Presentation on telehealth competitive landscape with a focus on \'integrators\' providing care management as option. Overview of marketing opportunities.

1. Telehealth Integration with Care Management: Competition and Opportunity Donna Cusano

2. What is an ‘integrator’? A telehealth company that provides for their customer: Single source, turnkey telehealth service that extends care into the home Candidate identification and engagement Fully managed device, IVR, customer service and deployment services Detailed online reporting and trending Workflow, EMR and EHR integration Clinical/utilization outcomes and ROI analysis The option of collaborative clinical support and triage services to supplement clinical oversight in the home

4. After hours nurse triage

5. Healthcare provider notified if necessary (family)

8. Now provides fully outsourced clinical monitoring and disease management services (market size not known) with proprietary devices

9. CARDIO-PLAN and RESPIRATORY-PLAN

10. Patient goes through a daily 'health check'--out of parameter readings go to the nurse specialist for calling the patient first then to physician.

11. CARDIO-PLAN uses TELESCALE home monitoring/weight scale device

12. RESPIRATORY-PLAN uses their CARESTAR hub for queries and patient input

13. January: awarded their second Frost & Sullivan award for Enabling Technology and TMCNet award for Smart Health Excellence

14. Awarded five-year VA contract 4/2011

15. Partnering with home health/hospice software companies: HealthWyse, Homecare Homebase, ContinuLink, NDoc

17. 50,000 active clients (mainly PERS)

18. April 2011: CHF pilot with Anthem Blue Cross (CA); alerts directed to physicians

19. January 2011: CHF pilot (N=100) with Horizon BCBSNJ 11/10-2/11

20. December 2010: telehealth and alert management for SeniorBridge.

21. Call center is primary monitor and interface with patient, SeniorBridge care managers contacted

22. Claiming ‘first-of-its-kind program’ combining telehealth with face-to-face care management

23. Other partnerships announced 2010:

24. November: partnership with Bosch Health Buddy—sales, service and monitoring; integration into VRI Care Platform data aggregator

25. June—GrandCare (telecare) monitoring (private homes, AL)

26. August—CareCentrix home care management services

27. Providing telemonitoring services, med management, medical alert

28. 10MM patients thru 5000 home care providersAMC Health NYC-based integrator of non-proprietary telehealth systems and IVR for home care and IDS Care management adjunct services Acquired LifeLink early 2011 Largely metro NY/Eastern US: Geisinger Health System, MJHS, NYC HHC, VNSNY, Backus

30. 5/11: Introducing enhanced web application for care management integrating data from both systems (migration by end of 2011) and into EHRs

32. Improved ease of use, care management access, richer reporting, EHR synchronization

33. Sunsetting original PHS6000 monitor

35. Seeking approach to healthcare at enterprise level for wireless

36. AT&T ForHealth ‘solution suite’ approach: co-selling and integrating

37. Agreements since October with: MedApps, eCardio, Vitality GlowCaps, WellDoc Diabetes Manager. Proprietary products in gait detection and imaging.

38. Health information exchange platform: AT&T Health Community Online

40. Remote monitoring and tracking, medication management, EHR integration (challenge) (MIT Enterprise Forum Northwest research report: ‘Boomers, Technology and Health’)

42. Strategic communications and sales support: brochures, presentations, case histories, website/social, training materials, B2B/some B2C press, joint press outreach

43. Building pre-eminence among those for whom effective care is important: health plan executives and care managers, home health executives, discharge planners

44. Advocacy on telehealth and on validity of integrated approach

45. Active representation in associations national and local (NAHC, AAHSA, CMSA-Case Management Society, AMDA-LTC Medical Directors, NAPGCM—Geriatric Care Managers, AgeTek-Aging Technology Alliance)