How to create a value proposition in health care? workshop for healthcare staff

1. Taller: Metodologia lean startup
& models de negoci
Marc Florit, consultor Agile & Lean
(www.wynwin.es/ )
Laura Buguñá, Unitat Innovació,
Fundació Docència i Recerca
Mútua Terrassa
La diana comercial:
‘Customer experience wheel’
Font: Deloitte, 2008
Edifici docent MT (23.10.13, 13-14.30h)

2. Programa
INCEPTION. El primer pas de tota empresa o projecte que
vulgui ser exitòs.
1. Introducció. Anem cap a on volem anar?
Customer Development i Lean Startup.
Inception Deck
2. Visualitzant al nostre Client - Empathy Map
3. Descubrint el nostre model de negoci:
Business Model Canvas
Exercici en grups
4. Compartint el nostre Procès: Visual Management

3. Relació amb clients

4. value proposition canvas
Quin valor estem entregant als clients actuals i potencials?
Quins productes o serveis estem oferint a cada segment de clients?
Proposta de valor:
Quins problemes estem ajudant a resoldre?
Quines necessitats estem satisfent?

5. Diferenciació

6. Canvas

7. Exercici: provar el canvas amb un exemple
My Devices
Ear Infection Detector
Last Used: 4/20/12
WheezOmeter (Asthma)
Last Used: 4/15/12
Strep Throat Test
Last Used: 3/25/12
Thermometer
Last Used: 2/18/12
3
Home
Reports
plataforma DIAGNOSLY –diagnòstic ràpid remot
Inbox
My Devices

8. SOLUCIÓ – DIAGNOSLY CANVAS
• Diagnostic and
monitoring
device OEMs
• Insurance
networks
• Provider
engagement
• Device mfg
relationships
• R&D
• Customer
support
• Payer Approval
Process
• Independent
sales reps
• Healthcare
Professional
Staffed Remote
Centers
• Engineers and
designers
• Legal/Regulatory
Knowledge (IP,
FDA, HIPPA,
etc)
www.diagnosly.com
• Convenience of time
and place
• Reduced cost for
uninsured or high
deductible plan
subscribers
• Reduced cost and
increased quality of
software
• Lower costs due to
reduced visits, less
fraud and consistent,
comprehensive data
• Improved patient
outcomes
• Earn more money via
focus on higher value
procedures
• People (R&D)
• Regulatory & Liability
• Customer acquisition
• 15% Commission
• Free Beyond Provider Acquisition
• Pay Per Click
Automated, Optional
24x7 Support
Automated, Optional
SW Dvlpt Kit Support
Corporate
Indirect, trusted
supplier
• Physician / Clinics
• Online
• Independent Sales
Reps
•
Testing fees (per test/kit)
•
•
Testing fees (per test/kit)
Subscription
Consumers
Families (primarily
subsequent mothers)
in the pregnancy and
early childhood phase
+ traveling families
$$$
Device Makers
Small/med, at-home
monitors and
diagnostic devices
Payers
Insurance, Medicare,
Medicaid
Providers
General Practitioners,
Midwives, Nurses,
Office Manager,
Specialists
(Pediatricians,
OB/GYNs, vets etc)

9. Conclusions
Quins coneixements
aplico que poden
contribuir a cobrir una
demanda al mercat en el
segment clau?

10. Sector sanitari – model H
http://healthmodelinnovation.com/

11. Referències / enllaços
Business canvas
• GUIA ACC10 - http://www.anella.cat/
• http://blogs.hbr.org/cs/2013/05/a_better_way_to_think_about_yo.
html
• http://javiermegias.com/blog/2013/02/motor-crecimiento-modelode-negocio-growth-engine/
• http://www.slideshare.net/MaRSDD/business-model-canvasentrepreneurship-101-20122013
• www.canvasbm.com
En salut
• http://www.prhi.org/perfecting-patient-care/what-is-ppc
• http:www.modelH.org