Insights success the 10 most admired leaders in healthcare 20th nov 2017

www.insightssuccess.in
SUCCESS SECRETS:
Evolutions in Healthcare
Management
November 2017
SAMEER MAHESHWARI:
Taking Unchartered Paths to Create Massive Impact on Society
EXPERT’S ADVICE:
The Much Needed Industry,
Home Healthcare Industry
H ET
10M OST
A D M I R E D
LEADERS
IN
H E A LT H C A R E
Sameer Maheshwari
Founder and CEO

YOUR RECOVERY IS ALL
THE REWARD WE NEED
www.sanchetihospital.org

In general, leadership is considered as one of the pivotal element to the
success of a company. Majorly three things that distinguish a leader:
concentrating on accomplishing goals, having people to lead, having
some specific skills to attain the company’s target. With highly competitive
and dynamic market, comprehending leadership’s significance has become
critical for any healthcare facility.
To be competitive enough, a company without knowing the importance of
leadership, can’t survive easily. The pace of transformation in healthcare
system requires different types of organizations, which goes well along if the
entrepreneur gets all the traits required. Transformational leaders are the one
who operates well in a dynamic market which provide lucrative opportunities.
The entrepreneurial leader got the listed transformational leader dimensions:
consistency, communication, clarity, self-confidence, creating opportunities,
power need and its use, and farsightedness. Besides all of these,
entrepreneurial leadership is about recognizing opportunities within a
dynamic market and “the capacity to build, share, and leverage knowledge”
that “will replace the ownership and/or control over assets as a primary way
to obtain competitive advantage (Ireland and Hitt, 1999).
Despite the sum of money a company makes, a leader’s mind is always filled
with questions like: Where to invest next? How to optimize business
processes to deliver comprehensive value-based health care? How will boards
of directors and leadership teams orchestrate the strategic transformations of
their present successful businesses? In a value-based care-delivery model,
care firms need to be attentive on managing the utilization patterns of
populations of patients. To execute this, they have to read and analyze clinical
data, which will need flexible BI tools and data-warehouse platforms. Also,
organizations must engage patients proactively with digital tools so that
patients can, for instance, link with providers virtually via mobile devices.
According to one health system executive, “Organizations will need to have a
single ‘shadow IT system’ that resembles [that of] a full-blown health
insurance carrier to integrate members from multiple payers for member
services, claims, actuarial analysis, case management, and utilization, among
other sources.”
There is a rising awareness that the revolution of the health care system will
require existing organizations to grow new organizational structures and
business models. Leaders will have to choose whether they should consider a
single, massive transformation of their organization or make multiple, smaller
investments in business models improved for the new payment models.
The former method will call for extensive long range planning with lesser
errors. The latter approach will afford firms a bit more financial and
operational flexibility by letting them go for a slower pace without totally
abandoning their current core business.
Editorial
Great Leaders
Find the Balance
Between Business
Performance,
Foresight,
and Character
Pooja Jain

Insights Success Media Tech LLC
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Editor-in-Chief Pooja M. Bansal
Co-Editor
Corporate Ofces:
November, 2017
Managing Editor Pooja Jain
Database Management Sharad
Technology Consultant Swapnil Patil
Circulation Manager Vivek
Research Analyst David
Business Development Executive
Meera, Rutuja, Priyanka
Business Development Manager Akansha Garewal
Poonam Yadav
Poulami Das
Visualiser Shweta Ambilwade
Art & Design Director Amol Kamble
Art Editor Vanshika Mittal
Co-designer Mayur Koli
Picture Editor Alex Noel
Marketing Manager Dhruv Apte
Contributors
Kedar, Ananda
Ariana LawrenceSenior Editor
Sachin Bhandare
Copyright © 2017 Insights Success, All rights reserved. The content and images used in this magazine should not be reproduced or
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Sameer Maheshwari:
Taking Unchartered Paths
to Create Massive Impact
on Society
08
COVER STORY
16
Healthcare
Marketing
26
34
Hospitals Are Not
Enough – We Need
Integrative Care
40
Dr. Minnie Bodhanwala:
Changing the Healthcare
Industry in a Healthy Way
INTERVIEW WITH
INSIGHTS SUCCESS
EXPERT’S ADVICE

ARTICLES
42
36
28
20
Amit Bajaj:
Promising Good Health
and Good Life
SUCCESS SECRETS:
Evolutions in Healthcare
Management
30TECH-IN-HEALTH
Disruptive Technologies
Reshaping Healthcare
38
Pankaj Narula:
A Promising Entrepreneur
who is Revolutionizing
Healthcare
Tarun Katiyar:
A Self-Enthusiast who
Brings Fresh Perspective
to Healthcare Consulting
Udai Kumar:
Revolutionizing Digital
Healthcare
EDITOR’S OPINE
Consultants Growth Aspects in
the 'Life Sciences &
Healthcare' World
22
C O N T E N T

f you are a leader or at a position in your organization to guide others, actions that are carried out by you will be
Ifollowed by your team. So, first exhibit actions that you expect your team to emulate. You may form some rules
and regulations or guide staff how they should behave at work and what actions are intolerable. Encouraging
these actions require correct and precise demonstration by your own behavior. As the healthcare industry is all about
hospitality, and in literal terms hospitality is kindness while serving your customer. If a leader is gracious and
courteous to its staff, same will be passed to the customers. So, it is all about kind behavior
So, the leaders who are open to new ideas and are ready to take those ideas to the next level with philanthropic
attitude are rewarded by Insights Success Magazine with entitlement of “The 10 Most Admired Leaders in
Healthcare”. These leaders with deeper commitment, greater productivity, and enhanced problem-solving abilities
are definitely admirable.
These leader’s creativity made recognize these companies for: The Bajaj Formulations constant endeavor is to
provide a wide range of innovative products to their customers. Hospaccx Healthcare offers an array of services for
various healthcare setups ranging from a Nursing Home to a Multi-Speciality and Super-Speciality set-up as well as
Diagnostic centres. Ohum Healthcare deploys a digital health platform that drives clinical transformation solutions
for entire communities and countries. SNG India is one of the largest independent healthcare solution providers, with
world-class technology products and services. BioBridge Healthcare Solutions Pvt. Ltd., Hosmac India Pvt. Ltd.,
Piramal Healthcare Ltd, Sakar Healthcare and TechIndia got their own specialized services.
Sameer Maheshwari, Founder and CEO of HealthKart is on our Cover Page. He takes the core responsibility to
drive the mission of providing affordable preventive care solution to people in an economically viable fashion.
Sameer’s ingenuity led HealthKart to become India’s largest online health & fitness store for men and women with
the latest collections of health, fitness and similar products featuring the best brands.
Our editors have shed some light on Blockchain Technology is Creating Waves in the Financial Arena, Chatbots:
Your New Personal Financial Assistants.
The Much Needed Industry, Home Healthcare Industry -by Kshitij Garg who is Founder at Healers at Home and
Healthcare Marketing- by Sudip Das, Founder of Wikreate Communication have contributed their consideration.
Our editors have come up interesting topics like: Inevitable Evolution in Healthcare Management and Disruptive
Technologies Reshaping Healthcare.
Flip the pages and channelize your wellness with our stories.
Allied HealthCare Providers
Opting for Generosity and Human
Welfare at Preference
10MOST ADMIRED
LEADERS IN
HEALTHCARE
THE

Cover Story
Sameer Maheshwari
Founder and CEO

SAMEER
MAHESHWARI:
Taking Unchartered Paths to
Create Massive Impact on Society
Entrepreneurship traits
can be learned, but they
are largely ingrained
“
”
10MOST ADMIRED
LEADERS IN
HEALTHCARE
THE

egendary management consultant Peter Drucker
Lonce said, “Management is doing things right;
leadership is doing the right things.” With the trait
of juggling here and now and creating a mission and goals
for overall improvement of Healthcare Industry, Sameer
Maheshwari, Founder and CEO of HealthKart takes the
core responsibility to drive the mission of providing
affordable preventive care solution to people in an
economically viable fashion. Economic viability ensures
value creation of all stakeholders – customers, employees
and investors. He is a result oriented and passionate
individual, who derives inspiration from the people who
work with him, and the potential of the impact that
company could have on society. There are several leaders
who inspire Sameer, including Steve Jobs, Elon Musk,
Barack Obama, Narendra Modi and modern day Indian
entrepreneurs such as Sachin / Binny / Mukesh Bansal,
because they have all followed their inner calling, and taken
unchartered paths to create massive impact to societies /
economies / countries.
Main Motive was to Streamline the Healthcare Industry
HealthKart was started two years ago, the idea was to
identify underneath the need of people wanting authentic
products in healthcare industry across the country. So, even
though there were quite a few pharmacies in the market, but
the organized market is literally 2-3 percent and
authenticity of fake products is a big problem in health
sector. But, HealthKart basically leveraged the channel of
e-commerce which is developing very fast, to shift the
authentic branded products to pass over the country as they
no proper access to it.
As the idea came from the fact that healthcare delivery,
which is the backbone of wellness of any country, was
highly unorganized (95%+) back in 2009, and there was an
opportunity to bring about organization and quality to the
sector via growth of internet penetration / eCommerce.
Having lived in the US for 12 years and having seen the
dynamics of a developed world, Sameer was clear on how
the sector would evolve at a macro level, and thereby the
opportunity was clear. Mission at the outset was to make
available the largest range of quality medical products to
consumers across the country, by setting up the largest
online pharmacy platform. Along the way, realizing another
large opportunity in fast growing preventive care segment,
they spun out online pharmacy into 1MG and focused
HealthKart on preventive care.
Embarked HealthKartSuccessfully Even with Migration
Hardships
When HealthKart started in 2009, though Sameer had
worked for 10-12 years in US, it was his first start in India.
There were several hurdles initially - getting used to
working culture in India and adapting managerial principles
etc. - and doing this while identifying the economically
viable business model and adjusting to a new personal life.
Work ethics and managerial expectations were quite
different as compared to the US. But most importantly, it
was difficult then to convince people to join the startup
wagon because there weren’t too many success stories to
look upto. But constant perseverance and belief in the
mission has got him going till date. Prashant Tandon, his
co-founder and Shikha Maheshwari, his wife, have been the
biggest influences of his life. They have lived the volatility
of entrepreneurial journey with him.
Raising the Bar of Over-all Fitness in India
HealthKart is India’s largest online/offline nutrition store.
HealthKart offers comprehensive range of high quality
supplements such as proteins, vitamins, minerals etc.,
sourced from across the world. These supplements are used
for athletic performance, fitness and wellness. HealthKart
We're healthkart- a great
place for people serious
about health and fitness
‘‘ ‘‘

delivers these products through a combination of online
portal and 30+ retail stores. The company also offers
assistance to its customers in product selection and diet
planning through trained nutritionists. HealthKart has
served over 1.5mm customers, and delivers 80,000+
products to 500+ cities in any given month. HealthKart also
own MuscleBlaze, one of India’s largest sports nutrition
brands.
Success is the Integration of Constructive Perspective
Entrepreneurship has taught Sameer several leadership
lessons, but the key ones have been; be long term
perseverant and not lose focus along the way; be agile and
open on maneuvering business model; be open minded,
intellectually curious and always approach problem from
the first principles; always invest in building the right team
and ensure your teammates are successful. HealthKart has
reached thus far because of no single principle, but
combination of all the above.
Number of Buyers Matter
Numbers have been phenomenal. There was a huge
skepticism that people will buy health products online.
HealthKart was literally started as four people team two
years ago and now they are close to 450 people. Clearly, the
organization has grown, so has the market acceptance and
demand for people buying health products online. So, there
has been overall growth.
Fostering Culture of Thinking and Questioning reaping
Creativity
Healthcare is going to fundamentally transform in years to
come. Technology advancements are at the helm of such
change. On one end, it is driving much better treatments
through biotechnology and genetics, and on the other hand,
it is making such solutions available at scale via
communication technologies. The new found awareness via
technology is also leading people to approach healthcare
through preventive and fitness lens. These trends are
permanent and will only exponentially manifest themselves
in years to come. Within the organization, Sameer
encourage creative thinking by fostering a culture of first
principle thinking and always questioning about what and
how status quo can get disrupted.
Entrepreneurship Traits can be Learned, but Largely
Ingrained
Entrepreneur is someone who can visualize the future, both
immediate and long term; correlate with changing market
pulse, and be the driver of change with smart resource
allocation. Entrepreneur derives his inspiration from self
belief, and is ready to take big bets/ risks to drive the
change. Sameer believes while entrepreneurship traits can
be learned, but they are largely ingrained.
Shop online from
the latest
collections of health,
fitness and similar
products
featuring the
best brands.

Work for Long-Term Values
Chasing unviable business models because of macro
funding environment, and not pursuing long term value
creation driven by your fundamental “self belief” is the
biggest mistake occurs. This could not only derail the
entrepreneur, but may also lead to significant loss of time,
which is the most precious entity in the world we live in.
Difference Between a Niche E-commerce and Huge
E-commerce
When asked about the difference between a niche
e-commerce firm like theirs and huge e-commerce firm
which sell all kind of products, Sameer shares his opinion,
“India is a unique place where both the horizontal players
who are selling everything and anything, going together
with vertical players like ours. The difference is the vertical
players are able to better cater to a niche segment. And in
health, authencity plays a big role and assistance also plays
a big role. So, we get a lot of calls in our call centre
regarding what should be the B.P. point, they should look
at. So, we kind of able to tell that value much better than
the horizontal players. And just being focused allows us to
sort of gear our organization to be able to do that.
E-commerce is basically solving the problem of distribution
in India.”
Challenges that E-commerce is Facing
HealthKart has just scratched the surface. Out of a billion
people, Internet buyers in total have been just 10 million.
Sameer says, I think the key challenge will be the increment
of rate of Internet penetration in the country. There is a lot
of hope on mobile, both 3g and 4g sort of powering the
broadband in the country. Clarity in terms of regulation as it
will help naturally in much better way with offering of
more optimal delivery channel. But all these three-four
segments need to mend together to grow faster.
Tips for Aspiring Startups in the E-commerce Segment
As India mirrored like China in 2005, from that time
e-commerce has been going through a very volatile phase
because lots of investment is happening in e-commerce.
Leaders end up with taking a lot of disproportionate of
market share. So, there was sort of mad rush to identify
leaders and then people started looking for unit economics
more closely and then a lot of consolidation happened.
Huge money was spent to get the first time consumer to
transact online, so cost of customer acquisition was very
high. For starters, you need strong team but significant
amount of financial backing to go through the growth
phase.
Moving Forward Optimistically
HealthKart will be the largest omni-channel retailer and
consumer brands’ company in the nutrition space, spanning
performance, fitness and wellness segments. Fundamental
belief in positive changes in the Indian economy and trust
on their own ability to succeed thus far has been a ray of
hope for Sameer and his team.
‘‘ ‘‘We do what’s right by you.
We value authenticity over
everything else
GOOD HEALTH
DELIVERED TO
YOUR DOORSTEP,
Every Time

WHEN IT COMES TO THE HEART TRUST APOLLO
The Apollo World of Care
Assuring. Advanced. Accessible
www.apollohospitals.com

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Management BriefCompany Name
Ganesh Kumraj
MD
Hosmac India pvt. ltd
hosmac.com
Sameer Maheshwari
Founder & CEO
Hospaccx Healthcare
hhbc.in
Piramal Healthcare Ltd
piramal.com
SNG India
sngindia.org
Udai Kumar
Chairman & CEO
Ajay Piramal
Chairman
TechIndia
techindia.com
Sathya Kumar R
Founder & CEO
Tarun Khatiyar
Founder & Director
Bajaj Formulations
bajajformulations.com
HealthKart
healthkart.com
BioBridge Healthcare
Solutions Pvt. Ltd.
biobridge.in
Sakar Healthcare
sakarhealthcare.com
Pankaj Narula
Director
Vivek Vesai
MD
The Bajaj Formulations constant endeavor is to provide a wide
range of innovative products to their customers.
BioBridge is a partner of choice to maximize returns on
investment in the pharma and biotech space with innovative
affordable solutions across the value chain
HealthKart is India’s largest online health & fitness store for
men and women with the latest collections of health, fitness and
similar products featuring the best brands.
Hosmac also acts as the primary resource guide on healthcare
information dissemination to leading rating, market research
firms, healthcare media experts and other business consulting
firms
Hospaccx healthcare offer an array of services for various
healthcare setups ranging from a Nursing Home to a
Multi-Speciality and Super-Speciality set-up as well as
Diagnostic centres.
Ohum Healthcare deploys a digital health platform that drives
clinical transformation solutions for entire communities and
countries.
Piramal Group is a global business conglomerate with interests
in Pharma, Financial Services, Information Management, Glass
Packaging and Real Estate.
Sanjay Shah
MD
Sakar Healthcare offers a basket of pharmaceutical products:
Oral liquid, Cephalosporin, Cephalosporin dry power injection,
Small volume parenteral.
SNG India is one of the largest independent healthcare solution
providers, with world-class technology products and services.
Techindia provides exceptional remote healthcare diagnostics
and patient monitoring solution with proven track of high
performance for the highly regulated industries.
Amit Bajaj
Founder
OHUM Healthcare
Solutions Pvt. Ltd.
ohumhealthcare.com
10MOST ADMIRED
LEADERS IN
HEALTHCARE
THE

healthcare industry needs to
Abelieve in “we” always more
than “me”, which could be
accomplished with an energetic work
environment and a goal oriented
culture, which cannot be carried out
individually but done with a united
team. And, in all this act, leadership
has always been described as the way
an individual direct the activities for a
group towards a shared goal. And Dr.
Minnie Bodhanwala, with all the key
aspects of the leadership has been an
inﬂuential role model for the Wadia
Hospital.
In an interview with Insights Success,
Dr. Minnie, CEO at Wadia Hospital
gave some insightful answers
highlighting the philanthropic tradition
being forwarded by the hospital and
her contributions towards it.
• What are your responsibilities as
a dynamic entrepreneur? How
would you describe yourself?
Who is the most inspirational
leader in your life? Why?
Primarily, my responsibilities are
focused towards strategizing and
achieving the objectives and strive
harder towards the vision and mission
of the organizations, I also dedicate a
lot of time for positive change
management and team building across
all the departments. I would describe
myself as an individual who is striving
for impact and focused on results. I
always believe in a realistic approach
for the everyday challenges I face and
that has helped me achieve the most
difﬁcult tasks with precision.
I am a strong supporter and promoter
of women empowerment and draw
inspiration from one such great leader
after which our Childrens hospital is
named, she is Bai Jerbai Wadia, what
inspires me the most about her is her
simplicity and her great vision for the
society especially the women and
children during a time when they were
th
ignored the most, in the early 19
Century. It is simply because of timely
vision of women like her we are here
today. I draw great inspiration from her
and strive hard for long sustained
meaningful and impactful work.
• How did you get the opportunity
to work for Wadia Hospitals?
What was your mission at the
outset?
I got the opportunity to work with
Wadia Hospitals in November 2012
when the Hospital was undergoing a
major crisis situation, I took this as a
challenge and slowly started working
towards streamlining the
transformation of both the Hospitals.
Other than the operational challenges,
the infrastructure of the Hospital being
a heritage structure that has been a
challenge in terms of stability and
expansion of services. Infact, when I
took up the challenge, both the
Hospitals were operational under one
building, as other building of Children
Hospital had undergone structural
damages in 2007-2008 and was not
safe for patients. My initial mission
was to get the Childrens Hospital
functional and increase the scope of
services with improved quality of
patient care and ensure safety for all
patients. Proudly, I have achieved the
Changing
the
Healthcare
Industry
in a Healthy
Way
Dr. Minnie
Bodhanwala:
INTERVIEW WITH INSIGHTS SUCCESS
| NOVEMBER 201716

same and today we have a fully
functional Paediatric hospital with 450
Beds.
• What are the hurdles you had to
face in the starting phase? Who
has been the most influential in
your life?
Streamlining the hospital operations in
weakened infrastructure with a
financial crisis was the biggest hurdle.
It took a great deal of strategic
planning and hard work with patience
in order to reach the point where we
are at today and we are very positive
that we will go much ahead in this
journey with these Hospitals, not only
being amongst the best Hospitals in
India but also in the World. Our
Chairman Mr. Nusli Wadia and Board
member Mr. Ness Wadia have been a
great influence in my life. The strong
insight of our Chairman’s vision
towards the goal and driving us by
mentoring new systems and techniques
to be adopted in spite of challenges and
standing with the team as one during
crisis situation has definitely inspired
me a lot. With support and strategic
guidance I have been able to achieve
major transformations for the
organizations.
• Tell us about your Hospitals?
What kind of Healthcare
services/solutions or products that
are offered by your hospitals at
par with the current industry
standards, also tell us something
about your upcoming products or
services?
Our Children’s hospital is the first
dedicated Paediatric hospital
established in the country and the
NOVEMBER 2017 | 17

largest as well. Today, the hospital provides more than 30
super specialty services under one roof, we have 3 OTS
where complex surgeries like cardiac surgery, neurosurgery
etc. are performed. We proudly host the largest NICU in the
world with 150 beds. We also have a nodal center for
clubfoot disease in Maharashtra and soon will start with our
own Cath Lab, MRI centre and a Bone Marrow Transplant
unit. We are also looking forward to establish an advanced
Cancer treatment unit and Organ Transplant Centre.
Our Maternity Hospital specializes in offering affordable
Obstetrics and Gynaecology services to women across all
the sections of the society; the hospital also specializes in
providing IVF care at a much-subsidized cost and also has a
human milk bank to help the children who are not fortunate
enough to get it. The maternity hospital would undergo a
major transformation soon starting with structural stability
being a nine decade old structure.
What sets us apart is the social impact that we create.
• What were some of the biggest lessons you learned
that have impacted the way that you work? To what
do you attribute your success?
Well, as we all know there are no shortcuts to success, I
have always believed in building systems and implementing
them to achieve the desired results. Understanding
problems and being creative in solving them is something
that has impacted the way I work and helped me achieve
success in whatever I do. I could only attribute my success
to the team I work with and offcourse my family without
whose support of the prior and understanding of the latter I
won't be as successful as I am today.
• What are your views on the current trends in the
industry? How do you encourage creative thinking
and innovation in your organization?
The industry is growing as always, but with increased
innovation and improvements in technology in the last few
years, I see the industry to be growing faster in the coming
years. Also, there has been an increase in perception of
health and wellness with mobile and other health gadgets, I
do see a lot of scope in the preventive healthcare industry as
well. Being supportive to new ideas deﬁnitely encourages
creative thinking in the organization and this is the only
reason we have an open door policy across all the
departments where anyone can approach with their
problems or ideas.
• What are some of the qualities which make a person
an entrepreneur? Is entrepreneurship something that
is in your blood or is it something you can learn?
Ability to accept challenges and take risks, team building
and having a realistic approach to things are some of the
qualities one needs to have. It is never in the blood, you
learn from your experiences and mistakes and master your
skill set accordingly to achieve your goals.
• What is one mistake you witness leaders making more
frequently than others? What is the behavior or trait
that derails most leaders’ careers?
I believe too much aggression especially in young leaders
could derail careers. Understanding each team members
strength and motivating them to overcome their weaknesses
makes a good leader and helps you sustain.
• What can be expected from Wadia Hospital in the
upcoming years? What gives you a sense of hope?
What makes you concerned or worried?
Only the best can be expected from Wadia Hospitals, we
are going to excel in every front and achieve the maximum
for our stakeholders and community at large. Our hope
comes from the smile of so many children who are born
and treated in our hospitals everyday and we strive for the
same smile for the generations to come.
| NOVEMBER 201718

As the writer Warren Bennis
says, “Leadership is the
capacity to translate vision
into reality.”
Leadership is the ability of an
individual or a group of individuals to
inﬂuence and guide followers or other
members of an organization. A
distinguished leader among many
others is Amit Bajaj, Founder of
Bajaj Formulations, who believes the
most important responsibility is to lead
from the forefront. Setting examples by
execution, rather than giving
mere orders or instructions is
the key to succeed in the role
of a leader. As an
organization, Bajaj
Pharmaceuticals tries to be
as objective as possible
because relativity has no
clarity. Amit added, “I
strongly believe that active
decision making is most
important and
procrastination is the biggest parasi
te.”
Amit is enormously inspired by the
sportsmanship of Sachin Tendulkar,
who motivates people through the way
of his spirit. His achievements and
failures taught the life lessons to Amit,
and enabled him to understand the
power of consistency without worrying
about criticism. Encouraged by his
idol, Amit started focusing on actions
and, as a result, today he is a successful
entrepreneur in the healthcare industry.
When Amit came to healthcare
industry he lacked knowledge and
experience. Yet, he still believes that it
was the best thing that happened to
him. He expresses, “When you are
novice you are a blank slate and you
are free to create anything. But when
you tend to acquire knowledge your
mind gets to understand the
competition of market. As a result, it is
restricting the entrepreneurial trait of
risk-taking.”
Amit always prefers to provide
friendly environment towards his
employees and guides those who make
mistakes or take wrong decisions with
a correct intent. He encourages taking
immediate decisions at all levels in the
hierarchy. He provides freedom to his
employees to openly express their
opinions which create a deep
knowledgebase within the team further
providing encouragement to work
harder.
Amit expresses, “We strongly believe
that to grow, one has to fall, learn and
ascend. But decisions must be taken on
time without procrastination.”
The Concept of Bajaj Formulations
and the Mission
Amit states, “The idea was based on
the simple economics of MRP based
excise duty on pharmaceuticals
formulations and co-existence of
excise-free zones.”
Amit has an innovative mission to
make available medicine for
small and medium scale
marketing companies. Every year
a certain number of people die
from the lack of medical help, so
the mission of a leader like Amit
can deﬁnitely eradicate the
adversity of medicine’s unavailability.
Organizational Aspects of Amit
The Bajaj Formulations is a third party
based formulations manufacturer
producing for over 2000 marketing
companies across India. They
specialize in a large range of products
including tablets, capsule, syrups, dry
and liquid injectable, soft gelatins, and
Promising Good Health and Good Life
AMIT BAJAJ:
| NOVEMBER 201720
10MOST ADMIRED
LEADERS IN
HEALTHCARE
THE

sachets— all under one roof.
Moreover, they have an in-house
printing and designing unit for speedy
execution of orders.
The company is offering a software
based CRM (Customer Relation
Management) wherein all the orders
and respective tracking of the orders
shall be available to the customers
online. The CRM shall has the
following salient features.
• Real-time status update
• Updates on trigger of every step in
the production process
• Two–way-online communication
including (but not limited to)
placing orders, COA’s etc.
• Mobile apps on both Android and
Apple platform
• All order history available online to
each customer through a unique
identification number
• This is SAP based feature, being
made available for the first time in
the country for third party
manufacturing of pharmaceuticals
formulations.
Secret behind the Success
The prevalent life lesson is the intent to
relentlessly and consistently improve
on present circumstances. Amit
believes that everyone has their own
unique goals and objective. When
people start believing and focusing on
their own action, they can easily taste
the cherry of success.
Amit Describes the Current Scenario
of Healthcare Industry
The current situation of Healthcare
industry is very volatile. The industry
is struggling between two objectives at
the macro level viz. quality medicines
and cheap medicines available
everywhere. Both the goals are equally
important and contradictory to each
other. Now, the challenge is to strike a
balance.
Wise Words for
Budding
Entrepreneurs
Amit assures,
“Entrepreneurship is
nothing but fulfilling
your objectives
without having a
doubt on yourself. It is
only possible if the
objective continuously
motivates you,
encourages you and
inspires you or else you are cheating
on yourself.”
Future Mind-set of the Company
In the coming years, Bajaj
Pharmaceuticals are committed to
delivering huge volumes of medicines
with the certified quality and minimum
lead time coupled together with the
CRM based transparency. The
organization is actually not worried
about the industry volatility because
medicines are a necessity, and Bajaj is
a prominent manufacturer. Their
product is a need; they have the
capability to deliver better than
anybody; so they believe their
organization’s future has to be bright.
Amit Bajaj
Founder
Our commitment
for people’s well
being is our prime
goal and everyday
we strive hard to
achieve this goal
‘‘
NOVEMBER 2017 | 21

n today’s era, commercial environment is getting
Iharsher as companies are facing modern business
challenges and fierce competition. Businesses often
need support for meeting companies’ goals and objectives,
and the consultants are the right hand of businesses which
includes the whole industries. This article highlights the
world’s largest transforming industry; “Life Sciences &
Healthcare” Consultants roles, responsibilities, and growth
aspects. Life Sciences are the vast industry in the area of
business, which is growing faster than ever. Various
industry challenges leave Life Sciences, Biotech, and
Pharmaceutical firms increasingly in the spotlight as they
tread the fine line between delivering life changing value to
consumers amidst the backlash of being one of the
profitable industries overall. Emerging markets are
becoming more valuable for Life Sciences firms. And to be
successful, the companies need a rapid shift from a
marketing and sales focus to an access-driven commercial
model.
Plethora of Challenges for Life Sciences and Healthcare
The life sciences sector faces some hurdles that can affect
the industry scenario in the imminent future. While most
organizations are attempting to counter the rise of generic
drugs, the generic market advances to grow and is supposed
to reach global profits of $283 billion by 2018 as per the
latest analysis. The primary problem lies with unregulated
and developing markets, with the lack of government
control. Also, the sale of illegally manufactured under
patent drugs in low-income countries without regulation,
remains a major problem for global pharma firms. As
regulatory authorities are making stringent requirements for
more precise and detailed data during approval processes,
companies are required to sustain comprehensive patient
and product data along with improved data acquisition and
supervision processes. With the growing use of electronic
data capture systems, cloud computing, and data sharing,
the necessity for improved systems capable of securing
companies’ network from cyber-attacks and data leakage
has also heightened.
Growing focus of government in both developed and
emerging markets, to enact pricing legislations to minimize
pharmaceutical spending is one of the significant concerns
for life sciences industries, globally. This has emphasized
the need for proposing innovative pricing models in
markets to develop breakthrough therapies which will
ensure the desired profitability.
Consultants: Business Partners for Transformation &
Growth
A consultant is a professional with expertise in a particular
domain and therapeutic areas. The consultants advise
clients with their strategic decision to develop winning
strategies in a dynamic global market, at every life cycle of
the stage, solving complex issues and helping clients create
lasting value. The consultants apply scientific thinking to
solve complex business problems, often with immediate
effects and tangible impacts.
A consultant is the backbone of company with the deep
knowledge, which injects “Multi Vitamins” to obtain
results, with multiple clients & projects, for growing their
business in the corporate world.
A consulting firm outsources their services to the
customer’s businesses, fulfilled by the experts who are
generally Ph.Ds or postgraduates associated with the
consulting firms. For example, the pharmaceutical firms
routinely outsource their clinical trials to neutral third
parties. With the help of consultants, clients solve their
strategic problems in various sectors including R&D
| NOVEMBER 201722

EDITOR’S OPINE
NOVEMBER 2017 | 23

projects. Businesses seek consultation from a particular strategy team according to their background of challenges. There
are two types of consulting corporations that mesh completely with the Life Science background.
Strategy Consulting Firms: Strategizing Life Sciences Organization’s Business Growth
The Strategy Consulting companies work in Pharmaceuticals, Healthcare, Medical Products, Pharmacology,
Biotechnology, Medical Devices, New Emerging Technology, and Research and Development strategies. As a consultant
they work in a team serving large company clients to solve market dynamics and regulatory demands. Consultants help
their customers to manage Research and Development, enter new markets, improve operations with delivering better value
for patients, and reduce the cost and complexity of operating systems.
Contract Research Organizations
Contract Research Organizations provide their assistance to the Biotechnology, Pharmaceutical, and Medical Device
industries in the form of analysis, and research services outsourced on a contract basis. CROs support foundations, research
institutions, and universities, in addition to governmental organizations and play a significant role in learning how life-
changing drugs get to patients. Strategy firms usually hire PhDs and MDs at the post-MBA position of Associate but CROs
are more research-focused and often do work in the clinical sciences that has been outsourced by different organizations.
The consultants then work on various projects for the client which can differ from project to project. Contract Research
Organizations mainly hire researchers and scientists, who are specialized in clinical trials services and can offer their
customers the expertise of moving a new drug or device from its conception to FDA/EMA marketing approval. With the
consultants in place, drug sponsor doesn't need to maintain staff for these tasks.
The Life Sciences business requires planning for the “next wave.” There will be more demand to present real-world
evidence of positive patient outcomes, value pricing, reimbursements, market access, and marketing. There are new
stakeholders who will have an influence and will require a more collaborative customer model that involves all of the
critical decision makers. The life sciences industry is set to tackle diverse opportunities as well as newer challenges in
recent years. Along with the conventional strengths of the industry, companies will also crave to be more adaptive and
innovative to counter regulatory and consumer demands which in turn are instigated by the technological advances in the
field and global scenarios.
| NOVEMBER 201724

he online space has become
Tthe blood line for health
information. The ascension of
digital tools and technologies has a
transient impact across daily life and
business globally including healthcare
too. The Godspeed growth in use of the
net, mobile apps, and social media
channel as well as the exponential
uptake of personal use of computing,
smart phones and tablets by all
healthcare stakeholders – including,
healthcare experts, patients and
financers is well documented.
Considering the pace with which the
volume of marketing has grown, its
way difficult to measure of how much
impact these phenomenon are having
on the delivery and outputs of medical
interventions, hence requires a
strategic roadmap to track down the
influence.
Inbound Marketing is the answer
This new strata of marketing includes-
developing marketing strategies, 360-
degree online advertisement, adwords,
search engine optimization email
marketing and social media marketing.
A high-level view of key business
indicators facilitates faster and more
accurate feedbacks and review puts all
of that at your fingertips.
Now day’s people are more info-savvy
and in regards to the marketer needs to
curate share-able content that has wide
reach, sparking debate among
healthcare communities, providers,
payers, patients and manufacturers.
Moreover, it needs fully engaging
content across communications
channels to maximize message reach,
with services like: public affairs, high-
level conclaves with key persons,
multimedia portal, print and digital
strategy/reports, campaigns,
partnerships, and internal
communications.
The Educated Patient
No doubt that the role of social media
in healthcare and its influence on
patient engagement is taking the
limelight, powered by mobile
technology, patient demand and
growing influence of the digital
depended generation. How ready the
healthcare sector is for these concerned
and digitally demanding patients will
be a subject of conversation and
assessment.
Hospitals and other medical
association are an important online
stakeholder, with a more better
resourced and commercial approach
towards social media. For example,
any Clinic Center for Social Media
could be a leading portal and advocate
of social media in healthcare with a
presence on channels like YouTube,
Facebook, Twitter, LinkedIn and
numerous blogs sites. Investing in
these channels the group is not only
benefiting patients while growing its
brand but also giving better
understanding to its stakeholders about
its all over capabilities. Patients of
toady want to get engaged and be taken
seriously when they approached. One
grey area of patient dissatisfaction is a
lack of any sort of acknowledgement
when they share any sort of experience
or their demands with a healthcare
outfit. A well-managed social media
presence not only gives a forum for
patient engagement, but also enhances
online-sourcing ideas and feedback to
stimulate conversation around new
tactics or changes within the
organization.
Healthcare Marketing: More
Important than Ever
Digital marketing, a mainstay in other
industries for years, is now becoming
more prevalent in healthcare, but still
lags behind the digital marketing
strategies and uses of tools like other
industries. A well executed marketing
plan will also assure your clients that it
is their well being that give the utmost
priority. Healthcare marketing is not
just about health but also your
reputation and goodwill which cannot
be built overnight and needs a lot of
patience. There are a lot of tangible,
intangible benefits which a patient gets
Marketing
HEALTHCARE
| NOVEMBER 201726

Sudip Das
Founder of Wikreate
from a professional and these plans are
what will actually help you retain your
clients. So everyone needs an effective
and strategic digital marketing plan
which should helps patients know the
perks of being associated with your
brand. This will help you to nurture
your healthy relationship with your
stakeholders-existing and new.
Sudip Das has set an example for being a
successful digital marketer, being consistent with his
efforts and able to connect with the users. It was in
2013, when he comes up with his own startup name
Wikreate Communication, under which he develops
different business model related to health, media
and visual marketing.
About the Author:
EXPERT’S ADVICE
NOVEMBER 2017 | 27

Afamous author, Robin S.
Sharma once said that,
“Leadership is not about a title
or a designation. It’s about impact,
influence and inspiration. Impact
involves getting results, influence is
about spreading the passion you have
for your work, and you have to inspire
team-mates and customers.” In the
dynamic and challenging business
climate leadership is one of the most
important traits an entrepreneur must
possess. As a leader his/her abilities to
innovate, execute and be a strong role
model for the team will always be
essential. One such leader is the
dynamic and visionary entrepreneur
Pankaj Narula, the Director & Head
of Business Development at Son of
Narula Group (SNG) India. He has
studied abroad and is highly inspired
by his father P K Narula and honorable
Prime Minister Mr. Narendra Modi. As
said by Pankaj “P.K was an avid and
great organizational leader and
people’s person. The other person is
Honorable Prime Minister, Mr.
Narendra Modi, who exemplifies
excellent leadership & management
skills.”
Under the aegis of PK Narula, SNG
India was established with a vision to
ensure that every healthcare facility
and institution has the best intra-
facility logistics and healthcare
solutions and consequently reduces
healthcare delivery costs without
compromising on the quality. In 1990,
Narula, brothers Pankaj & Puneet, took
the reins of the business and
completely restructured it in 1998.
Reducing Healthcare Delivery Costs
and Enhancing Healthcare Quality
The Indian healthcare space had
insignificant exposure to new medical
and healthcare technologies in the ‘60s.
SNG group utilized this opportunity to
reduce the gap and bring these
technologies to India and expand its
business. SNG’s mission has always
been to ensure that every healthcare
facility and institution has the best
intra-facility logistics and healthcare
solutions offered by them and
consequently reduce healthcare
delivery costs and enhance healthcare
quality.
Pankaj’s Perspective towards
Scenario of Healthcare Industry
In the recent years, the central
government has shown the keen
interest in improving India’s healthcare
facilities and establishing many new
medical facilities all over the country,
giving the industry a much-needed
impetus. Healthcare is now a prime
focus for the government to not just
provide adequate healthcare but also
quality healthcare, to its citizens and it
is quite open to explore and discuss
new technologies in this space that
bring in various benefits and efficiency.
Pankaj says, “The challenge faced by
the industry today, especially with new
technologies, is that different OEMs
and developers offer different
technologies platforms, different
standards, and comply with different
international quality norms and
directives, for example for the same
system one OEM may be following US
standards, another HTM, and another
CE. Interestingly, in India all different
standards are acceptable, resulting in
different facilities adopting different
norms, hence multiple standards have
prevented standardization in India.
What we really need to do it takes the
best from various international norms,
directives, and standards in a generic
manner and standardizes the norm for
India.”
On the other hand, technology helps in
faster healing, reduction of incidences
of bio-hazards and hospital-acquired
infections, enhancement of facilities
and consequently reduces healthcare
delivery costs. It also helps to increase
A Promising Entrepreneur who is Revolutionizing Healthcare
PANKAJ NARULA:
| NOVEMBER 201728
10MOST ADMIRED
LEADERS IN
HEALTHCARE
THE

the confidence of the care seeker on the
care giver.
Over the past 5 years, owing to SNG
group’s efforts and awareness
programs, the healthcare providers
have started moving toward
technology-driven solutions for their
facilities – be it healthcare logistics
solutions like pneumatic tube systems,
robotic and automated hospital drug
management solutions, automated
waste, and laundry tube systems etc.
More and more healthcare facilities
have started adopting these
technologies. Although it’s still at a
very nascent stage, the healthcare
providers are becoming more and more
cognizant of the need for such
technologies and solutions.
Reaching New Heights by tackling
Obstacles
In the beginning there were a few
hurdles for Pankaj, especially the lack
of interest of Indian healthcare
institutions and facilities not willing to
accept new technologies & solutions
and ignoring the issue of healthcare. It
was quite a herculean task to educate
them and make them realize the
imperative need for such solutions.
The idea of cost versus benefits needed
to be explained. Pankaj along with his
brother Puneet, joined forces when the
business was at its lowest with sales
down and the organization bleeding
from every nook and corner with 16
offices and over 200 sales engineers.
As a result, by the year 2004, SNG
regained its status of being an
important player in the healthcare
solutions space. The motivated team
took the business to new heights with
focus on Healthcare Automation. Their
focus was on the development of
overseas partnerships with world’s
leaders in the lines of their vertical:
Healthcare Automation. As stated by
Pankaj, “we’ve learned from every
single thing and we taught them how to
survive.”
Customer Satisfaction is the Reason
of Success
Customer Satisfaction has been the
primary goal of SNG to achieve
success in their mission. First few
years of their resurged organization in
the 1990s and 2000s were completely
dedicated to Customer
awareness (for new
technologies and
solutions) and
developing SNG in-
house Customer
Support system. This
impacted their
business, revenues,
and profits favorably.
“Success is impossible
without mission and
vision, mission and
visions are not
achievable without timelines and
support of a good team. Our success is
attributed to our Team SNG – who are
zealous, well trained and achievers.”
Pankaj adds.
Groundbreaking Solutions and
Future Aspects
Currently, SNG has two verticals of
solutions viz. Healthcare Logistics
Automation, wherein they offer
Pneumatic Tube Systems & Pneumatic
Waste & Laundry Collection Systems;
Healthcare Turn-Key Solutions,
wherein they offer Modular &
Seamless OR Solutions, TKS packages
for Critical Areas such as ICUs, ERs,
& Patient Rooms. The company has
also recently introduced solutions for
Central Medical Gas Supply Pipeline
Systems, and has executed and
delivered these solutions in a few
renowned healthcare facilities.
SNG believes that the future of
healthcare technology era in India is
promising. Understanding the needs,
adapting to domestic requirements and
standardizing procedures are
imperative.
Pankaj Narula
Director
Entrepreneurship
can be learned
but only if it’s in
your genes you
can master it‘‘
NOVEMBER 2017 | 29

ealthcare management is about evaluating the
Hcomplexity of process and strategizes accordingly,
but most of the healthcare companies in India rely
on short-term successes and avoid strategic operations.
However, many of the industry giants have applied strategic
management approach and it has to sustainable long-term
benefits. Strategic management in healthcare organization
involves many individuals, from different the target
customers to the board of directors and everyone has a
significant role to play. The company focuses on some
objectives to enlighten the strategic planning like,
explaining the benefits of strategic healthcare planning,
covering the aspects of market trends, analyzing the
planning ability employee, explaining the concept of
strategic management to every individual in the
organization. A basic fundamental strategy plans its benefits
and the role of modern director in strategic management
helps in understanding the healthcare organization insights.
Strategy Management in Indian Healthcare
The Indian Healthcare Organizations were freestanding, not
for profit type of institutions initially. The concept of
healthcare strategic management is very recent and was
employed around 1990s. The organizations realized that the
adaptation and evaluation of strategies is the only way to
have a greater level of success. Hence, the healthcare
companies incorporated in a better framework companies
and understood the key issues in change management.
Healthcare organizations immensely strategized about many
aspects including cost leadership program, the program
produced efficient chain of supplies and reduced cost of the
product.
Financial Viability
The rise in financial viability for organization CEO has
been an important aspect for healthcare management
changes. The term, ‘financial viability’ stands for highly
impacting aspects like current mandate and rulings,
pollution health management, quality of scores and personal
shortage. The increasing population generated economic
growth of sector which has eventually increased
infrastructural standards of the organization. The viability
also encouraged privatization that resulted in qualitative
service and progressive management developments.
Currently, around 70% of the urban population and 63% the
rural population prefers private organization over
governmental healthcare centers as the private centers
emphasizes on modernized management skills. The private
hospitals accounts for 74% of healthcare expenditure in the
country. The total viability of the country has risen to
EVOLUTIONS
MANAGEMENT
HEALTHCARE
in
| NOVEMBER 201730

16.5% in past decade. The strategy managing Indian
healthcare valued around 1.5 billion USD in November
2017.
Differentiated and Diversified Business Approach
Private organizations are trying to differentiate themselves
from others. Many of the well-known organizations have
collaborated with the government to provide multiple
healthcare systems under the one roof. In 2016, many
institutions formed base camps with government inspired
organizations to provide healthcare facilities to rural areas.
Some giant organization developed free of cost services in
the rural area as well. However, organizations eyeing on the
global expansion preferred brand collaborations. The
diversified approach of collaborating with different
healthcare organizations and are offering wide ranges of
healthcare products and wellness services with single brand
name which has increased the service economy. Thus, the
brand credibility has provided the major boost to the
business.
The Bargaining Power of Suppliers and Customers
The supplier competitors in industry are increasing rapidly.
The competition results in high quality products and timely
deliveries. The qualitative suppliers are less in numbers,
this affects customer preferences. Customers choose
expensive but trust worthy brand products. The Indian
healthcare sector is welcoming credible suppliers. The
customer can prefer inexpensive government hospital or
they buy e-health products. Hence, the customers are
getting more bargaining power. This power is also
beneficial at some instance as it provides a vital flexibility
and efficiency.
Notable trends in Indian Healthcare Management
Health Insurance Penetration:
According to a recent survey, urbanization in the country
has increased by 20% and has thus increased lifestyle
diseases; around 50% of urban population is paying half of
their income on in-patient beds. The diseases cause due to
high cholesterol, high blood pressure, obesity, poor diet and
alcohol are called lifestyle diseases. The number of such
health issues is increasing and the management strategies
are changing accordingly.
Enhancement of tier cities: The taxes on hospital
construction have been relaxed and the government is
encouraging private sectors to build tier II and tier III
projects. The project stands for supplying the high quality
healthcare services to metro cities. The establishment of
SUCCESS SECRETS
NOVEMBER 2017 | 31

such developed hospitals is providing substantial revenue. The management medic claim groups like Manipal and
Fortis are also investing in such projects.
Emergence of E- Health and telemedicine:
The major organizations from the country are adopting the fast emerging telemedicine services. The telemedicine
and E-Health portals provide low cost consultation, diagnostic facilities and advanced medical facilities by
utilizing high speed internet. This facility has been steamed to the remotest areas of the country. The state
governments are also adding their contribution by creating healthcare public portals that provides diagnosis
policies; recently Maharashtra government has created its own healthcare portal.
Medical Tourism, an Innovative Management Strategy
The gulf country medical tourists are heading to India as the country provides supreme healthcare solutions with
low cost treatments. Surgeries and treatments are very economic as compare to developed countries. The
Traditional Ayurveda treatments, like Yoga and Meditation have attracted European tourists the most. The medical
tourism has raised signiﬁcant revenue. It has estimated around 4.2 billion and it has grown by 27% in past two
year. The advantages like strong demand, attractive export requirements, efﬁcient and qualitative solutions have
raised the healthcare sector value to 110 USD billion. Thus, it is time to enter the healthcare management sector as
the sector is showing immense and delighting growth.
| NOVEMBER 201732

India has been a witness to magnificent reforms
especially in the healthcare sector. Known as the
sunshine segment in the arcade, it is one of the major
players that drive employment and the process of revenue
generation in India. Novelty and advancement in any
fragment is generally for:
● Cost reduction
● Fulfilling the need of the hour
With outlays touching sky high, lack of pertinent in-hospital
mandates and nonexistent comfort, Indian healthcare
industry demanded a renaissance desperately. The startups
began to put their utmost dedication and creative minds to
work in a way that the country embraced modern
technological improvements in a way to benefit the masses.
This led to the pioneer of home health care services and
was embraced with open arms worldwide. Commencement
of this upheaval evacuated the crisis that otherwise lingered
around. From having no proper facilities to treat even the
basic medical conditions, India is now one of the largest
platforms serving to customer-eccentric home health care
services.
One such salient contributor to the health and welfare
diligence is Healers at Home. The birth of Healers at Home
was on a practical foundation.
During my corporate days, the back pain had sucked my
exuberance and hassling for appointments with
physiotherapists and orthopedics added to the agony. A
vague thought plagued through my head: What if there was
an aid that could reach out to me at my expediency and
accessibility rather than otherwise? The best and the right
outcome of any unusual thing bears fruit only when it is
tried and tested and that’s how the idea of Healers at Home
came around.
Well, doing justice to the emerging trends is not a piece of
cake. Catering to home health care services does bring a
chain of crisis making it difficult for to meet the rising
demands with quality and qualified workforce. Being a
staunch follower of the rule that the best is yet to come, my
panel prevalently works in and out to sustain the
ever-growing requisites with unswerving and budding
talent. The workforce is picked from A-grade and premium
colleges who are certified, trained and experienced in their
niche of obligation thus allowing more than 200000 verified
customers till date to trust us and our set of knacks. Another
conundrum that health care industry is stuck with is the
demographics of the country. The urban area is accessible
both remotely and otherwise but when it comes to rural
areas, medical backing is a challenge. Trying to build a
medically inclusive country, we are delivering
Physiotherapy, Yoga, Mother and Child Care, Corporate
yoga, Nursing care, Attendant Care and Elder Care in at
home and offices for areas in and around Delhi, Noida,
Greater Noida, Faridabad, Ghaziabad, and Gurugram.
Healers at Home was launched with a basic motive; true
healing and happiness without having to make efforts for it.
We live in a digitally advanced nation and handiness
demands to be the modern necessity. I mean just give it a
levelheaded thought, who would prefer moving about on
days when you really want to get comfy under your favorite
sheets? The answer to any possible question that involves
healthcare is always preferred at home.
Home healthcare industry is an impeccable combination of
expediency and technological encroachment. It is now
possible to avail tedious medical procedures like
vaccinations, dialysis, urinary catheterization and even post
medical care at half the cost and double the convenience
as compared to the hospital. My ultimate goal vests in
letting the patient be the ultimate decider of his comfort
without hampering his time, routine and the life of any
person related to them. Though difficult, this home based
healthcare setup will be a game changer in the near future is
what I have faith in! I do not want to just fulfill the medical
aspect with our home health care services but both my team
and I are striving to merge innovation, technology, and
customer satisfaction is a way that home health care
outcomes are enormous to benefit every individual in
indigence.
| NOVEMBER 201734

bout
AuthorKshitij Garg
Founder
Kshitij Garg is Founder at Healers at Home. Kshitij has done his bachelors from IIT Kanpur. Post that,
he was awarded the Young India Fellowship by Ashoka University in collaboration with University of
Pennsylvania.
He has more than 5 years of experience during which he ran 3 startups and did Product Management at
9.9 Media. At 9.9 Media, he led various products like Digit.in (India’s one of the most visited tech
website). He has also worked with the Office of Member of Parliament - Mr. Naveen Jindal in the past.
He envisions Healers at Home providing home heathcare services and wellness services to everyone
around the world in a single click. The Healers at Home Core Team comprises of IIT Kanpur graduates
and Healthcare Professionals who have a diverse combined experience of over 35 years in the field of
Healthcare, Marketing, Microfinance and Technology.
They currently provide 6 services at home: Physiotherapy, Yoga, Nursing, Attendant Care, Mother &
Child Care and Elder Care, while conducting Corporate Yoga sessions at offices/companies.
Their investors include industry pioneers like: 1) Mr. Daljit Singh - President, Fortis Healthcare
2) Mr. BVR Mohan Reddy - Padam Shri Awardee 3) Dr. Pramath Raj Sinha - Founder, ISB &
Ashoka University.
Kshitij practices Yoga & Meditation on a daily basis and implements his
learnings from Yoga to Healers at Home. The learnings and team
efforts have helped the startup grow 10X in terms of traction
and revenue in the year 2016 and they have done
more than 200,000 Home Visits so far.
EXPERT’S ADVICE
NOVEMBER 2017 | 35

It’s so important to have a vision
when you work in the healthcare
industry. There are so many
challenges and setbacks, even
day-to-day, that it’s easy to get mired
in the minutiae and lose focus. A good
leader is able to manage the current
challenges and the daily grind while
still being able to step back and focus
on the big picture – the logic of where
we’re going and where we should be in
five or six years. Tarun Katiyar,
Co-founder and Principal
Consultant at Hospaccx imprints the
same traits which makes him able to
successfully execute each task.
All Gen About Tarun
Tarun Katiyar is Co-founder and
Principal Consultant at Hospaccx.
Three National Award Winner with
Hospital Management background
(MHA- Masters in Hospital
Administration) from Institute of
Management Studies, D.A.V.V, Indore
in a very young age accredits him to
the title Young Entrepreneur.
Tarun’s award list is long, he won
various titles which includes: Awarded
as Best Healthcare Entrepreneur by
ABP News 2015, Awarded as
Entrepreneur of the year -2014 at
Maharashtra Healthcare Leadership
Summit by Honorable Health Secretary
of Maharashtra at Pune, Awarded as
Young Entrepreneur in
Healthcare -2014 at 4th MT India
healthcare award by Honorable Health
Minister of India at Delhi.
Tarun has demonstrated his abilities in
healthcare industry thoroughly with the
way he has developed leading and
motivating professional team,
managing leading brands & successful
launch of new products, consistent
delivery of high growths (Revenues,
Profits) above industry standards,
turnaround of EBIDTA negative units
to positive, transforming start-up
healthcare ventures and Identification,
Negotiating and “Closing” deals
forging new alliances/partnerships.
International Projects:
• Market & financial feasibility of
up coming 100 bedded Eye
Hospital at Nigeria
• Market feasibility of up coming
chain of diagnostic centre at
Nigeria.
• Market & financial feasibility of
up coming hospital at Congo.
• Hospital design project at Kenya.
• Hospital planning and designing at
Ghana.
• Market feasibility of 300 bedded
hospital at Nepal and many more
in Asia ,U.A.E and in Africa.
National Projects: Hospaccx has done
more than 320+ management
consulting Assignments and more than
120+ architecture project some of them
are as follows: PPP project, Medical
College, Multi Speciality Projects.
Responsibilities as a Leader
The price of greatness is
responsibility- Winston Churchill.
Tarun’s greatness comes with the way
he holds the accountability of heading
healthcare consulting division of one
of the most awarded health care
consign firm Hospaccx. He majorly is
responsible for: hospital planning
assignments, hospital project
management, hospital architecture,
market studies, feasibility studies,
hospital space planning, biomedical
equipment planning and procurement,
hospital management, quality
accreditations, Human resources etc.,
but doesn’t limits himself upto it.
Tarun’s constant support and guidance
helped Hospaccx to get clientele
A Self-Enthusiast who Brings Fresh Perspective to Healthcare Consulting.
TARUN KATIYAR:
| NOVEMBER 201736
10MOST ADMIRED
LEADERS IN
HEALTHCARE
THE

spread across India, Gulf, Sri Lanka,
Africa and Europe. The company has
done more than 12 management
consulting Assignments and 3
architecture project world wide.
Exemplary Services of Hospaccx
Hospaccx provide expertise in hospital
commissioning and start up. They
ensure that all systems, protocols,
services and structures are in place, the
hospitals have obtained all required
regulatory approvals and licenses,
operational policies are well laid out
and most importantly the marketing
campaign is rolled out. This helps the
hospitals to gear up for an official
launch. Human Resources Advisory
service focuses on identifying the
manpower needs of the hospital in line
with the planned clinical and
administrative services portfolio. It
also addresses specific job profiles,
approach to recruitment and training
needs. They undertake strategic
exercises to review existing systems
and operations of healthcare
institutions with the objective of
enhancing their performance. They
evaluate and formulate plans to
enhance the performance of healthcare
institutions and improve returns for all
stakeholders. The key parameters of
the review are: Addressable market,
Competition, Revenue and cost model,
Clinical services, Human resources,
Infrastructure.
Innovation is what Sustains
Hospaccx
HHBC (Hospaccx Healthcare Business
Consulting) has always tried to do
innovation in the healthcare delivery
system to upgrade the infrastructure,
technology or any aspect of healthcare
delivery system. Due to young and
vibrant mind and out of the box
thinking process, Hospaccx has
partnered with various renowned
healthcare organizations in India,
U.A.E. and African continental.
Hospaccx has set new benchmarks in
hospital planning and design,
operations management and
construction management with regard
to quality, expertise and efficiency.
They are also one of the few global
healthcare consultancy groups with a
dedicated pool of technical and highly
qualified professionals from various
specialty of hospital planning and
designing.
Living up to the
Client’s Demand
Hospaccx’s mission is
to serve their clients in
the healthcare sector
with a wide array of
services and earn their
trust through integrity,
innovation and
providing unsurpassed
client relations.
The Company carries
a vision to encompass
a pivotal role in the
growth of
ever-changing healthcare industry and
help these organizations succeed in
their goals. Hospaccx team consists of
group of professionals having high
level of experience with broad range of
specialty that complement each other,
and always serve clients with a high
level of customer satisfaction.
Impact of Social Media in
Healthcare Industry
Social media marketing (SMM) for
healthcare is a form of Internet
marketing that utilizes various social
media websites like Facebook,
LinkedIn etc. as a marketing tool. The
goal of SMM is to produce content that
healthcare service provider will share
with their social network to help a
healthcare facility to increase brand
exposure and broaden patient reach.
In recent years, there has been a
fundamental shift in the way healthcare
marketers reach target audience which
is not restricted to patients only. Many
of today’s consumers demand a more
personalised approach. That’s where
inbound marketing, or demand
generation, comes in.
Tarun Katiyar
Co-founder & Principal Consultant
Plan Your Health
Care Business
with Hospaccx
‘‘
NOVEMBER 2017 | 37

Today, technology is playing an influential role
in every industry as well as in our personal
lives. Out of all of the applications that
technology has affected, medicine is unquestionably
one of the most significant. This merger of
technology and healthcare is responsible for
advancing and saving countless lives all around
the world. As the reach of these technological
innovations continues to grow from patient
registration to data monitoring, from lab tests to
self-care tools, it will change the whole
healthcare industry as it unfolds. These
advancements in the medical domain have
allowed physicians to better diagnose and treat
their patients ultimately saving countless lives
and improving the overall quality of life over time.
There are so many amazing things going on
worldwide in the field of medicine and healthcare.
Technological advancements have contributed to
services being taken out of the confines of the hospital
walls, allowing earlier diagnoses, personalized treatments
and integrating them with user-friendly, and accessible
devices.
Here is a shortlist of some of the fabulous ideas and advancements
would give us an insight of the future of medicine.
3D Printed Biological Materials
There are numerous successful uses of 3D printers today from guns to models, but the
medical uses are very practical, and over time could solve open-ended health issues once it’s decided
how to accurately apply them to people. 3D printers can be used to artificially grow Blood Vessels &
Heart Tissue, Embryonic Stem Cells, Replacing Cartilage & Bone and Replacement of the Organs.
Remote Patient Monitoring
Monitoring programs can collect a broad range of health data from the point of care, such as vital
signs, weight, blood pressure, blood sugar, blood oxygen levels, heart rate, and electrocardiograms.
Disruptive Technologies
Reshaping Healthcare
| NOVEMBER 201738

This data is then transmitted to health professionals in facilities such as monitoring centers in primary care
settings, hospitals and intensive care units, skilled nursing facilities, and centralized off-site case management
programs. Health professionals monitor these patients remotely and act on the information received as part of
the treatment plan.
Spectral Computed Tomography
Spectral imaging is the next phase of CT’s progression. By obtaining images at two different energy levels; the
technique can differentiate the different components in the body based on their substance density or atomic
numbers. The differences are displayed as varying shades of gray or even colors on the final image. This
technology is based on traditional CT scans by adding depth to the physiologic function of soft tissue with
a dual-layer detector.
Miniature leadless pacemakers
The next generation pacemakers are 10 percent of the size of traditional pacemakers and are devised for only
one heart chamber. It’s more effective than traditional models, but they are only ideal for 15 percent of the
pacemaker patients. These leadless pacemakers are created to achieve the same pacing grades as a standard
pacemaker, but the procedure for implanting the leadless pacemaker is different. Unlike a conventional
pacemaker, a leadless pacemaker does not need the creation of a surgical pocket for the pacemaker, and it
requires no leads. The pacemaker battery time is also equivalent to that of similar standard single chamber
pacemakers.
Robotic Surgery
The robotic surgery landscape is rapidly evolving. The goal of using robots in medicine is to provide improved
diagnostic abilities, a less invasive and more comfortable experience for the patient, and the ability to do
smaller and more precise interventions. With robotic surgeries, the surgeon is still in the room, operating the
robotic devices, but the technology allows for a minimally-invasive procedure that leaves patients with less
scarring and significantly less recovery time.
Medical device cyber security
Most healthcare IT leaders integrate stringent security features for network infrastructures and EHRs - but not
for their mobile devices. As many devices are attached to patients’ EHRs, C-suite members must perform threat
assessments and know the devices and software connected to crucial patient data.
Wireless wearable sensors
As increasing number of consumers turn to wellness apps, devices, and wearable sensors, healthcare officials
must learn how to utilize this data to reduce hospital stays and readmissions for those with severe and chronic
conditions.
Blue-violet LED light fixtures.
These lights provide perpetual environmental disinfection technology to kill harmful healthcare-related
bacteria which is a major reason of morbidity, mortality and elevated healthcare costs around the globe.
The era of embracing disruptive technological advancements by the healthcare industry has already begun. As
the health industry discovers new and unique ways to provide better medical services, these advancements in
healthcare will rise steadily and will provide sustainable engagement and powerful motivators to make health
and wellness a part of our everyday lives.
TECH-IN-HEALTH
NOVEMBER 2017 | 39

Sonali Srungaram
Patient Support Executive
CIPHER Healthcare Pvt. Ltd.
| NOVEMBER 201740

Hospitals Are Not Enough –
We Need Integrative Care
The disease burden in India has changed. While
infectious diseases continue to place a large
burden on the public healthcare system, non-
communicable diseases have started to affect a large part
of our population.
Let’s look at the numbers. Non-communicable diseases
account for 60% of all deaths in India. In the South East
Asian region, India has more than two-thirds of deaths due
to NCDs.
Non-communicable diseases largely fall into 4 categories
– cardiovascular, chronic respiratory, cancer and diabetes.
While the developed world has public healthcare systems
to address the needs of NCDs, we are still grappling with
the extent of it.
The 80-20 Gap
There are major differences in the working of a chronic
disease and infectious disease. In infectious diseases, the
disease-causing agent is the cause of the disease - once
which is eliminated, the disease can be cured. However, a
chronic disease is a condition whose risk stays with you
through most of your life.
Let's take the example of cancer. Cancer does not have a
permanent cure. Popularly, we speak about beating cancer,
rather than curing it. The treatment period if very long,
and through these period, patients keep going in and out of
hospitals. The risk of the disease continues even after
treatment.
With out focus on infectious diseases, we are equipped to
handle hospital-based treatments. However, in chronic
illnesses patients spend roughly 20% of their time in the
hospitals. The other 80% of time is spent in various
interventions based out of home. So, how will our
healthcare system address this gap if we continue to focus
on hospital-based treatments only?
For instance, we at Cancer Helpline have served 21,000
patients over the last two years. The calls to our helpline
are never straightforward questions, but are questions
related to treatment support such as managing side
effects, nutritional needs, health insurance and ﬁnancial
support. Clearly there are very few who can help them
answer these questions.
Integrative Healthcare
So, to ﬁll this large gap that our healthcare systems have
left unaddressed, we need integrative systems of
healthcare. We need a community of organizations that
can focus on holistic care for chronic illnesses.
We have several examples of holistic healthcare systems
in the West that offer services alongside hospitals.
Macmillan Cancer Support is a great model, where a
team of health and social workers offer care to cancer
patients both at home and in the hospital.
We need to ask ourselves the tough questions of capacity
if we have to offer holistic care for NCDs. Do we have
enough trained nurses, physiotherapists and social
workers? Do we have a system of psychological care
where cancer coaches can coach patients and families?
With 33 lakh people living with cancer in India, we have
an urgent need for integrative care. Are we ready to
address that?
CIPHER Healthcare works on creating patient-centric models for healthcare which
will reduce non-communicable disease related mortality in India. CIPHER works on
identifying and creating innovative models of healthcare delivery to support the
needs of millions of Indians across urban and rural India.
EXPERT’S ADVICE
NOVEMBER 2017 | 41

Healthcare relies enormously
on a doctor’s careful
understanding of the
symptoms as described by the patient
and a comprehensive examination that
leads to an accurate diagnosis.
However, in today’s digital age, we
have access to more information than
ever before, from medical devices,
wearables, millions of health apps and
social media. The challenge we now
face is how to bring it all together in
one place to deliver a personalized and
continuous healthcare experience,
where the single most important and
least used resource- the patient,
herself, can play a major role in her
own health.
In a quest to do just that, Udai
Kumar founded Ohum Healthcare
Solutions to build, implement, and
support information systems that
transform healthcare delivery in
hospitals, clinics, nursing homes,
healthcare facilities, and public health
communities including insurance,
corporates, and districts, states and
entire countries.
OhumSky, a proprietary product of
Ohum Healthcare, is a world-class
cloud-based integrated enterprise
hospital management system which
helps control costs and improve care. It
is a sophisticated clinical and business
management system that transforms all
care management programs to world
class performance standards.
An Exceptional Leader
Udai Kumar, the Chairman and
CEO of Ohum Healthcare Solutions,
is a highly successful entrepreneur,
mentor, and investor. He has thirty-two
years of IT and entrepreneurial
experience in global business
development, human capital
management, ﬁnance, software
development, and six sigma processes.
Udai is driven by the purpose to
achieve massive transformation where
the best of healthcare in the world can
be delivered to the world’s 4 Billion
destitute and/or underserved people.
He envisions transforming the lives of
billions of people by providing them
with the necessary tools to manage
their health without being over
diagnosed or under diagnosed and/or
wrongly treated. They should provide
them an assurance that every patient
matters and their lives do not need to
be accompanied by unnecessary or
avoidable medical complications.
Udai’s vision is a single integrated
patient-centric digital health platform
driven by evidence-based best
practices to deliver world class
preventive, prescriptive, predictive,
and palliative care for the entire
population. All stakeholders in the
healthcare delivery ecosystem
including doctors, nurses, patients,
providers, payers, government and
social workers would have one single
common view using all the digital tools
for planning, scheduling, managing,
and controlling every care event in
every patient’s life.
Crucial Life Lessons
“I have learnt that success comes at a
cost and often also carries the inherent
seed of subsequent failure,” says Udai.
He describes his life as a series of mini
journeys. He believes in himself and
strives to work as hard as one possibly
can, not worrying too much about what
others think or about success or failure.
Early in his career, Udai realized that
mistakes happen, and taking a positive
approach to such mistakes by
embracing them as part of one journey
through life, helps to maximise
learning, and eventually overcoming
them.
Revolutionizing Digital Healthcare
UDAI KUMAR:
| NOVEMBER 201742
10MOST ADMIRED
LEADERS IN
HEALTHCARE
THE

While digitizing the stock exchange, he
learnt that providing a solution is more
important than posturing. Working on a
port management system, he learnt that
the worst feeling is when you make
careless mistakes that cost others a lot
of money, time, and disappointment.
To overcome such feelings of
negativity, the best approach was to
come clean and own the mistake, seek
help to find both opportunities for
correction and to work harder than ever
to minimise the loss. Working with
great minds and a great company with
a clear vision, he learnt that nothing is
impossible if there is a clarity of
purpose and at least one degree of
freedom. Working in US, he learnt that
one’s successes in life are as much a
result of good knowledge and learning,
upbringing and luck. More often than
not, we are neither deserving of our
grand achievements nor are we fully
responsibility for our failures in life.
These lessons set the tone for his
lifelong ambition to bring massive
change that benefits as many people as
possible especially socially and
economically disadvantaged people of
the world.
While working in the US, he realized
that what you you do matters more
than what you know, and what you do
only matters when it meets the purpose
for which you do it. “The work I did
made a huge difference to both the
company and myself because I
understood what skills and talent were
needed to be harnessed to meet any
goal. That was the basis of the entire
Indian IT industry and it continues to
be so,” says Udai. He learnt that the
key difference between public sector
and private enterprise is the scale of
opportunity and incentive to create and
maintain change. He learnt how
countries work in multiple geographies
and how to build a business in a very
short period of time. Udai realized that
all countries have local customs that
they cherish and the right local partner
can help bridge local culture with
global purpose. Thus, you can be truly
global and local at the same time.
After losing his company to his
partners, Udai understood that both
legal agreements and the right partners
matter.
When Udai decided he
wanted to do
something that will
connect billions of
rural, poor and less
educated patients to
the millions of urban,
rich and highly
educated doctors, he
understood that he
would have to give up
short term profits and
instead go for a long
ten year investment.
“It was a perilous
journey which has its
own needs and constraints and can
produce its own ups and downs,” says
Udai.
Forthcoming Intents
For the last decade, Ohum Healthcare
has innovated on a 35 year old IT
application that manages world-class
care. In the coming years, Udai aims to
deploy Ohum’s digital platform in over
twenty-five countries, serving over a
hundred million patients, transforming
the way health is managed.
Advice for Upcoming Entrepreneurs
“Success is a state of the mind and it
requires us to learn the lessons on a
daily basis and keep improving,”
suggests Udai. He believes that the
biggest lessons come from the smallest
encounters. An organisation is all about
uniting the minds and hearts of many
into a single cohesive goal. Challenges
arise when this is in conflict with
individuality and autonomy. “Our
efforts, our environment, our
connections, along with our
persistence and innovation combine to
present us with the means to affect our
final results,” concludes Udai.
Udai Kumar
Chairman and CEO
Have a big dream that
impacts millions, build a
great team that is
passionate about the
mission, give them both
autonomy and
resources, and then let
time do its magic
‘‘
NOVEMBER 2017 | 43

Insights success the 10 most admired leaders in healthcare 20th nov 2017

Insights success the 10 most admired leaders in healthcare 20th nov 2017

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