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eHealth HUB Storybox | Lean Startup Academy Stories and cases from the European market

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eHealth HUB Storybox | Lean Startup Academy Stories and cases from the European market. Discover how eHealth HUB initiative can support digital health startups and SMEs in Europe.

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eHealth HUB Storybox | Lean Startup Academy Stories and cases from the European market

  1. 1. The project has received funding from the European Union’s Horizon 2020 Research and Innovation Programme under Grant Agreement No727683. Learning points “The lean startup strategy is the best move to start a project like this, it saves time on unnecessary aspects. And time is money! Quentin Pedron, social psychologist and CPO eHealth HUB services Lean Startup Academy The Lean Startup Academy provides eHealth SMEs with the opportunity to mature their business by systematically testing their ideas against the market. Business Model Clinic The Business Model Clinic supports the best promising entrepreneurs and startups offering personalized coaching on business proposition, customers and go-to-market strategies. The project has received funding from the European Union’s Horizon 2020 Research and Innovation Programme under Grant Agreement No727683. Learning points “The lean startup strategy is the best move to start a project like this, it saves time on unnecessary aspects. And time is money! Quentin Pedron, social psychologist and CPO eHealth HUB services Lean Startup Academy The Lean Startup Academy provides eHealth SMEs with the opportunity to mature their business by systematically testing their ideas against the market. Business Model Clinic The Business Model Clinic supports the best promising entrepreneurs and startups offering personalized coaching on business proposition, customers and go-to-market strategies.
  2. 2. HAJIME: do it lean! The eHealth Hub gave us the opportunity to develop a real clinical business model. Sylvie and Pascal were really helpful and shared naturally their network with us with the aim of getting the best way to build our solution and how to find the customers. We are very thankful to them. “ “ HAJIME AI Quentin Pedron, CPO www.hajime-ai.fr France Business Model Clinic and Lean Startup Academy [2018]. “eHealth HUB gave us good reflections points. They helped us to find a good way to launch the product using the lean and customer development methodologies. As a first step, we established a clear view of the market (actors, quantification of the segments). We explored the competition, opportunities and threats. In June, we attended Bucarest Lean startup Academy where we set up a new strategy focusing on CRO, pharma companies and patients with a questionnaire to evaluate problems more in-depth and strengthen Hajime value proposition based on a rigorous approach of market needs. The eHealth HUB team supported and motivated us while providing excellent feedback from their strong experience and network in the European health sector. We felt comfortable to share all the doubts we had about the value proposition of our products.” The solution has a huge potential for a big marketplace. However, we needed to remain focused on the positioning of the solution and explore the best opportunities to enter the market. We were then looking for a business model, we needed to target the right customer. Was it the patients? Was it the pharmaceutical laboratories? We were lost on this topic. Besides, Hajime needed to get more feedback from the market and patients especially. My challenges eHealth HUB support HAJIME AI is a company that mixes two worlds (social psychology and artificial intelligence) to create digital tools to support chronically ill people. The company
  3. 3. The project has received funding from the European Union’s Horizon 2020 Research and Innovation Programme under Grant Agreement No727683. Learning points “The lean startup strategy is the best move to start a project like this, it saves time on unnecessary aspects. And time is money! Quentin Pedron, social psychologist and CPO eHealth HUB services Lean Startup Academy The Lean Startup Academy provides eHealth SMEs with the opportunity to mature their business by systematically testing their ideas against the market. Business Model Clinic The Business Model Clinic supports the best promising entrepreneurs and startups offering personalized coaching on business proposition, customers and go-to-market strategies.
  4. 4. i4LIFE: finding a business model for healthy ageing products eHealthHub is a reference collaborative site for startups in the eHealth field. Being part of it accelerated our business not only in a commercial way but also in a technical way, as it made us aware of the necessary improvements to consider in our products. Special mention should be made to TICBiomed. “ “ i4life Marián Garcia, founder and COO www.i4life.es Spain Business Model Clinic and Lean Startup Academy [2018-2019]. “eHealth HUB helped us with an intensive course on Lean Startup, followed by more than 100 interviews with potential customers in order to know the real interest of the market in our product. Besides, we were selected to an event [Lean Startup Academy] with +20 experts on e-Health where we pitched nad network. As a consequence, we have been in touch with some of these experts until now. We even had a mentoring project with one of the experts, Juan Pedro Benítez and we have also incorporated another one as a relevant Advisor in our Board: Pilar Fernández Hermida. Thanks to them we participated in SEMERGEN congress where we had the opportunity to meet GPs and we are still working in collaboration with them. Our products were considerably improved by their advices and comments (again, Lean Design was crucial here). Besides, we have contacted privacy and CE marking experts through the eHealth HUB platform.” We were starting as a company with a solution: a walking stick for people suffering Parkinson’s Disease. The walking stick is connected to an app for patients and physicians. We were looking for designing a business model as our experience with users showed that the connected walking stick was a good and helpful product. We were new in the e-Health field, so it was an awesome chance to contact with main stakeholders. We also knew about Lean Startup Approach but only in a theoretical way. My challenges eHealth HUB support I4life was founded to thank the elderly for all they have done for us. Our core business is to develop paired hardware and software, to easily follow up the health state of Chronical patients by their physicians and caregivers. At the moment, we’ve solutions for Parkinson’s, Alzheimer’s, COPD, diabetes, urine infections, heart diseases. The company
  5. 5. The project has received funding from the European Union’s Horizon 2020 Research and Innovation Programme under Grant Agreement No727683. Learning points “If I have to highlight some learnings the first one will be the Lean Startup Approach. It requires a big effort but it is a worthy task, as you start selling your product from the very beginning. Another learning is how to overcome the interviews with potential customers, in order to extract reliable answers and how to consider them to improve the product. A third learning is that our Canvas cares. It can be really helpful to understand your own company.” Marián Garcia, founder and COO eHealth HUB services Lean Startup Academy The Lean Startup Academy provides eHealth SMEs with the opportunity to mature their business by systematically testing their ideas against the market. Business Model Clinic The Business Model Clinic supports the best promising entrepreneurs and startups offering personalized coaching on business proposition, customers and go-to-market strategies.
  6. 6. WINNOV: refining the business model eHealth Hub provided us with a tremendous help in our company's development, it gave us the chance to access Sylvie and Pascal's expertise that would typically be out of the reach of an SME. They pushed us to challenge ourselves to excellence, contributed in structuring our approach to significantly increase our chances of raising funds necessary to the company's long-term success. “ “ WINNOV Luc Vialard, President www.c-diet.com France Business Model Clinic and Lean Startup Academy [2018]. “We received guidance to produce a very efficient, visual investors deck that helped us raise interest from partners and investors. We got feedback from international experts with a strong experience with our potential partner organizations. We analyzed case studies from different markets (outside France) We also received training to perform the presentation, with challenging questions and preparation to include investors' point of view and expectations in our approach Finally, we accessed Sylvie and Pascal's great experience and network.” The company had no experience in raising funds from institutional investors and had several blind spots regarding valuation strategies. The company's service is quite complex, and we obviously needed a very sharp and to the point dissemination and marketing documents to raise attention and start the conversation with high profile partners. We had to further refine the business model and revenue structure to prove the company's sustainability to get partners commitment in funding the project. My challenges eHealth HUB support Winnov develops its own digital healthcare solutions with a specific focus on applications for paramedical and social workers, a population in dire needs of digital tools with a very limited offer from the industry. Our main product is CDIET – a malnutrition screening and management service. Winnov also provides its experience in developing digital innovation to partner organizations through consulting work. The company
  7. 7. The project has received funding from the European Union’s Horizon 2020 Research and Innovation Programme under Grant Agreement No727683. Learning points “Business Model Clinic team helped us build a global approach integrating a refined business model into a finely tuned investors' communication document. The main learning was that our service's technical and economical qualities needed to be backed up with proper dissemination tools to pave the way to global success.” Luc Vialard, President eHealth HUB services Business Model Clinic The Business Model Clinic supports the best promising entrepreneurs and startups offering personalized coaching on business proposition, customers and go-to-market strategies. Lean Startup Academy The Lean Startup Academy provides eHealth SMEs with the opportunity to mature their business by systematically testing their ideas against the market.
  8. 8. mDurance: From zero to hero eHealth HUB is a kind of support that makes you focus on your improvement areas and saves considerable amounts of time by telling you which those areas are (sometimes you just don’t know). As they have sector-specific experience, they know the common mistakes. “ “ mDurance Ignacio Dìaz, Founder and CEO www.mdurance.eu Spain Lean Startup Academy Madrid (Spain) [March 2018]. “I learnt how to test my ideas with real customers. We have validated some of our previous thoughts, but we have also made some modifications and targeted our efforts to those customers that we can monetize better”. eHealth Roadshow at Spanish Congress of Physical Medicine and Rehabilitation in Gijón (Spain) [May 2018]. “The Roadshow managed to get us in the same room with key stakeholders in rehabilitation, many of them being potential customers and/or prescribers. Afterwards, we conducted a live demo in the National Hospital for Paraplegics, we closed a deal with an insurance company, we were included by the Navarra Health System in the Plan for Functional Capacity Improvement as one of the potential solutions to measure patients’ results”. • Young company • Profile mainly technical (engineering) and no in-depth knowledge of the eHealth sector • Looking for the first customers to validate the solution • Developing a solid value proposition and a sound business model • Lack of knowledge on how to carry out a validation: “I did not know that I had to check that, as stupid as it sounds”. My challenges eHealth HUB support mDurance is an innovative digital health tool that speeds up the analysis of health and muscle performance. This technology allows to get a report on the muscular state of the patient in less than 10 minutes. Such advance in technology can accelerate the process of diagnosis and recovery of muscle injuries. The company
  9. 9. The project has received funding from the European Union’s Horizon 2020 Research and Innovation Programme under Grant Agreement No727683. Learning points “It is not the same to develop fintech than a product for healthcare. Get the right help. There are many programs to support entrepreneurs, but sector know-how is key. That’s how eHealth Hub helped me the most”. Ignacio Dìaz, Founder and CEO mDurance Lean Startup Academy The Lean Startup Academy provides eHealth SMEs with the opportunity to mature their business by systematically testing their ideas against the market. eHealth Roadshow eHealth Roadshow offers an opportunity for selected eHealth SMEs to expose their digital health solutions in front of a Committee of key stakeholders in the eHealth European market. eHealth HUB services
  10. 10. Your Years: Help Your Doctor to Help You The Lean Startup Academy helped us dig deeper. Who is our customer? What is their exact problem? Using every possibility to check our assumptions and test our solution. “ “ Your Years Petra Hoogendoorn, Founder and CEO https://www.goings-on.nl/ Netherlands Lean Startup Academy Bucharest [2017]. “The Lean Startup Academy helped us dig deeper. Who is our customer? What is their exact problem? Using every possibility to check our assumptions and test our solution, the Lean Startup Academy helped us to get more clearance on these aspects. Our aim is to become one of the first eHealth products in the national guidelines, contributing to acceptance and implementation in and beyond the Netherlands. The first researches into monitorapps in oncology show an increase in quality of life and months of lifetime. Now, we are cooperating with patient organizations, the Netherlands Cancer Institute, Leiden University Medical Center and University incubator Utrechtinc, with a view to validating Goings- On, adding to the consensus and contributing to the right treatment and care at the right time while getting Goings-On available and reimbursed. • Young company • Profile mainly technical (engineering) • Looking for a sound business model to sell their solution My challenges eHealth HUB support I founded Your Years and started making Goings-On when my husband died from a brain tumor. Goings-On is a personalized monitor app which enables cancer patients, family members and their clinicians to monitor their goals and symptoms, to help get the right treatment at the right time and prevent caregiver burnout. The company
  11. 11. The project has received funding from the European Union’s Horizon 2020 Research and Innovation Programme under Grant Agreement No727683. Learning points “Our aim is to help the doctor to help you, becoming the first eHealth product in the national guidelines and contributing to acceptance and implementation in and beyond the Netherlands. We also aim to get refunded by care insurers to fund our next steps to get there. It is certainly not a beaten path. Every support is welcome.”. Petra Hoogendoorn, Founder and CEO Lean Startup Academy The Lean Startup Academy provides eHealth SMEs with the opportunity to mature their business by systematically testing their ideas against the market. eHealth HUB services

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