Exhibit 99.5
ALLSCRIPTSTM
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Clinical Solutions Group Sales Process Overview
Steve Brewer Executive Vice President of Sales
CSG Sales Overview
CSG Sales Organization Overview
Typical EHR Sales Cycle
Sales Management Process
Why Medical Groups Select Allscripts
3
Who Are Buyers Considering?
Most Requested Product Reports
The following 10 vendor product reports are those that were the most often requested by healthcare providers, over the past year, using Platinum KLAS Online, a web-based tool for vendor performance monitoring and reporting.
1. Allscripts TouchWorks (Over 25 Physicians)
2. Lawson
3. eScription EditScript
4. Epic EpicCare Ambulatory (Over 25 Physicians)
5. Kronos Timekeeper v.4-5
6. GE Centricity Physicians Office EMR (Over 25 Physicians)
7. NextGen EMR (Over 25 Physicians)
8. Oracle PeopleSoft
9. Picis Ibex PulseCheck
10. Infinium
Source: 2005 KLAS Mid-Year Report (All Products in the Industry)
4
Sales Team
New Sales
3 Area Vice Presidents
21 Sales Execs -$3.75MM Quota/Rep
National Accounts
3 Senior Sales Executives
Focused on Largest Practices and Strategic Initiatives
Account Management
5 Account Managers
Focused on Add-On Sales of <$1 MM to Existing Clients
Clinical Consulting
Physician and Clinician Team
Focused on Demonstrations, Reference Sites, Utilization and Clinical Assessments
SMB Market
Direct Sales
VARs
Partners
5
Typical EHR Sales Process
Prospecting Qualified Lead RFP Demo Reference Site Visit Contract
Client Decision Time-line
6 to 12 Months from RFP to Contract Signing
Varies in Time by Practice Size, Complexity and Budget Process
Typical Decision Makers
Physicians
Executive Director
CIO and IT Group
6
Managing the Sales Process
Measure Against Key Sales Process Milestones
Probability Adjusted Sales Forecast
Win/Loss Reporting and Analysis
Marketing Focus by Client Size
Large Groups: Relationship Marketing (e.g. Executive Summits, Trade Shows, etc.)
Small Groups: Direct Marketing (e.g. Lead Generation, Direct Marketing, etc.)
7
Why Medical Groups Select Allscripts
Credibility
Top Rated EHR (KLAS, MS-HUG, Forrester, TEPR)
Proven Results (“Blue Chip” Clients & Documented ROI)
Partnerships & Interoperability
IDX—Preferred Access to 70% of Large Groups
Leadership Position on National Interoperability and Standards Initiatives
Depth of Product Offering
Commitment to Ambulatory EHR
Clinical Trials, iHealth, Pay-for-Performance
8
ALLSCRIPTSTM
Inform. Connect. Transform.