tforg care track - understand how to add value to the care delivery chain

Looking for clear insights?we help you understand the MedTech market – globally

TforG CARE TRACKS

© 2015 TforG | www.tforg.com | +32 3 201 64 00 2

Care Delivery Chain:

The usage of your product is more than a single moment in the medical treatment.

It’s part of a process.


Understand how to add value to the Care Delivery Chain.

Position your product in the care delivery chain to UNDERSTAND:

o choices made before and after, o alternative solutions, o bottlenecks in the process

Understand how your product / technology can CREATE VALUE:

o Facilitate fast tracking: shorten time to diagnosis / treatment. o Accelerate the access to the patient, o Increase patient through-puto Optimize impact of external influenceso Save costs for the hospital


Applications to Drive Your Businesso asses the impact of the introduction of a new product or technology

o identify the need for a new product or technology

o increase market share by guiding more patients your way

o identify suitable partners to develop a sustainable business plan

o anticipate the impact of competition and new technologies

o fine-tune positioning to optimize the impact in terms of financial benefits (reimbursement schemes) or clinical guidelines

o re-engineer and integrate workflows

o create value for your customer, incl. support for implementation

© 2015 TforG | www.tforg.com | +32 3 201 64 00

TforG Care TracksThe tool to create value for the hospitalDIFFERENTIATING VIEW ON THE CARE DELIVERY PROCESS

o CUSTOMIZED to your Product / Technology

o in any specific country

o provides VISUAL narrative and

o QUANTIFIES the patientflow

o identifies STRATEGIC ELEMENTS (drivers, decision making units, external influences)


CASE STUDY 1: introduction of new technologyPatient Flow: Cardio-vascular surgery

Technology: minimal invasive treatment of the aortic valve disease

Objectives:• Identify tangible advantages of new technology vs. current

(open) surgery• determine launch & go to market strategy.

Care Track approach:• AVD patient flow, customized for new technique• Care Track per country


CASE STUDY 1: introduction of new technologyINSIGHTS & ACTIONS

1. The referral process of patients differs from country to country (even within EU)

A different approach to influence the use of the technique was required and integrated in the go-2-market strategies.

2. The new technology requires a shift in medical professionals: from cardiac surgeon to interventional cardiologists.

The supplier used this insight to support the hospitals to overcome any internal resistance during implementation.


CASE STUDY 1: introduction of new technologyINSIGHTS & ACTIONS

3. The new technique improved patient recovery, hospital stay and thus costs.

The cost saving aspect as the crucial part of the go-2-market strategy, to convince hospitals to adopt the new technique

4. The quantification of awareness and implementation of minimal invasive techniques per country.

Identify markets with the highest potential for immediate introduction

Identify markets where increasing awareness would lead to growth in market share


CASE STUDY 1: introduction of new technologyTforG Care Track provided insights in / for:

1. The new technique results in:o Improvement patient recovery time o Reduce hospital stayo Shift from cardiac surgeons to interventional

cardiologists2. Go to market approaches, based on different

referral approaches per country3. Identification of countries with high potential


CASE STUDY 2: optimize impact of DRGPatient Flow: Lumbar Spinal Stenosis (LSS) surgery

Technology: all-in kit for minimal invasive procedures in spinal surgery, allowing an outpatient procedure.

Challenge faced: In spite of important advantages (no hospitalization required, lower cost, treatment possible in day centers), penetration was very low, as no DRG reimbursement existed. So, a submission for a new DRG reimbursement was needed (2y process).

Objectives: Identify• How to maximize potential until approval DRG • Cost-benefit analysis of new technique vs. open surgery to strengthen

DRG submission


CASE STUDY 2: optimize impact of DRGINSIGHTS & ACTIONS

1. In some countries the product could be included in the current DRG, if the patient was hospitalized with 1 overnight stay.

The supplier used this insight to have hospitals adapt their hospitalization guidelines for this procedure.

2. In other countries, potential was identified in the private segment (Out of Pocket funding).

Specific go2market strategies were created to approach private sector


CASE STUDY 2: optimize impact of DRGINSIGHTS & ACTIONS

3. Cost-benefit analysis: new product vs. current open surgery

Advantages: outpatient procedure, No hospitalization required, cost saving

The Cost benefit analysis required for an application was executed using crucial information from the Care Track.

4. Info on DRG submission process Per country: what was required to get reimbursement, lead time to approval, the different steps involved in the process, etc.


CASE STUDY 2: optimize impact of DRGTforG Care Track provided insights in / for:

1. Optimize impact of external influences like DRG based reimbursements and clinical guidelines

2. Cost-benefit analysis of the new technique vs. open surgery


CASE STUDY 3: eliminate disrupted workflowWork Flow: Digital Pathology

Technology: allows real-time data exchange between all stakeholders

Challenge faced: The technology has the potential to make hospitals reference centers in this area and thus attract more patients. However, the implementation into the work flow is disruptive, bringing along internal resistance among medical professionals.

Objectives: • Identify all cost saving aspects and potential bottlenecks• Determine go2market strategy: support hospital pro-actively

eliminate negative consequences of disrupted workflow


CASE STUDY 3: eliminate disrupted workflowINSIGHTS & ACTIONS

1. Identification of all the administrative in-between points that would become redundant

Calculate hospital cost savings related to this technology

2. Identification of switch in Care Providers Create go2market strategy that informs hospitals pro-actively on potential internal resistance & support them during implementation.


CASE STUDY 3: eliminate disrupted workflowTforG Care Track provided insights in / for:

1. Identification of bottlenecks following the switch of responsible care providers

2. Re-engineer and integrate workflows

TforGTel: +32 3 201 64 00Address: Ankerrui 8-10, 2000 AntwerpWebsite: www.tforg.com

CEO: Bart Van den MooterTel: +32 3 201 64 01Email: [email protected]

VP Business Development: Bart OngenaTel: +32 3 201 64 02Email: [email protected]

tforg care track - understand how to add value to the care delivery chain

Marketing