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Disruptions in Healthcare

Presentation by Dave Chase, Avado.com, to CEO & Leadership teams at major pharma
by

Roni Ayalla

on 7 November 2012

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Transcript of Disruptions in Healthcare

IN HEALTHCARE PHARMA { DiSRUPTiONS COMPETITION INSURANCE WHO SAYS ELEPHANTS CAN'T DANCE? Through its Medical Affairs and Sales organizations, Pharma has many relationships and a keen understanding of the healthcare landscape (though provider access has waned). They know acceptable ways to work with healthcare professionals for research as well as the reimbursement environment for particular conditions. STRENGTHS 1 Provider Relationships Pharma has a critical competence in managing clinical trials with a database of patients and the necessary requirements to have research findings that meet FDA and health plan requirements. 2 Clinical Trials Management The IT departments of many pharma companies are sophisticated given the criticality of security, research database management and the like. 3 Information Technology Management Pharma hasn’t been afraid to make long-term bets utilizing its deep pockets. Fortunately, most technology bets require dramatically less resource than what they are used to. 4 Long Term View WHICH BUSINESS ARE YOU IN? WHOSE PATH WILL YOU FOLLOW? OPPORTUNITY FOR PHARMA Dave Chase March 7, 2012 PROVIDERS DISEASE MANAGEMENT PHARMA is colliding Extreme conservatism because of regulatory risk. Every sales interaction they see as a risk. Pursuing unregulated opportunities with non-insurance brands
Seeing themselves as healthtech companies first
Managing chronic disease and wellness programs p "In 1990, IBM had its most profitable year ever. By 1993, the computer industry had changed so rapidly the company was on its way to losing $16 billion and IBM was on a watch list for extinction -- victimized by its own lumbering size, an insular corporate culture, and the PC era IBM had itself helped invent." HARVARD BUSINESS REVIEW: The railroads did not stop growing because the need for passenger and freight transportation declined. The reason for failure was they defined their industry incorrectly thinking that they were railroad oriented instead of transportation oriented; they were product oriented instead of customer oriented. WEAKNESSES PHARMA "everybody is scared to death" Continued profitability can breed complacency. Sales reps comp plan often deincentivizes talking with customers. Cardiologist extends service offering
without losing patient relationship Insourced Remote Device Monitoring service for cardiologists Pharma could buy or partner with Ambucor to
provide end-to-end solution for cardiologists 1 SEARCH any condition, treatment,
medication, and insurance 2 WATCH short, single-topic,
original video featuring
local health care expert 3 ACT link to provider website, profile video, chat, locator, scheduling, healthgrades, assessment, social media, and discussion boards Partner with industry to provide enhanced drug information, coupons, assessments, and links at the point-of-care Consistent, accurate, and mobile drug information at the pharmacy Improves pharmacy workflow while enabling more accurate and consistent drug education Partner with industry to offer this service to pharmacy R A I L R O A D MARKETING MYOPIA IBM transformed itself from a product-centric to a customer/service centered company resulting in a 10x stock increase over 10 years. Influences – family, friends, co-workers, religion, values, money Real opportunity to influence health costs/outcomes – influence on the choices made – behavioral change * PRM = Patient Relationship Management designed for the 99+% of patient’s life they're NOT with a healthcare provider CONTROL Who really makes the decisions? CONTROL Who really makes the decisions influencing outcome?
Offspring of a NY Hospital Association enables access to key decision makers.

Offers ability to leverage mobile technology to enable providers to improve outcomes, quality with lower costs. Eosystem for discovery, curation and deployment for providers learning about, purchasing mHealth apps, content and other technologies.

Helps mobile developers by delivering providers and patients access to quality solutions at the point of care. Who & What How & Why PATIENT RELATIONSHIP 2 Patient registries and communication for sentinal events. 3 Patient reported outcomes 4 Broadcast patient education information
to and through MDs to patients 5 Power technology-enabled services 6 Mobile app/biometric device
integration for disease management Deliver disease related scales (depression, pain, etc.) that could be transmitted to MD between visits 7 MANAGEMENT TOOLS CAN IMPROVE PATIENT ENGAGEMENT 7 WAYS 1 Close clinical trial to clinical practice gap by using the same toolset open heart surgery hospital home low severity high severity chronic triggers 75% healthcare costs Who really makes decisions influencing outcome? C O N T R O L religion family friends & co-workers money values INFLUENCES "the system" filling prescriptions exercise taking meds Patient is vessel w/ billing codes attached
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