashing cloud cloud forward, um, but those that jumped on the bandwagon for cloud understood that the charges and the
11:03
charge backs and the access, um, that they were the fees that they were getting, um. Massively increased uh very quickly uh organisations became um struggling because they originally did trend analysis they did assume that uh the cost was gonna be X, but it turned out vastly different and it was relatively quick so there's a lot of organisations that then started.
11:26
Uh, to peel back and understand what in their environment is, uh, more, uh, conducive, it works better on prem, what works in a hybrid cloud, what works in multiple, multiple clouds, um, what, and then some organisations, uh, also want to get out of infrastructure and go to infrastructure as a service and have someone else manage it for them, um, because, you know,
11:47
it's just you're putting your data across multiple systems now and. Multiple organisations um so that's really the, the, the, the main drivers for the main drivers for that portion, you know, and, and, and I agree and not to say again, you know, obviously we're pure storage and we, we do we operate in the public cloud and private cloud,
12:03
of course, um, but there are use cases that we believe that are not maybe the best fit for it and cost runaway is a big problem as you saw before the data is growing forever the performance needs are changing pretty quickly. And you know once you start that engine or that flywheel and you know it's it's an operational model if your data just keeps ballooning and ballooning every month it's getting bigger who
12:24
knows what the size the average study size is gonna be in 5 years we've already seen X-rays move from, you know, 5 megabytes and then 10 years later the average is 20 megabytes. OK, the doubling or a quadrupling effect is not uncommon. So you start that flywheel and you have to keep amassing data, your cost might run away from you, so.
12:44
Balancing those is what we decided to build. We said, what, why don't we look at the benefits of a known cost, which is like a capex kind of buy, you know what you bought, you know how long you have it for, and you know your cost is fixed, right? Maybe you buy a petabyte of storage in 5 years
12:59
with 5 years of warranty because that's where I'm gonna land. Great, you know your cost. Hopefully you nailed it. I, I don't know if anybody's nailed that perfectly and or or worst case is sometimes performance needs are ramped up or demanded before you even landed all the data on your storage.
13:15
So before you even use your petabyte, you have a performance problem that's a bad thing to have. But, but OpEx comes along and shows us that we can pay instead for just what we want to consume, but that has a ballooning effect where now your cost is running away. We delivered a model that's released today and announced and we're gonna introduce Chad to
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amplify that with Tier point, um, to take it to another level for you guys. We developed a model that now fixes the price for you. You could potentially know what your cost is gonna be for once and for all for your study data for up to 10 years. So if you wanna think about like CFO level, CIO level for those of you in the room,
13:52
like what is it gonna cost me to perform a scan regardless of the size of the study. Regardless of, you know, in 2 years' time that study size has doubled, you'll know your exact cost, and we're only gonna bill you once for that study during your contract because you only get reimbursed for it once so we wanna align with you there financially as well. So the minute you generate a scan,
14:12
we'll bill you for that. It'll write out the rest of the contract. We don't keep billing you for it like that perpetual monthly OX build, pretty unique. We'll also guarantee, of course you got enough capacity that's that's bare bones basic. Um, on the table, but also the performance, and I think that's a sleeper factor that's gonna be
14:30
really important for you all to take away from this meeting is that obviously the buzzword of AI, you heard it a lot today, but AI is definitely coming into this space it's gonna feast off data we've already seen it impact the performance of legacy infrastructure where the benefit of AI helps the rads read and diagnose quicker, but you know what happened? It's chewing through so much data it's taking down storage systems like what Jesse had
14:53
mentioned before, so they, the humans don't see the data as quickly because AI is churning through so much information faster than the humans ever would. So now you have this benefit of AI, but it's competing with the performance of data. It's not a good thing. So we want to guarantee performance capacity and give you a cost for once that you will know for again as long as you want but up to 10
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years. So we don't think anybody's done something like this before. Um, to give you that predictability, you know, that that you can rely on and stand on, but, but we are pure storage and we recognise that obviously we, we rely on our partners to deliver to you more than just a storage solution and that's why I'm
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happy to have Tier point and Chad on stage with us today because that's where we wanna take it through what could it look like for you to take advantage of this model and then some for your entire needs uh so Chad, if you don't mind, I wanna pass it over to you. Thanks, Mark. So it's really exciting for Tier Point to be able to partner with Pure uh on this initiative and really what we feel is a
15:56
modern approach to to medical imaging storage, um, specifically designed for PACs, DNA and medical imaging workflows. So You might ask why is Tier Point up here? Why is Tier Point chosen to partner with with Pier on this initiative, um. Tier point is our partnership is not new.
16:17
Um, this is, I would, I feel like a big step forward, but Pier has recognised Tier Point as an elite partner so that's the highest tier in the partner ecosystem, and that's not just based on volume that we do with Pier. That's based on strategic alignment, um, deep technical expertise, and, um. And just a proven track record of delivering
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value to customers. They've also recognised as MSP Part of the year, so that's just that honour just reinforces um our commitment to collaboration and customer success. Looking at Tier Point's footprints, so we have just over 40 data centres around the country, so we have a nationwide footprint all interconnected facilities.
17:03
What that means is we have the flexibility to bring services closer to the edge, closer to the customer, um, that enhances experience, that lowers latency, that improves performance. And we're not just co-location and network either, so we have a broad portfolio of services that we can wrap around those those those uh those data centres anywhere from
17:29
platform agnostic cloud solutions to disaster recovery, security storage advisory services all backed with all backed by, you know, deep technical expertise and management services. So customers are already relying on us today for their mission critical enterprise workloads. So let's dig in a little bit into our existing storage as a service or SA offering.
17:56
Why this is important is because this is the foundation of what imaging storage is built on, right? So these are some of the main pillars that we looked at when we designed this service offering. And this is based on Pure's Evergreen one programme, right? So that's a huge benefit for us.
18:14
We're able to offer subscription based billing so customers only pay for what they need from a storage perspective. They can use storage on demand above that, and they can scale up that storage usage without having to go through massive surprise expenses or for forklift upgrades. Also performance, right? Pure's all flash arrays and architecture has
18:38
enabled us to provide very low latency, very high performance storage infrastructure for our customers. Better than we've seen across any other storage vendor in the industry. And finally security so the ransomware protection things like cyber recovery, safe mode snapshots built into Pures uh technology allows us to wrap that into a
19:00
comprehensive solution for security for our customers to help mitigate things like ransomware attacks and um you know just accidental data loss. So we've added imaging storage as a service to this portfolio, which is the logical next progression for us. Um, and digging into what that means a little bit more,
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so some of the biggest benefits of this offering when looking specifically at imaging is 4 times faster ingest for instant availability. Um, 27% faster image opening for um enhanced workflows for the clinicians. 40% lower total cost of ownership or TCO over six years for PAS VNA storage.
19:48
So when it comes to imaging storage is very unpredictable you don't know how large the studies are going to be and you don't know how fast they're going to accumulate. What's nice about this model is storage is building like Mark was saying it's built per study. Um, you get billed one time per study for the life of your agreement. That that makes the cost more predictable.
20:15
And allows you to. Uh, achieve More obviously more predictable costs for the life of the term, but if you, I'm sorry, go ahead depending on the size. With the initiatives like. Good question. He asked if it's a fixed cost or variable cost,
20:33
so it is a fixed cost for the life of the contract. So you pay once per study, and if you need to add studies throughout that term, you pay the same cost for the life of that term. How do you calculate that cost? How do we calculate it? I mean, Mark, we could maybe speak to that a
20:51
few variables. So, um, we look at you like the packs and VNA vendors would. So how many studies do you generate per year? So we get what's called your annual study volume to start, um, so how many scans essentially do you do you perform per year? Um, the second variable is we're gonna look at the average of the data sizes,
21:06
the average scan size that you have across all modalities. I won't n nitpick you to death and say, well, for mammos, what do those look like CTs and what's your average? We can help you with that. Um, once we get that baseline, then what we wanna kinda look at is some of the environmentals, what your pack spender just to
21:20
make sure we tailor the solution specific to your packs and VMA vendor, and with that we can generate a cost. So basically that means that you'll have a flat line where we'll know you're gonna perform X amount of exams per year, so we roughly have that expectation we call like a reserve if you're familiar with that type of term and then what we do is we build out how long you want that price committed for
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and go again from anywhere from 3 years to up to 10. Um, so with honest, uh, that, that's it simply it's how many studies do you have? What's the average data size? And by the way, this can be, this is all for net new data that's generated for your old data which your doctors do want, of course we'll bring that over,
21:59
but all of the value that I packed into that model, you know, that we put together, um, you know, we're taking on a lot of risk, right, for the variability for the performance needs, etc. so. Um, I don't, but, but your historical data, your old data doesn't need that benefit. It's not growing anymore,
22:14
right? Your old data is the fixed size. So what I'll do for that for you guys is we'll put that into one flat price per terabyte because that's a known thing for us. You know how many actual bits and bytes of that old data you have, so that'll just be a one flat cost. And, and we'll parallel run those so you'll have a cost for your old data consistently at a
22:34
price per terabyte because that doesn't change. They'll guar all the guarantees that you come with a regular Evergreen one contract, but now for that new data, what this does is it'll flatline your annual costs because no matter what the size of the data does, study sizes, you'll know we're billing you per study. So if you do a million studies this year, you do 10 and 2 studies next year,
22:55
we charge you the price per study times 2 more studies for the the second year. And the year after as you grow you know exactly what your cost is gonna be. So, um, if that answers your question, it's, it's really that simple study uh study size and study volume that you perform per year and just to piggyback on that a little bit, so he talked about the archived tier, right? So when that contract term ends for your
23:16
retention, if you wanna retain those images longer, you can roll those into that archival tier as well then you get that flat per thi of byte. So this approach, this billing approach aligns very well with how PACs and DNA vendors bill their clients so it's, it makes it much more familiar, um, easier to forecast and budget friendly.
23:39
From a customer perspective, I'll add that um most customers, uh, like you said 10 years. They're keeping it forever, um, and they're not going back and doing the due diligence to clean up and delete uh terminated patients or uh all they're just keeping everything because there there's too much regulation, too much risk so to do a one time ingestion and just make sure it's
24:00
capitalised and moved into the the new environment. Um, is, is a good sale, uh, for the customer because you don't have to worry about moving off your legacy environment, having to do the clean up before you move into, um, so it typically I would never say junk in junk out, um, it's a terrible thing to do, but honestly with images you,
24:20
it's too sensitive you don't wanna touch you don't wanna delete it um I can't tell you how many how often um when organisations go through the process of clean up. Uh, it's measured 4 times and cut once, right? They, they're, they're very methodical, um, so that's an easy, uh, way to transition to this product, uh, knowing that all of the data could be moved
24:38
over at a flat fee. That's great. Just to follow on that a little bit, Jesse. So when talking about some of these performance metrics, right, so opening the images faster, um, oh sorry, go ahead. I have a question. Uh, a lot of questions that is basically this model looks perfect for me.
24:59
And two questions from there is, have you been working with Highland and merge to talk with this approach because that company in fact are very touchy about how you move the data. They don't allow us to move the data. So if I go to the, uh, the second question is I go to Google because right now uh BNA data is in IO. To what to you is I'm talking about 1.5
25:26
petabytes that I gotta move because I can change move. I need to change all the podcasts and that to the car. So have you been working with them? I have to maybe I think. Yeah, so, um, definitely, so I, I can address that if you want, and then I know there's another question in the back, so I'll come to you in a second,
25:46
sir. So, um, yeah, I Isaac's question was, hey, you know what, when I move the data, these applications are sensitive to that. So you know, the vendors that I pay for for my PAs and VNA like. What do they need to be and how do they are they involved? How do I move it safely so that the doctors don't lose access to the data and you know,
26:03
uh, is there ways to kind of minimise the pain and the cost in the project of migrating the data? So you know with Pure our, our whole motto right is that the last time, the first time you buy Pure is the last migration you'll ever do but you are right, the applications need to be able to point their, uh, refresh their databases to kind of know where you move their data.
26:21
Um, uh, so what we do is, you know, we've, we've, we, we do about 30-400 petabytes a year, uh, of this, right? We've migrated a tonne of data we've got a tonne of experience doing it ourselves. We'll move the data or your partners can move the data, uh, that you normally source your IT purchases through, and then we will work with you to
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consult with you to say, all right, for this vendor, here's a couple options you have. Some have inbuilt mechanisms to move the data. Um, so some of the VA VNA options out there have have abilities to write a rule right in your software you're already contracted for it and you say move data from old to new, OK, so that's a, that's a, a no cost easy way to do it sometimes that's not as fast as you
26:57
want though, so we can move the data and then we do a pointer update, um. You know, I'm not gonna say it's not uh uh uh uh uh an issue that we have to solve for but everybody does as well. You're eventually gonna hit it with whoever you have storage wise, but again, um, we'll make it, it'll be the last time you do it and thankfully we've got so much
27:13
experience with any of the vendors out there. There's about 45+ that were validated, certified or or trusted with, so we'll, we have experts to navigate that process with you, um, questions are in the back. Oh sorry, no, but that's not I know point yes you, sir, yes, yeah. If you're in an organisation that um operates
27:33
by data centre, um, would you be able to take advantage of some of this offering you, or is it um only offered to you? Um. Excellent question. I think there's an immense, uh, value and maybe Chad you can layer on to that and Jesse might have some input as well. So short answer is we Pure have this model. It's available today,
27:53
so it is something that you could consume through whoever you bought maybe your pure storage previously through, um, as long as they're a reseller of our base Evergreen one, they can sell that op X type model. This is a new option in the catalogue. Um, so to answer your question there, yes, you could consume pure and say I want that model for my PA environment. I'm ready to leave my existing storage and go
28:13
to Pure, but I want this model. um, just talk to your, your preferred partner there, um, to your point brings though a lot of the value on top of that. I think that Chad's highlighted where maybe when you have that conversation with your executive team, they go, yeah, but why don't we go public cloud or maybe there's other options
28:30
for us to solve for this we wanna get out of the data centre business or whatever the. Whatever the motive may be, and I think that's where you can maybe uh find value in partners like Tier Point that says we've already commercialised Pure's model study as a service and we put it into our capabilities in our catalogue, um, so I, I don't know if that yeah, that's that's perfect.
28:50
So the MS the MSP model is a little bit different right than what you might be familiar with. So having us being able to host that solution in a data centre. Managed by tier point for you and manage that storage infrastructure on your behalf maybe coupled with uh a complete solution wrapped around it would be where the benefit would come in but we're able to deploy that storage for
29:12
you and manage it whether it's at your premise in your data centre in a tier point facility or maybe a hybrid, right? It might be a multi-location solution for resiliency, recovery and and redundancy. Yes. I just want to be clear on, on the uh purchase of it for the archive. Is that billed yearly for tip, or is that 11 cost more time as well?
29:41
So that's going to align almost exactly with the existing evergreen one tiers. Mark, correct me if I'm speaking out of turn, but per thibibite rate, um, the. The studies a little bit so you alluded to it's a little bit different. The studies is based on how health care operates right?
29:58
that's looked at more of an annual committed amount of studies because of the seasonality to health care, um, but the, the per tibibite whether you bring data in or you roll data into it later after your retention term, um, that's gonna be that per tibibyte rate. And maybe that how are you like, yeah, you could, you could for cash flow if it's better for you to do monthly or quarterly you could do that or annually and a lot of times Jesse
30:22
mentioned this, you know, you're still very maybe capex budgeting still, but maybe you now have both budgets to play with. So there are customers that have taken their capex budget and either pre-purchase the old. The historical data, even though it's usually it's a monthly model opex model because it's that flat guaranteed price, you don't have those whoopsy moments of saying,
30:42
well, I gave you X dollars to to move the old data over to your new model, and we bought 3 years in advance, but darn, now your price changed, right? So we'll guarantee that price per tib as Chad Chad mentioned, um, but, but we can and maybe you guys creatively with your accountants, right, check with your financial team.
30:58
You can use CapEx budget to buy forward years. And then all the new studies might just be that monthly, quarterly or annual bill as well. So, so to be clear, we can do monthly quarterly bill however you like, um, and the new studies follow the same trajectory if you would rather be billed at the end of the at the end of the year in arrears and maximise cash flow,
31:16
um, and you completed a million scans in that year, we'll say, OK, hey, here's the bill for it at the end of the year. So, um, a lot of flexibility, but we don't wanna, you know, overwhelm you with flexibility so whatever is gonna work best for you guys to take advantage of your budgets. And and as you expect from just one second,
31:32
as you would expect from Peer's technology, this is an automated process, right? So just like all your other other evergreen one subscriptions, there's a data collector that sits in your environment that's gonna gather that study information automatically and report it so you're gonna be able to see that data in Pier one just like you do today.
31:49
So this is not something that there's gonna be manual uh work required to gather that study count. So, I think you had a question. Are you guys, so whether it be flash flat arraying you guys backer requirements of I know the other one model to build on. We'll give you the space you need, but will you, whether they need a certain level of flash blue,
32:09
a certain level of flash rate if they file or flash, you go back to that requirement 100% as it changes it just kind of. Correct, yeah, so you know Evergreen one's got SLAs. There's 7 of them standard. If any of you have used it already, you might know this, but there's 7 SLAs like performance guarantees and availability guarantees,
32:26
the whole nine yards. So that's our foundation and what he'd pointed out is you still though have in an op X world like flavours or tiers that of classes of storage you want. We have our super performing tier and we have our dense tier, right? And so you know how do you figure out which product or tier is best for your software vendor?
32:43
Um, I, I come from that world. Uh, actually a partner of ours is, is in the audience right now with us. We know what's, uh, best fit, best practises per software vendor, and there's a lot of variability in there. Not every vendor is deployed the same way, so sometimes some prefer this platform versus another.
32:59
We'll tailor that for you. Um, we won't, we'll be transparent for what the thing is under the covers, but we don't want you to think about like tech and products. We're gonna guarantee the whole thing as a solution. Um, by the way, we're not gonna solve just for the images with this model.
33:14
We wanna take all the storage needs for this PA and VNA environment, so we'll guarantee performance on database VM storage needs for that PAX vendor. And any of the tiers, some have two tiers a short and a long term archive. We're gonna do all that for you, guarantee it on one price per study, uh, tailored to your specific vendor mix.
33:32
Yep, great question. So in the back. Do you have an approximate uh like a percentage so like if I did the same, if I spot him. All that and I guess what what's the first. Awesome question. I wish, yeah, so we I'm glad you asked that because I just rehearsed that and we did some
33:54
modelling against ourselves, right? So, uh, against the competition and may be greater even internally looking at just, uh, I think the question was if you looked at just our regular evergreen one and you picked for that to solve for your environment rather than going to this model, is there a benefit? Is there a we've seen about 30 to 40% less cost
34:13
with this model. When you look at longer terms, right, that number would vary 30% in a shorter 5 year time frame, up to 40% plus when you were looking at the 10 year type concept of I wanna guarantee what my cost is gonna be per scan for the next 10 years, so significant, uh, comparable to like if you were to nail the head hit the nail on the head
34:33
for a cap X by, uh, for 10 years out, so it's, it's quite compelling. It's a true cloud operational model, the, the financial world. would be 40% discount if you could prepare terabyte over a terabyte. people that there like the. No thank you. I love the questions by the way.
35:06
I think we all agree it's better for you guys to be inquisitive and come away from this with it's a new model, right? And there's, there's these markets aren't perfect. Every pack spinner is gonna have different dependencies, so I really do value this. I, I think we only have a few more slides and then I'd love to save more time for Q&A, but, uh, please keep them coming.
35:22
I love whoever started the trend, so keep, keep the questions flying. Absolutely love the interaction. If I don't get my through my slide deck, that's a win, right? So yeah, that means good interaction, yeah, um, Jesse, I did wanna ask you about the performance though so you're talking about faster image openings, talking about faster ingest speeds,
35:40
what does that mean at the actual like clinician level for you? Um, well, working, working in a healthcare facility, uh, you get, uh, very friendly conversations with radiologists when their images are running slow, um. Uh, but, but, yeah, friendly conversations, um, you know, performance is key, uh, I think, you know,
36:01
seconds, milliseconds matter when they're opening up, um, uh, current, uh, image and 10 years of priors they wanna see it immediate, um, and you know, the performance is really, uh, table stakes, right? They if you don't have the performance there, the radiologist can't do their job, um, ultimately if you can't deliver on imaging as
36:21
fast as you can, um. You slow down the whole process, right? Uh, if you go to the ED emergency room, it starts with imaging starts with lab work, it starts with assessments, um, and, and that's really the start of it for healthcare. So it's, it's a must for performance.
36:37
Thank you. So we kind of touched on this already a little bit um this is really around flexibility of deployment so we spoke about, you know, a hybrid solution maybe multi-location where can we deploy this we can deploy it on your premise from a tier point perspective that storage can be managed by Tier Point whether it resides in our facility or at your location.
37:06
Wait a second, I see some people taking pictures. Um, I'll just on that last time, um, some organisations will prefer on premise and some will prefer cloud and some will prefer managed services and some will prefer, uh, other options like I mentioned earlier, um, but, uh, you know, there's, there's levels of, uh, need if the closest the image,
37:28
the closest and lowest the bandwidth, the lowest the latency connection between you and where the image repository storage is, the faster the position can be, right? Um, and then there's benefits, there's also benefits of having it on premise and managed, um, if it's on premise and there's an outage, the images are still there, your packs are still connected,
37:46
your imaging still works, um, so there's, there's things that should be considered when you're looking at these type of solutions from a cus customer perspective. Great, thank you. Um, so from, from our perspective this isn't just storage, right? So Tier point has the capability to take this
38:07
solution and wrap it in a full stack environment, so we have hosted private cloud capabilities that are a perfect fit for this type of solution when you're talking about medical imaging. This means we can meet you anywhere on the stack that makes sense. This provides you with a stable platform to run your workloads and store your imaging data.
38:28
Whether it's at the security hypervisor, we can provide the licencing storage, security, disaster recovery um back up the entire solution so that enables you to take more of a hands off approach from managing the imaging infrastructure, taking advantage of this per study billing model and and focus on your apps while we focus on the underlying hardware.
38:56
And that's it.
