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1marc.niemes@healthxn.com
“Many new health initiatives fail
because they fail to address a problem
that anyone really care...
2marc.niemes@healthxn.com
• Introductions
• This will be a successful session if…..
• Key Health Stats
• Health ®evolution...
3marc.niemes@healthxn.com
Our Purpose
“To improve patient care and
support the healthcare
industry and its suppliers
by as...
4marc.niemes@healthxn.com
Who we are:
Sector Credability
High Growth,
Scientific
Health & Private
Equity Knowledge
CTO, De...
5marc.niemes@healthxn.com
“What is missing from
with the team?”
marc.niemes@healthxn.com
@niemesm
????????
6marc.niemes@healthxn.com
What about you?
marc.niemes@healthxn.com
@niemesm
7marc.niemes@healthxn.com
• I work with or my idea is…..
• The top three things I want to be able to
walk out with today a...
8marc.niemes@healthxn.com
• ~10% of Australian GDP (Is that the right level?
• ~15% of Workforce
• Workforce Decreasing, D...
9marc.niemes@healthxn.com
“Money is on getting sick not
on getting well, its not
HealthCare its not Wellness, its
SickCare...
10marc.niemes@healthxn.com
Health Market EcoSystem
11marc.niemes@healthxn.com
1. Interoperability, Like a Bank
2. Workflow Guide/Streamline
Logistics, like Hong Kong Harbour...
12marc.niemes@healthxn.com
marc.niemes@healthxn.
@niemesm
1. What is the problem?
– Remember: People buy into Why you are ...
13marc.niemes@healthxn.com
• Fact/Story
• I work with or my idea is…..
• Problem: To solve the problem of…..
• Benefit#1: ...
14marc.niemes@healthxn.com
marc.niemes@healthxn.com
@niemesm
“Excuse me for writing a long letter, I
didn't have time to w...
15marc.niemes@healthxn.com
• Dr Tom McKaskill, “Dr Exit”
Model for high growth Ventures
marc.niemes@healthxn.com
@niemesm
16marc.niemes@healthxn.com
Model for high growth Ventures (14)
marc.niemes@healthxn.com
@niemesm
17marc.niemes@healthxn.com
marc.niemes@healthxn.com
@niemesm
“Lets document your Ultimate Growth
Strategy Wheel of Success”
18marc.niemes@healthxn.com
1. Right Place, Right Time
– New product, new way, new time (Health Hack Example)
Growth Ventur...
19marc.niemes@healthxn.com
Growth Ventures: The Market
marc.niemes@healthxn.com
@niemesm
2. The Compelling Need to Buy
– T...
20marc.niemes@healthxn.com
Growth Ventures: The Market
marc.niemes@healthxn.com
@niemesm
3. The Right Customer
– What is t...
21marc.niemes@healthxn.com
Growth Ventures: The Market
marc.niemes@healthxn.com
@niemesm
4. Channels to Market
– B2B, B2C,...
22marc.niemes@healthxn.com
Model for high growth Ventures
marc.niemes@healthxn.com
@niemesm
23marc.niemes@healthxn.com
Growth Ventures: Realising the opportunity
marc.niemes@healthxn.com
@niemesm
5. Innovation as t...
24marc.niemes@healthxn.com
Growth Ventures: Realising the opportunity
marc.niemes@healthxn.com
@niemesm
6. A competitive A...
25marc.niemes@healthxn.com
Growth Ventures: Realising the opportunity
marc.niemes@healthxn.com
@niemesm
7. Sustainability
...
26marc.niemes@healthxn.com
Growth Ventures: Realising the opportunity
marc.niemes@healthxn.com
@niemesm
8. Scalability
– E...
27marc.niemes@healthxn.com
Model for high growth Ventures
marc.niemes@healthxn.com
@niemesm
28marc.niemes@healthxn.com
Growth Ventures: Making it Work
marc.niemes@healthxn.com
@niemesm
9. A Clear Vision
– What are ...
29marc.niemes@healthxn.com
Growth Ventures: Making it Work
marc.niemes@healthxn.com
@niemesm
10. A long term strategy (wha...
30marc.niemes@healthxn.com
Growth Ventures: Making it Work
marc.niemes@healthxn.com
@niemesm
11. Robust margins
– Burn Rat...
31marc.niemes@healthxn.com
Growth Ventures: Making it Work
marc.niemes@healthxn.com
@niemesm
12. Management of Risk
– ½ sa...
32marc.niemes@healthxn.com
Model for high growth Ventures
marc.niemes@healthxn.com
@niemesm
33marc.niemes@healthxn.com
Growth Ventures: Turning the Wheel
marc.niemes@healthxn.com
@niemesm
13. A capable Management T...
34marc.niemes@healthxn.com
Growth Ventures: Turning the Wheel
marc.niemes@healthxn.com
@niemesm
14. Profitable
– When and ...
35marc.niemes@healthxn.com
• Start-ups often are “on a mission”
• Growth rates above 15% often require
external investment...
36marc.niemes@healthxn.com
Sales =
marc.niemes@healthxn.com
@niemesm
Trust Cost
37marc.niemes@healthxn.com
• Sell to or buy from?
– You, Free, Sex, Money
• Frame of Reference
– Time
– Money
– Family
– H...
38marc.niemes@healthxn.com
• Fact/Story
• I work with or my idea is…..
• Problem: To solve the problem of…..
• Benefit#1: ...
39marc.niemes@healthxn.com
marc.niemes@healthxn.com
@niemesm
“The reasonable person adapts them
self to the world; the unr...
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HealthXN, Selling to Health Markets in Australia for Peak15 & StartupHealthtech

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Slides from 3 hr interactive workshop on how to position and sell to Health markets. Includes health markets payment models and Dr Tom McKaskills "Ultimate Business Growth Strategies" 14 steps to high valuation businesses.

Published in: Healthcare
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HealthXN, Selling to Health Markets in Australia for Peak15 & StartupHealthtech

  1. 1. 1marc.niemes@healthxn.com “Many new health initiatives fail because they fail to address a problem that anyone really cares about…..and even if they do, they completely underestimate how they will reach the market and who will pay” marc.niemes@healthxn.com @niemesm
  2. 2. 2marc.niemes@healthxn.com • Introductions • This will be a successful session if….. • Key Health Stats • Health ®evolutions • Models for High Growth Ventures • Value Selling to Health Workshop Format marc.niemes@healthxn.com @niemesm Exercise
  3. 3. 3marc.niemes@healthxn.com Our Purpose “To improve patient care and support the healthcare industry and its suppliers by assuring access to the right knowledge in the right place at the right time”….50% faster, 30% better. marc.niemes@healthxn.com @niemesm
  4. 4. 4marc.niemes@healthxn.com Who we are: Sector Credability High Growth, Scientific Health & Private Equity Knowledge CTO, Dev IP & Agreements Impact Investing and Philanthropy Corporate Systems and USA ????????
  5. 5. 5marc.niemes@healthxn.com “What is missing from with the team?” marc.niemes@healthxn.com @niemesm ????????
  6. 6. 6marc.niemes@healthxn.com What about you? marc.niemes@healthxn.com @niemesm
  7. 7. 7marc.niemes@healthxn.com • I work with or my idea is….. • The top three things I want to be able to walk out with today are…… • 1 • 2 • 3 http://padlet.com/marc14/ sellingtohealth Hi my name is….. marc.niemes@healthxn.com @niemesm
  8. 8. 8marc.niemes@healthxn.com • ~10% of Australian GDP (Is that the right level? • ~15% of Workforce • Workforce Decreasing, Demands increasing • Time to competence ~7+ years (postgrad) • Balance with “Unqualified Labour” • Hospitals 80% same workload • Allied Health • Only Starting its Digital Journey Some Key Health Statistics marc.niemes@healthxn.com @niemesm
  9. 9. 9marc.niemes@healthxn.com “Money is on getting sick not on getting well, its not HealthCare its not Wellness, its SickCare” miniMD.net marc.niemes@healthxn.com @niemesm
  10. 10. 10marc.niemes@healthxn.com Health Market EcoSystem
  11. 11. 11marc.niemes@healthxn.com 1. Interoperability, Like a Bank 2. Workflow Guide/Streamline Logistics, like Hong Kong Harbour 3. Health Knowledge Transfer & Aggregation, 4. Engagement, Personalised Healthcare & Biometrics 5. Predictive Health, Big Data 6. Leadership & Mentorship 5+1 Necessary Health (R)evolutions marc.niemes@healthx @niemesm
  12. 12. 12marc.niemes@healthxn.com marc.niemes@healthxn. @niemesm 1. What is the problem? – Remember: People buy into Why you are doing it, not just how…. 2. Who is impacted/will pay? – Clinicians (Say yes or no but no $$$) – Operations (Loose/Loose or Win/Win) – Executives 3. Who/How will your team demonstrate this service? 4. Improving access to a service through better affordability/efficiency will trump an increase in clinical accuracy Top 3+1 (contentious) Health Tech Start-up Tips
  13. 13. 13marc.niemes@healthxn.com • Fact/Story • I work with or my idea is….. • Problem: To solve the problem of….. • Benefit#1: To enable XXXXX • Benefit#2: That also supports XXXX • How: We achieve this by…. • Channel: http://padlet.com/marc14/ sellingtohealth Hi my name is….. marc.niemes@healthxn.com @niemesm
  14. 14. 14marc.niemes@healthxn.com marc.niemes@healthxn.com @niemesm “Excuse me for writing a long letter, I didn't have time to write a short one.” (George Bernard Shaw).
  15. 15. 15marc.niemes@healthxn.com • Dr Tom McKaskill, “Dr Exit” Model for high growth Ventures marc.niemes@healthxn.com @niemesm
  16. 16. 16marc.niemes@healthxn.com Model for high growth Ventures (14) marc.niemes@healthxn.com @niemesm
  17. 17. 17marc.niemes@healthxn.com marc.niemes@healthxn.com @niemesm “Lets document your Ultimate Growth Strategy Wheel of Success”
  18. 18. 18marc.niemes@healthxn.com 1. Right Place, Right Time – New product, new way, new time (Health Hack Example) Growth Ventures: The Market marc.niemes@healthxn.com @niemesm Exercise
  19. 19. 19marc.niemes@healthxn.com Growth Ventures: The Market marc.niemes@healthxn.com @niemesm 2. The Compelling Need to Buy – The Health Problem you are solving and who is buying. Exercise
  20. 20. 20marc.niemes@healthxn.com Growth Ventures: The Market marc.niemes@healthxn.com @niemesm 3. The Right Customer – What is the “tight” definition of your customer – Easily identified – Easy to approach – Willing and Able? Exercise
  21. 21. 21marc.niemes@healthxn.com Growth Ventures: The Market marc.niemes@healthxn.com @niemesm 4. Channels to Market – B2B, B2C, B2B2C – Wholesale – Retail/Direct – Partners – Willing and Able? – Conflict/Margin • Work out channel first before product dev – Crowd Sourcing • Regulatory Environment Exercise
  22. 22. 22marc.niemes@healthxn.com Model for high growth Ventures marc.niemes@healthxn.com @niemesm
  23. 23. 23marc.niemes@healthxn.com Growth Ventures: Realising the opportunity marc.niemes@healthxn.com @niemesm 5. Innovation as the driver – Create more value by reducing costs – Enhancing customer Utility/Experience Exercise
  24. 24. 24marc.niemes@healthxn.com Growth Ventures: Realising the opportunity marc.niemes@healthxn.com @niemesm 6. A competitive Advantage – Unlikely to be alone – Dimensions of Utility, user experience – Focal market Exercise
  25. 25. 25marc.niemes@healthxn.com Growth Ventures: Realising the opportunity marc.niemes@healthxn.com @niemesm 7. Sustainability – More than an initial single advantage – Whole supply chain Exercise
  26. 26. 26marc.niemes@healthxn.com Growth Ventures: Realising the opportunity marc.niemes@healthxn.com @niemesm 8. Scalability – Easy Repetition – Shortage of skilled labour? – Knowledge codeafied – What org structure Exercise
  27. 27. 27marc.niemes@healthxn.com Model for high growth Ventures marc.niemes@healthxn.com @niemesm
  28. 28. 28marc.niemes@healthxn.com Growth Ventures: Making it Work marc.niemes@healthxn.com @niemesm 9. A Clear Vision – What are you doing, where are you going – Know what business you are not in. • As a leader it is about the first follower…. Exercise
  29. 29. 29marc.niemes@healthxn.com Growth Ventures: Making it Work marc.niemes@healthxn.com @niemesm 10. A long term strategy (what is the end/exit) – Set the objectives (realistic or unrealistic) – You then see the limitations – Investments can be made to overcome • Acquire or be acquired – Its about why they are buying you not why you are selling Exercise
  30. 30. 30marc.niemes@healthxn.com Growth Ventures: Making it Work marc.niemes@healthxn.com @niemesm 11. Robust margins – Burn Rate/Market Cap – Loss Leader – Profit or Growth? Mix. – Freemium Exercise
  31. 31. 31marc.niemes@healthxn.com Growth Ventures: Making it Work marc.niemes@healthxn.com @niemesm 12. Management of Risk – ½ sales, 2*the costs – Involve partners – Things will go wrong, so allow for it. Exercise
  32. 32. 32marc.niemes@healthxn.com Model for high growth Ventures marc.niemes@healthxn.com @niemesm
  33. 33. 33marc.niemes@healthxn.com Growth Ventures: Turning the Wheel marc.niemes@healthxn.com @niemesm 13. A capable Management Team – Know what you are good and not good it – Collective skills – Entrepreneurial mix – What is their sense of purpose and does it align to yours – Close but not too close Exercise
  34. 34. 34marc.niemes@healthxn.com Growth Ventures: Turning the Wheel marc.niemes@healthxn.com @niemesm 14. Profitable – When and How – What can we commercialise early Exercise
  35. 35. 35marc.niemes@healthxn.com • Start-ups often are “on a mission” • Growth rates above 15% often require external investment • Is the value your system or the customers “any” system could get Growth Ventures: Some Points marc.niemes@healthxn.com @niemesm
  36. 36. 36marc.niemes@healthxn.com Sales = marc.niemes@healthxn.com @niemesm Trust Cost
  37. 37. 37marc.niemes@healthxn.com • Sell to or buy from? – You, Free, Sex, Money • Frame of Reference – Time – Money – Family – Health – Actualisation Value Selling to Health marc.niemes@healthxn.com @niemesm Exercise
  38. 38. 38marc.niemes@healthxn.com • Fact/Story • I work with or my idea is….. • Problem: To solve the problem of….. • Benefit#1: To enable XXXXX • Benefit#2: That also supports XXXX • How: We achieve this by…. • Channel: http://padlet.com/marc14/ sellingtohealth Hi my name is….. marc.niemes@healthxn.com @niemesm
  39. 39. 39marc.niemes@healthxn.com marc.niemes@healthxn.com @niemesm “The reasonable person adapts them self to the world; the unreasonable one persists in trying to adapt the world to themselves. Therefore all progress depends on the unreasonable person.” (George Bernard Shaw).

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