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The US Health market opportunity
The US Health market opportunity
The US Health market opportunity
The US Health market opportunity
The US Health market opportunity
The US Health market opportunity
The US Health market opportunity
The US Health market opportunity
The US Health market opportunity
The US Health market opportunity
The US Health market opportunity
The US Health market opportunity
The US Health market opportunity
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The US Health market opportunity

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At SCALEit Health Inspire, Hans Erik Henriksen from CompuGroup shared his deep insights to the U.S. Health industry.

At SCALEit Health Inspire, Hans Erik Henriksen from CompuGroup shared his deep insights to the U.S. Health industry.

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  • 1.   SCALEit  Inspire  Århus,     16.  August  2013   _________________________________       Keynote  indlæg       Hans  Erik  Henriksen   Business  Development  Manager   CompuGroup  Medical  Danmark  A/S   19/08/13   SCALEIt  Inspire  Århus,  16.  August  2013  1  
  • 2. Agenda   19/08/13   SCALEIt  Inspire  Århus,  16.  August  2013  2   •  IntroducLon  to  CompuGroup  Medical   •  USA  market  experience   •  The  USA  healthcare  market  opportunity   •  What  does  it  take  to  make  it  in  the  U.S.  ?   •  What  did  I  learn  ?   •  What  would  I  focus  on  if  I  started  building  a  company  ?      
  • 3. "   Best  provider  of  IT  soluDons  for  higher  quality     and  efficiency  in  the  healthcare  system   "   Worldwide  market  leader  in  MIT   (Medical  InformaDon  Technology)   "   High  profitability  and  30%  annual  growth   CompuGroup  Medical:  >385,000  customers  in  34  countries   19/08/13   SCALEIt  Inspire  Århus,  16.  August  2013  3   Goals    2011  Prel.  Results  2012   Customers  ca.  385,000     Revenue  €  397  M  €  451  M   EBITDA  €  73  M  €  105  M   Employees  ca.  3,600     Key  figures   n  =  19  countries  with  own  locaLons   n  =  addiLonal  15  countries  with  customers  
  • 4. Strategy   19/08/13   SCALEIt  Inspire  Århus,  16.  August  2013  4   InternaDonal  corporate   structure  with  strong  regional   presence  and  unique  coverage   of  healthcare  providers.     Coverage   Therapist   Rehab   Center   Insurance  Hospital   Pharmacy   Nursing   Service   Intelligent  connecDvity  of  all   parDcipants  on  the  basis  of   structured  medical   informaDon.   ConnecLvity   So[ware  Assisted  Medicine   (SAM)  for  more  efficiency,     for  greater  effecDveness  and     for  best  quality.   Decision  Support     CGM    LIFE  eSERVICES  based  on   vita-­‐X  technology.   PaLent   The  products  of  CompuGroup  Medical  help  to  increase  the  performance  of  healthcare   systems  by  approximately  15%  to  20%.    
  • 5. USA  market  experience   19/08/13   SCALEIt  Inspire  Århus,  16.  August  2013  5   B-­‐Data   IBM   Cetrea  IBM   •  CEO 2008 - 2012 •  Clinical Logistics •  2008: 7 employees – 2012: 38 empl. •  80% of the Danish market •  International customers •  2001 - 2008 •  Healthcare Exec., •  North East Europe •  Nordic •  Denmark •  ACURE due diligence and Executive •  1996-2001 •  Director, Sales and delivery •  Project Executive •  1983 - 1996 •  Healthcare Market Oppt. Manager •  IBM Consulting Group •  Systems Engineer •  Avaleo: Chairman of the Board IBM  US   project   IBM  WW   HC  strategy   EHR  project  based   on  Danish  assets   Cetrea  US   entry  2010-­‐2012  
  • 6. The  signing  of  the  PaLent  ProtecLon  and  Affordable  Care  Act  (PPACA)  of  2010  will   drive  significant  change  for  the  United  States  healthcare  delivery  model   Availability  of  affordable,   value  based  care  for  the   majority  of  Americans     While  reducing  costs   Access   Affordability  
  • 7. Key  highlights   •  Establishes  health  insurance  exchanges  (new  markets    that  provide   economies  of  scale,  product  choice,  and  risk  pooling  of  large  firms  for   individuals  and  small  businesses)   •  Expands  coverage  through  the  Medicaid  program   •  Provides  premium  subsidies  for  persons  living  below  400%  of  Federal   Poverty  Guidelines   •  Assures  guaranteed  coverage  and  also  prohibits  health  status  premium   adjustments   •  Requires  most  Americans  to  have  health  insurance  and  creates  individual   and  employer  penalDes  for  people  without  coverage   •  Will  be  funded  through  Medicare  and  Medicaid  spending  reducLons,   addiDonal  Federal  tax  revenue  and  penalDes  
  • 8. Affordability  will  require  major  changes  in  US   care  delivery   Increase  Health  Care  Value   Improve  Quality   Reduce  Costs  and  Spending   Accountable  Care   OrganizaLons   Bundled  Payments  for   Services   Medical  Home   Pay  for  Performance   (Health  exchanges)   Electronic  Quality  ReporDng   Electronic  Health  Records   Electronic  Sharing  and  Exchange  of  Health  InformaDon   Goals   IniDaDves   Health  IT  
  • 9. Obama  administraLon  subsidiaries  through  EHR   Meaningful  Use  cerLficaLon  is  a  key  driver   •  2011-2014: EMR’s and EMR implementation •  2014-2016: E-health •  2015- : •  Patient Medical Home •  Wellfare Technology
  • 10. What  does  it  take  to  make  it  in  the  USA  ?   19/08/13   SCALEIt  Inspire  Århus,  16.  August  2013  10   •  The  right  product   •  Truly  innovaDve  and  unique   •  With  the  right  organizaDon   •  Sales  organizaDon  in  the  US  is  not  enough   •  NavigaDng  business  partners  and  compeDtors   •  Why  will  a  business  partner  sell  your  product  ?   •  How  will  compeDtors  react  ?  ”Me  too”  ?   •  Patent  protecDon  strategy   •  Product  cerDficaDons  
  • 11. What  did  I  learn  ?   19/08/13   SCALEIt  Inspire  Århus,  16.  August  2013  11   •  Investment  is  not  an  issue  if  you  have  the  right  product   •  A  Danish  background  is  a  big  advantage   •  Denmark  reputaDon   •  Danish  Trade  Council  support  and  Silicon  Valley  InnovaDon  Center   •  PenetraDng  the  US  market  takes  Dme   •  The  right  sales  organizaDon  is  crucial  
  • 12. What  would  I  focus  on  if  I  started  building  a   company  ?   19/08/13   SCALEIt  Inspire  Århus,  16.  August  2013  12   •  The  right  team,  organizaDon  and  board   •  Mission,  Vision  and  Strategy   •  Products   •  Markets   •  Company   •  Focus  on  short  Dme  objecDves   •  Product  referenceability   •  DomesDc  market   •  InternaDonal  markets   •  Start  out  in  Denmark  ?   •  Strong  domesDc  market  for  advanced  healthcare-­‐IT   •  Seed  funding   •  EU  tender  rules   •  Start  out  in  the  U.S.  ?   •  Investments   •  Early  technology  adopters   •  Market  and  culture  experience  
  • 13. Agenda   19/08/13   SCALEIt  Inspire  Århus,  16.  August  2013  13   •  IntroducLon  to  CompuGroup  Medical   •  USA  market  experience   •  The  USA  healthcare  market  opportunity   •  What  does  it  take  to  make  it  in  the  U.S.  ?   •  What  did  I  learn  ?   •  What  would  I  focus  on  if  I  started  building  a  company  ?      

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