>>The cube presents, Dell technologies world brought to you by Dell. >>Okay. Welcome back everyone. Day three of Dell tech world cubes live coverage in Las Vegas are down on the floor live event hybrid event as well online. If you're interested in seeing some of the replays, I'm John furrier with the cube with Dave LAN next guest, she cook senior vice president global channel at Dell tech know is Cub alumni. Great to see you in person. >>Thank you. Great to see you both in, in person. How >>Are you? We had a virtual virtual last year, but this year in person, a lot of action, a lot of big announcements. The big story is the snowflake deal. You're seeing the new architecture by design multi-cloud by design of variety. Everything. Cyber is huge. Now the partners are playing a huge role. So the notion channel and partner value add is really at an all time high. Could you share your, your thoughts on where you see it, where we are today and where's it going? >>Thank you. I absolutely couldn't agree more and I'm an optimist by nature, but I actually think the timing for the partner community and the partner ecosystem en large has never been brighter. So a lot of the themes we've been discussing is just the inherent complexity that our customers are trying to navigate through multi-cloud and multiple business models, consumption models that is so uniquely well positioned for what our partners do. So our partners help navigate those complexities for our customers. They bring a lot of expertise in not just infrastructure in multiple stacks and workloads, but also in verticals and industry expertise. And everything's moving use case workload industry centric. And I think our partners are incredibly well positioned. >>You know, you know, the game still remains the same, but the world changes in indirect and partner relationships. And, you know, we use words like ISV VA, a reseller at the end of the day, they're helping customers with solutions and the game has changed. Could you share your thoughts on what's different now because we're seeing a rise of more managed services plugging into your, your relationships and the value you guys bring. So it's still the same game value creation, helping customers making money. >>Absolutely. And I think, you know, the one trend that we're definitely seeing is everybody is overwhelmed with the complexity. And I think we all can acknowledge that one size doesn't fit all for every workload, whether it's a deployment model in a public cloud on premise, a private cloud, some customers wanna go asset light. How do I put, put it in a co-location facility? So customers are in charge right now. It's actually about their choice. And what we're trying to do with a lot of these partnerships and announcements is really enable and empower our partners to be able to meet their needs and offer the right solution for what they have, where they need to need to spend it. And I just think it's an incredible opportunity and the lines are blurring frankly, in the ecosystem. So many of these partners are participating in multiple business models already. So our notion of an MSP, a CSP, a reseller, it's kind of, yes, they're all doing it. <laugh> it's >>Called cloud. John John mentioned the snowflake deal. I wonder if you could talk about that a little bit in the, in the old days, it would've been Dell go into snowflake saying, Hey, your software can run really fast on our box. Yeah. You know, so we should go to market and do something together. It's a totally different dynamic. Now can, can you explain kind of how that deal came about and what the dynamic was like? Yeah. >>We're actually really excited about the snowflake partnership because I think it's a fabulous example and an expression of what the true partner ecosystem can represent. And what it really showed is we've got out a fabulous piece of technology and so innovative with snowflake in their analytics platform. And it was, cloud-based only, we have a lot of customers that for sovereignty reasons, security reasons, policies, what have you that have a lot of on-premise on Dell storage, quite frankly. So what this partnership enabled was the ability to export and take data off premise into their cloud for analytics and get it back. But as importantly for their customers, it now gives them the ability to take their IP and their snowflake analytics platform on premise to where the Dell storage is. And that's an incredibly strong example of how a, it's a really strong win-win partnership between Dell and snowflake, but it's a great win for our partners and customers to be able to leverage the best of both IP where it's appropriate. >>Oh. And by the way, to run really fast. Absolutely. But completely different discussion and dynamic in terms of going into that deal. Interesting. >>Absolutely. Absolutely. So >>That's a good example of the services that are emerging. So also highlights that that didn't exist before that, that use case. So as partners come in and want to make more money, there's tons of margin for them to build solutions and they're in multiple business models. Can you give an example of some of the hot trends? Is it as a service? Is it what models do you see kind of like evolving as kind of like the lead play for most of the, >>I, I would say, you know, the reason I think our partners are so incredibly well positioned is like some of our strongest partners. They all have relationships with the hyperscalers too. So they have practices built around AWS and as Azure and the like, and right now workloads can't live in one single place partner are so uniquely well positioned to advise and counsel their customers and do all the value added services you mentioned on where is the best fit in place for that workload. And what we're aiming to do is empower those partners and give them consistency in operating experiences, management experiences. So though that no matter where the data or the workload goes, those partners deep investments in their skills and their expertise is leveragable and extendable across wherever it lands. >>Yeah. Cheryl, we always have great conversations around the channel, the relationship and the value opportunities for them to make money and serve customers. But I wanna get your thoughts on, on what's just happened over the past three years, the pandemic has really shined the light on the value of partners, um, in, in, in a time where everyone's working at home and, and COVID has happened with the pandemic partners stepped up. Oh, and so can you share what was some of the highlights and, and, and different success trends you saw at the pandemic? Because they had to move fast with technology, people who weren't on the front end had to catch up fast, but yet were handicapped by the, by the pandemic. >>Yeah. You know, it's really revealed just so many inspirational stories actually. But I think what we learned and what we saw is PA partners are local partners are intimate with customers. They understand their business and they understand their need. And then when they leaned into a relationship with Dell, it was everybody focused on the customer. And at first it was business continuity, right? I mean, resiliency, how do we do it? How do we enable them to get their worker productive and working remote? And I think customers just needed help and they reach local, right. And the partners that are there have the expertise, as we know, it's not the first time they've done these deployments and they had the reach and scale. And I honestly think some of the joint success we enjoyed through that crazy phenomenal period <affirmative> is frankly, a Testament to let's just stay focused on the customer. I think our supply chain showed up, frankly. I think we helped navigate that and be responsive, but the opportunity was incredible. >>I heard people say the internet and partners saved, um, companies from going under with the pandemic. Can you give an example of, of what's changed for Dell because you who has had to rely on partners, what new learnings and changes came out of the pandemic because they had to solve the problems fast for customers. Did it change how you operate and how you run your business? >>So well, I'll tell you, I mean, I'll give you a real world example. What we kind of mobilized real quickly was all about digital selling and virtual selling and digital demand creation. And, you know, nobody could hold an event anymore and that's the way we all build pipeline and drive demand. And we have learned at a necessity how productive and efficient virtual opportunities can be. And we can also learn when, you know, Michael calls it zoom airlines, right. That we were on, you know, we could take our best experts and our most technical resources and engage them in five or 10 customer engagements. We opened that to our partners. We took our executive briefing center, made that virtual and all of that just unlocked the ability to one, meet the demand. And then as we've learned, we were just describing, I think it's gonna be hybrid. You know, some of those lessons learned and how fabulously efficient they were, are gonna continue. And we can't wait to get back in person too. It really makes >>The digital piece really work. We're calling it cube plus digital on our side, but we're now integrating digital. You have to have that first class citizen digital into your physical operations. >>Absolutely. We called it digital first. And I think, you know, we have so much evidence and data on buyer behavior changing. You know, the two years we all spent at home, we're all bringing, you know, our all online preferences to our B2B life and existence. And people want that simplified, elegant, responsive experience even where we are now. And we learned through the pandemic, frankly, that, you know, the MDF resources we extended to our partners, the work we did on digital activities was far more profit efficient. The returns are, I mean, the evidence speaks for itself. So it's phenomenal partner >>Partnership by definition implies a two-way relationship. And so what's your secret to scaling partnerships and making sure that you can give all your partners the attention, maybe not equally, obviously there's tier, but what's your, what's your trick there? >>Well, I think, you know, one size doesn't fit all. And I think that applies to our partner ecosystem. We've been talking about deployment models and clouds, et cetera. And we're gonna have a traditional partner program where we're gonna have coverage and resources and some of our largest partners. But then we lean into ISV relationships, distribution relationships that help extend and cascade the experience with Dell, our training and enablement the opportunity. And I think one of the trends we're also seeing is we're gonna have multiple partners engaging on single opportunities and that's where they're gonna play to their strengths. And we're gonna continue to have to enable that, you >>Know, that brings a good point. Just wanna riff on this real quick, if you don't mind, the local angle that you mentioned partners are local, um, partners are servicing. They're changing with you. Look at the edge. Jeff Clark was talking about the future, how the edge, uh, and data is so important and new personas like data engineerings, emerging data as code Caitlin was talking about you can't get more local than a 5g tower with absolutely with boxes there. And if you look at the hyperscalers trying to do these regional, uh, areas, Dell's actually positioned well with their partners to actually do what you've been doing, all your, all your, the company's history, deploying solutions, absolutely. At the edge. Absolutely. Which is essentially the customers, your reaction to that. Well, >>Like I said, I'm so bullish on the opportunity for partners going forward, but specific to edge, if you look at our OEM business, for example, there's a lot of edge solutions and deployments that have been conducted through that business. Our partners participate in our OEM capabilities and resale capabilities today that I think is only gonna continue. And if you look at almost as a 'em from all the way to custom design and embedded solutions that we can do up to, and including just working with ISVs, where we can help build purpose built technology around their software or the telcos as we've discussed, that's a great example of where we're gonna build purpose built hardware that actually has commercial applications that we've opened up more locally. So I think this edge >>And, and the deliveries there, >>Absolutely. And it's inherently use case centric. So when you start talking edge year by default, kind of into an industry, vertical conversation, and the unique opportunity for the win-win in partnership is really leveraging what we do well, which is horizontal consistency scale with their vertical industry, intimate expertise, it a nominal opportunity in a win-win. So >>You'll bring engineering resources to, for example, a retail, uh, opportunity that is a large enough Tam that you can go after and multiple partners can add value along the way. Absolutely. >>And because of our strength, our scale, our market share our presence. We're an attractive partner for a lot of ISVs to partner with. So when you think of the ecosystem partners, wanna partner with people that have strong partnerships. So when we have more snowflake like partnerships and we build out capabilities where we're putting services in AWS and the hyperscalers, and we have traditional relationships with Alliance partners and resellers it's compelling, and ultimately partners and customers are all trying to simplify the number of vendors they're working with. You can come and work with Dell across a large continuum of both portfolio and services. >>I think about three years ago, when we were in person with Dell tech world 2019, it was the same message core, um, cloud core edge. Yeah. And now with edge is everything in was part of that. So interesting. In fact, Chuck whi on his keynote said, um, multi-cloud by default multi-cloud by design. Absolutely. You might want to add in your commentary edge by default converting to edge by design >>Edge by design. I think, you know, Michael used to, to a statistic that I think it's, it's selling out of the data center. Right. You know, know we've seen this trend on having to sell to the line of business as opposed to the it department that inherently pulls you to the edge. And I think Michael said, even with the hyperscalers, there's 600 data centers in the world for all of 'em there's 6 million cell towers. And each of those are an opportunity to have these micro little mini edge deployment. >>I'm smiling because Dave and I have been saying for years, the edge data center is the edge. And now we have edges being data centers. Now you have data centers aren't going away. They're actually expanding, multiplying. Exactly, >>Exactly. <laugh> >>What is what's on your mind these days? What's what are you into, what are you watching and trends what's, uh, what's in the network that you like in terms of partners, what are some of the things you wanna share with the folks out there that you think's important to watch? >>I, I think the fascinating thing I see is this notion of multiple partners engaging and how do we get that simplified? How, you know, what's our role? How do we help enable that? How do we help orchestrate it? Because the market's moving so fast and the need, frankly, for time to revenue, time to competitive advantage, customers need us all to kind of work better together on their behalf to help solve those SIM. So I'm fascinated with this idea of what used to be a competitive or a Cooper competi is now a partner. And we're all actually kind of looking at things with a little longer term vision and should with the customer's outcome in mind. And frankly, that is just unlocking so much opportunity for multiple partners. So it's less about the traditional landscape of is it can competitive or complimentary. There's so much opportunity for everybody now. It's like, how do we just lean on each other and play to our own strengths to be able to satisfy the opportunity quickly? >>It's like a partner operating system absolutely. Coming together. Yeah. How about business performance? How's the scorecard look for you guys on the business side doing well. >>Oh, you know, we just, we couldn't be more delighted and humbled who would've the coming out of the last couple years, you know, Dell would've had record performance. So when our earnings and we closed our fiscal year, we're using adjectives like historic epic record breaking <laugh> and the partner performance inside those results is just phenomenal. It's growing faster than the overall business. And I think continue. So I see incredible consistency globally consistency across our whole partner ecosystem, whether that's traditional channel OEM alliances. And I'm frankly just see that continuing a hundred billion. I think the market's coming to them hundred >>Billion growing at 17%. You can't do that without partners in an ecosystem. Absolutely. >>And the partner of business for us right now is 59 billion. It's pushing 60% of Dell's revenue. >>It's only gonna get better, I think, faster. >>So I think that's gonna continue. >>Well, sure. Always great to chat with. You're awesome. Glad data insights. Thanks for sharing the update and the partner and more. Yeah. We'll have you on our digital program this year. We'll get you back on. Absolutely. >>Well, thanks for being here and it's fabulous to be back in person. Great >>To see you. Oh, great. To have you share cook SVP of global partnerships and channels at Dell technologies. Q we right back with more coverage after this short break.

>> Welcome to this IBM Watson Health "Client Conversation." We're probing the dynamics of the relationships between IBM and its clients. And we're going to look back, we're going to explore the present situation and we're going to discuss the future state of healthcare. My name is Dave Vellante from theCUBE and with me are Dr. David Huelsman, who is a radiologist at TriHealth, which is a provider of healthcare in hospitals and John Kritzman who is with of course IBM Watson Health. Gentlemen welcome. Thanks so much for coming on. >> Thank you. >> Yeah, thanks for having us. >> Doctor let me say you're welcome. Let me start with you. As an analyst and a TV host in the tech industry, we often focus so much on the shiny new toy, the new widget, the new software. But when I talk to practitioners, almost to a person, they tell me that the relationship and trust are probably the most important elements of their success, in terms of a vendor relationship. And over the last year, we've relied on both personal and professional relationships to get us through some of the most challenging times any of us have ever seen. So, Dr. Huelsman, let me ask you, and thinking about the challenges you faced in 2020, what does partnership mean to you and how would you describe the relationship with IBM? >> Well, it is exactly the reason why when we started our journey on this enterprise imaging project at TriHealth, that we very early on made the decision We only wanted one vendor. We didn't want to do it piecemeal, like say get a vendor neutral archive from one organization, and the radiology viewer from another. We wanted to partner with the chosen vendor and develop that long-term relationship, where we learn from each other and we mutually benefit each other, in sort of not just have a transactional relationship, but that we share the same values. We share the same vision. And that's what stood out to us is Watson Health imagings vision, mirrored TriHealth's in what we were trying to achieve with our enterprise imaging project. >> You know, let me follow up with that if I could. A lot of times you hear the phrase, "Single throat to choke" and it's kind of a pejorative, right? It's a really negative term. And the way you just described that Dr. Huelsman is you were looking for a partnership. Yeah, sure. Maybe it was more manageable and maybe it was a sort of Singletree, but it was really about the partnership, going forward in a shared vision and really shared ownership of the outcome. Is that a fair characterization? >> Yeah, how about more positive is "One hand to shake." >> Wow, yeah, I love it. (chuckles) One hand to shake. I'm going to steal that line. That's good. I like it. Keep it positive. Okay, John, when you think about the past 12 months and I know you have history with TriHealth, and more recently have rejoined the account, but how would you kind of characterize that relationship and particularly anything you can add about the challenges of the 2020? What stands out to you? >> Yeah, I think going back to your one hand to shake or one vendor to hug all that's not allowed during COVID, but we're excited to be back working with you, I am in particular. And at the beginning of this sales process and RFP when you guys were looking for that vendor partner, we did talk to you about the journey, the journey with AI that we already had mature products on the vendor neutral archive side and all the product pieces that you were looking for. And I know you've recently went live over the last year and you've been working through, crawling through and learning to walk and starting to run, hopefully. And at some point we'll get to the end of the marathon, where you'll have all the AI pieces that you're looking for. But this journey has been eyeopening for all of us, from using consultants in the beginning, to developing different team members to help make you successful. So I think I've been tracking this from the outside looking in, and I'm happy to be back, more working direct with you this year to help ensure your longterm success. >> Yeah, that's great John. You have some history there. I'm going to probe that a little bit. So doctor, you talked about this enterprise imaging project. I presume that's part of, that's one of the vectors of this journey that you're on. What are you trying to accomplish in the sort of near term and midterm in 2021? John mentioned AI, is there a data element to this? Are there other, maybe more important pressing things? What are your main goals for 2021? >> Sure. Well, where we are, where we've started, the first step was getting all of our imaging stored consistently in the same place and in the same way. We had like many health system, as you grow, you acquire facilities, you acquire physician practices and they all have their own small packs system, different ways of storing the data. And so it becomes very unwieldy to be a large organization and try to provide a consistent manner of your physicians interacting with the data, with the imaging in the same way. And so it was a very large dissatisfier in our EMR to, oh if you wanted to see cardiovascular imaging, it's this tab. If you wanted to see radiology, it was this tab. If you wanted to see that, oh you got to go to the media tab. And so our big goal is, okay, let's get the enterprise archive. And so the Watson enterprise archive is to get all of our imaging stored in the same place, in the same way. And so that then our referring physicians and now with our patients as well, that you can view all the imaging, access it the same way and have the same tools. And so that's the initial step. And we're not even complete with that first step, that's where COVID and sort of diverting resources, but it's there, it's that foundation, it's there. And so currently we have the radiology, cardiology, orthopedics and just recently OB-GYN, all of those departments have their images stored on our Watson Enterprise Archive. So the ultimate goal was then any imaging, including not just what you typically think of radiology, but endoscopy and arthroscopy and those sort of images, or wound care images, in that any image, any picture in our organization will be stored on the archive. So that then when we have everything on that archive, it's easier to access consistently with the same tools. But it's also one of the large pieces of partnering with with Watson Health Imaging, is the whole cognitive solutions and AI piece. Is that, well now we're storing all the data in a consistent manner, you can access it in a consistent manner, well then we hope to analyze it in a consistent manner and to use machine learning, and the various protocols and algorithms that Watson Health Imaging develops, to employ those and to provide better care. >> Excellent, thank you for that. John, I wonder if you could add to that? I mean, you've probably heard this story before from other clients, as well as TriHealth, I call it EMR chaos. What can you add to this conversation? I'm particularly interested in what IBM Watson Health brings to the table. >> Sure, we've continued to work with TriHealth. And like we said earlier, you do have to walk before you can run. So a lot of this solution being put in place, was getting that archive stood up and getting all the images transferred out of the legacy systems. And I think that we're nearly done with that process. Doing some find audits, able to turn off some of the legacy systems. So the data is there for the easier to do modalities first, the radiology, the cardiology, the OB, as Dr. Huelsman mentioned and the ortho. And now it's really getting to the exciting point of really optimizing everything and then starting to bring in other ologies from the health system, trying to get everything in that single EMR view. So there was a lot of activity going on last year with optimizing the system, trying to fine tune hanging protocols, make the workflow for everybody, so that the systems are efficient. And I think we will continue on that road this year. We'll continue down further with other pieces of the solution that were not implemented yet. So there's some deeper image sharing pieces that are available. There are some pieces with mobile device image capture and video capture that can be deployed. So we look forward to working in 2021 on some of those areas, as well as the increased AI solutions. >> So Dr. Huelsman I wonder if you could double click on that. I mean if you're talking to IBM, what are the priorities that you have? What do you, what do you really need from Watson Health to get there? >> So I spoke with Daniel early last week, and sort of described it as now we have the foundation, we sort of have the skeleton and now it's time to put meat on the bones. And so what we're excited about is the upcoming patient synopsis would be the first piece of AI cognitive solutions that Watson Health Imaging provides. And it's sort of that partnership of we're not expecting it to be perfect, but is it better than we have today? There is no perfect solution, but does it improve our current workflow? And so we'll be very interested of when we go live with patients synopsis of does this help? Is this better than what we have today? And the focus then becomes partnering with Watson Health Imaging is how do we make it better for ourselves? How do we make it better for you? I think we're a large health organization and typically we're not an academic or heavy research institution, but we take care of a lot of patients. And if we can work together, I think we'll find solutions. It's really that triple aim of how to provide better care, at cheaper costs, with a better experience. And that's what we're all after. And what's your version of patient, the current version of patients synopsis, and okay does it work for us? Well, even if it does, how do we make it better? Or if it doesn't, how do we make it work? And I think if we work together, make it work for TriHealth, you can make it work at all your community-based health organizations. >> Yeah. So, John that brings me to, Dr. Huelsman mentioned a couple of things in terms of the outcomes. Lower costs, better patient experience, et cetera. I mean, generally for clients, how do you measure success? And then specifically with regard to TriHealth, what's that like? What's that part of the partnership? >> Yes, specifically with TriHealth, the measure of success will be when Dr. Huelsman is able to call and be a super reference for us, and have these tools working to his satisfaction. And when he's been able to give us great input from the customer side, to help improve the science side of it. So today he's able to launch his epic EMR in context and he has to dig through the data, looking for those valuable nuggets and with using natural language processing, when he has patients synopsis, that will all be done for him. He'll be able to pull up the study, a CT of the head for instance and he'll be able to get those nuggets of information using natural language processing that Watson services and get the valuable insights without spending five or 10 minutes interrogating the EMR. So we look forward to those benefits for him, from the data analytics side, but then we also look forward to in the future, delivering other AI for the imaging side, to help him find the slices of interest and the defects that are in that particular study. So whether that's with our partner AI solutions or as we bring care advisers to market. So we look forward to his input on those also. >> Can you comment on that Dr. Huelsman? I would imagine that you would be really looking forward to that vision that John just laid out, as well as other practitioners in your organization. Maybe you could talk about that, is that sort of within your reach? What can you tell us? >> Well, absolutely. That was sort of the shared vision and relationship that we hope for and sort of have that shared outlook is we have all this data, how do we analyze it to improve, provide better care cheaper? And there's no way to do that without you harnessing technology. And IBM has been on the cutting edge of technology for my lifetime. And so it's very exciting to have a partnership with WHI and IBM. There's a history, there's a depth. And so how do we work together to advance, because we want the same things. What impressed me was sure, radiology and AI has been in the news and been hyped and some think over-hyped, and what have you. Everyone's after that Holy grail. But it's that sense of you have the engineers that you talk to, but there is an understanding that don't design the system for the engineers, design it for the end user. Design it for the radiologist. Talk to the end user, because it can be the greatest tool in the world, but I can tell you as a radiologist, if it interrupts my workflow, if it interrupts my search pattern for looking at images, it doesn't help me and radiologists won't use it. And so just having a great algorithm won't help. It is how do you present it to the end user? How do I access it? How can I easily toggle on and off, or do I have to minimize and maximize, and log into a different system. We talked earlier is one throat to choke, or one vendor to hug, we only want one interface. Radiologists and users just want to look at their... They have the radiology viewer, they have their PACS, we look at it all day and you don't want to minimize that and bring up something else, you want to keep interacting with what you're used to. And the mouse buttons do the same thing, it's a mouse click away. And that's what the people at Watson Health Imaging that we've interacted with, they get it. They understand that's what a radiologist would want. They want to continue interacting with their PACS, not with a third vendor or another program or something else. >> I love that. That ton of outside in thinking, starting with the radiologist, back to the engineer, not the reverse. I think that's something that IBM, and I've been watching IBM for a long time, it's something that IBM has brought to the table with its deep industry expertise. I maybe have some other questions, but John I wanted to give you an opportunity. Is there anything that you would like to ask Dr. Huelsman that maybe I haven't touched on yet? >> Yeah. Being back on your account this year, what do you see as a success? What would you count as a success at the end of 2021, if we can deliver this year for you? >> The success would be say, at the end of the year, we've got the heavy hitters, all stored on the archive. Do we pick up all the little, we've got the low hanging fruit, now can we go after the line placement imaging and the arthroscopy and dioscomy, and all those smaller volume in pickups, that we truly get all of our imaging stored on that archive. And then the even larger piece is then do we start using the data on the archive with some cognitive solution? I would love to successfully implement, whether it's patient synopsis or one of the care advisors, that we start using sort of the analytics, the machine learning, some AI component that we successfully implement and maybe share good ideas with you. And sure we intend to go live with patient synopsis next month. I would love it by the end of the year, if the version that we're using patients synopsis and we find it helpful. And the version we use is better than what we went live with next month, because of feedback that we're able to give you. >> Great we looked forward to working with you on that. I guess, personally, with the pandemic in 2020, what have you become, I guess in 2020 that maybe you weren't a year ago before the pandemic, just out of curiosity? >> I'm not sure if we're anything different. A mantra that we've used in the department of radiology at TriHealth for a decade, "Improved service become more adaptable." And we're a service industry, so of course we want to improve service, but be adaptable, become more adaptable. And COVID certainly emphasize that need to be adaptable, to be flexible and the better tools we have. It was great early in the COVID when we had the shutdowns, we found ourselves, we have way more radiologists than we had studies that needed interpreted. So we were flexible all often and be home more. Well, the referring physicians don't know like, well is Dr. Huelsman working today? We don't expect them to look up our schedules. If I get a page that, Hey, can you take a look at this? It was great that at that time I didn't have a home workstation, but I had iConnect access. Before there was no way for me to access the images without getting on a VPN and logging on, it takes 10, 15 minutes before I'm able. Instead I could answer the phone, and I'm not going to say, "Oh, I'm sorry, I'm not at the hospital day, call this number someone else will help you." I have my iPad, go to ica.trihealth.com logged on, I'm looking at the images two minutes later. And so the ease of use, the flexibility, it helped us become adaptable. And I anticipate with we're upgrading the radiology viewer and the iConnect access next month as well, to try to educate our referring physicians, of sort of the image sharing capabilities within that next version of our viewer. Because telehealth has become like everywhere else. It's become much more important at TriHealth during this pandemic. And I think it will be a very big satisfier for both referring physicians and patients, that those image sharing capabilities, to be able to look at the same image, see the annotation that either the radiologist or the referring physician, oncologist, whoever is wanting to share images with the patient and the patient's family, to have multiple parties on at the same time. It will be very good. >> With the new tools that you have for working from home with your full workstation, are you as efficient reading at home? >> Yes. >> And having full access to the PACS as in-house? >> Absolutely. >> That's great to hear. Have you been able to take advantage of using any of the collaboration tools within iConnect, to collaborate with a referring physician, where he can see your pointer and you can see his, or is that something we need to get working? >> Hopefully if you ask me that a year from now, the answer will be yes. >> So does that exit a radiologist? Does that help a radiologist communicate with a referring physician? Or do you feel that that's going to be a- >> Absolutely. We still have our old school physicians that we love who come to the reading room, who come to the department of radiology and go over studies together. But it's dwindling, it's becoming fewer and fewer as certain individuals retire. And it's just different. But the more direct interaction we can have with referring physicians, the better information they can give us. And the more we're interacting directly, the better we are. And so I get it, they're busy, they don't want to, they may not be at the hospital. They're seeing patients at an outpatient clinic and a radiologist isn't even there, that's where that technology piece. This is how we live. We're an instantaneous society. We live through our phone and so great it's like a FaceTime capability. If you want to maintain those personal relationships, we're learning we can't rely on the orthopedist or whomever, whatever referring physician to stop by our reading room, our department. We need to make ourselves available to them and make it convenient. >> That market that you working in Cincinnati, we have a luxury of having quite a few customers with our iConnect solutions. There's been some talk between the multiple parties, of potentially being able to look across the other sites and using that common tool, but being able to query the other archives. Is that something that you'd in favor of supporting and think would add value so that the clinicians can see the longitudinal record? >> Yes And we already have that ability of we can view care everywhere in our EMR. So we don't have the images right away, but we can see other reports. Again, it's not convenient. It's not a click away, but it's two, three, four clicks away. But if I see, if it's one of my search patterns of I just worked the overnight shift last week and then you get something through the ER and there's no comparisons, and it's an abnormal chest CT. Well, I look in Care Everywhere. Oh, they had a chest CT at a different place in the city a year ago, and I can see the report. And so then at that time I can request, and it can take an hour or so, but look back and the images will be accessible to me. But so how do we improve on that? Is to make the images, that I don't have to wait an hour for the images. If we have image sharing among your organizations that can be much quicker, would be a big win. >> As you read in your new environment, do you swivel your chair and still read out of any other specialty systems, for any types of studies today? >> No, and that was a huge win. We used to have a separate viewing system for mammography and we were caught like there were dedicated viewing stations. And so even though we're a system, the radiologist working at this hospital, had to read the mammograms taken at that hospital. And one at the other hospital could only read the ones taken at that hospital. And you couldn't share the workload if it was heavy at one site and light at the other. Well, now it's all viewed through the radiology viewer if you merge PACS, in not just general radiology, but impressed. It has been so much better world that the workflow is so much better, that we can share the work list and be much more efficient. >> Do you feel that in your, your new world, that you're able to have less cherry picking between the group, I guess? Do you feel like there's less infighting or that the exams are being split up evenly through the work list? Or are you guys using some sort of assignment? >> No. And I'm curious with our next version of PACS, the next version of merge packs of 008. I forget which particular >> John: 008. >> It's 008, yeah. I know there's the feature of a smart work list to distribute the exams. Currently, we just have one. It's better than what we have before. It's one large list. We've subdivided, teased out some things that not all of the radiologist read of like MSK and cardiac and it makes it more convenient. But currently it is the radiologist choose what study they're going to open next. To me how I personally attack the list is I don't look at the list. Some radiologists can spend more time choosing what they're going to read next than they do reading. (chuckles) And so if you don't even look, and so the feature I love is just I don't want to take my eyes off my main viewer. And I don't want to swivel my chair. I don't want to turn my head to look at the list, I want everything right in front of me. And so currently the way you can use it is I never look at the list. I just use the keyboard shortcuts of, okay, well I'm done with that study. I mark it, there's one button I click on my mouse that marks it dictated, closes it and brings up the next study on the list. >> Hey guys, I got to jump in. We're running up against the clock, but John if you've got any final thoughts or Dr. Huelsman, please. >> Sure. Dr. Huelsman, I guess any homework for me? What are the top two or three things I can help you with in 2021 to be successful? >> Keep us informed of what you're working on, of what's available now. What's coming next, and how soon is it available? And you let us see those things? And we'll give you a feedback of hey, this is great. And we'll try to identify things, if you haven't thought of them, hey, this would be very helpful. >> Gents, great conversation. Gosh we could go on for another 45 minutes. And John you really have a great knowledge of the industry. And Dr. Huelsman, thanks so much for coming on. Appreciate it. >> Thank you. >> You're welcome >> And thanks for spending some time with us. You're watching "Client Conversations" with IBM Watson Health.