TforG Care Track - Understand how to add value to the Care Delivery Chain

Looking for clear insights?
we help you understand the MedTech market – globally
TforG CARE TRACKS

© 2015 TforG | www.tforg.com | +32 3 201 64 00
Care Delivery Chain:
The usage of your product is more than a single
moment in the medical treatment.
It’s part of a process.
2

Understand how to add value to
the Care Delivery Chain.
Position your product in the care delivery chain to UNDERSTAND:
o choices made before and after,
o alternative solutions,
o bottlenecks in the process
Understand how your product / technology can CREATE VALUE:
o Facilitate fast tracking: shorten time to diagnosis / treatment.
o Accelerate the access to the patient,
o Increase patient through-put
o Optimize impact of external influences
o Save costs for the hospital
3

Applications to Drive Your Business
o asses the impact of the introduction of a new product or technology
o identify the need for a new product or technology
o increase market share by guiding more patients your way
o identify suitable partners to develop a sustainable business plan
o anticipate the impact of competition and new technologies
o fine-tune positioning to optimize the impact in terms of financial benefits
(reimbursement schemes) or clinical guidelines
o re-engineer and integrate workflows
o create value for your customer, incl. support for implementation
4

TforG Care Tracks
The tool to create value for the hospital
DIFFERENTIATING VIEW ON THE CARE DELIVERY PROCESS
o CUSTOMIZED to your Product / Technology
o in any specific country
o provides VISUAL narrative and
o QUANTIFIES the patientflow
o identifies STRATEGIC ELEMENTS (drivers, decision making units, external
influences)

CASE STUDY 1: introduction of new technology
Patient Flow: Cardio-vascular surgery
Technology: minimal invasive treatment of the aortic valve disease
Objectives:
• Identify tangible advantages of new technology vs. current (open)
surgery
• determine launch & go to market strategy.
Care Track approach:
• AVD patient flow, customized for new technique
• Care Track per country

INSIGHTS & ACTIONS
1. The referral process of patients differs from country to country
(even within EU)
 A different approach to influence the use of the technique was
required and integrated in the go-2-market strategies.
2. The new technology requires a shift in medical professionals:
from cardiac surgeon to interventional cardiologists.
 The supplier used this insight to support the hospitals to
overcome any internal resistance during implementation.
7

INSIGHTS & ACTIONS
3. The new technique improved patient recovery, hospital stay
and thus costs.
The cost saving aspect as the crucial part of the go-2-market
strategy, to convince hospitals to adopt the new technique
4. The quantification of awareness and implementation of
minimal invasive techniques per country.
Identify markets with the highest potential for immediate
introduction
Identify markets where increasing awareness would lead to
growth in market share
8

TforG Care Track provided insights in / for:
1. The new technique results in:
o Improvement patient recovery time
o Reduce hospital stay
o Shift from cardiac surgeons to interventional cardiologists
2. Go to market approaches, based on different referral
approaches per country
3. Identification of countries with high potential
9

CASE STUDY 2: optimize impact of DRG
Patient Flow: Lumbar Spinal Stenosis (LSS) surgery
Technology: all-in kit for minimal invasive procedures in spinal surgery,
allowing an outpatient procedure.
Challenge faced:
In spite of important advantages (no hospitalization required, lower cost,
treatment possible in day centers), penetration was very low, as no DRG
reimbursement existed.
So, a submission for a new DRG reimbursement was needed (2y process).
Objectives: Identify
• How to maximize potential until approval DRG
• Cost-benefit analysis of new technique vs. open surgery to strengthen DRG
submission

INSIGHTS & ACTIONS
1. In some countries the product could be included in the
current DRG, if the patient was hospitalized with 1 overnight
stay.
 The supplier used this insight to have hospitals adapt their
hospitalization guidelines for this procedure.
2. In other countries, potential was identified in the private
segment (Out of Pocket funding).
 Specific go2market strategies were created to approach
private sector
11

INSIGHTS & ACTIONS
3. Cost-benefit analysis: new product vs. current open surgery
Advantages: outpatient procedure, No hospitalization required,
cost saving
The Cost benefit analysis required for an application was
executed using crucial information from the Care Track.
4. Info on DRG submission process
 Per country: what was required to get reimbursement, lead
time to approval, the different steps involved in the process, etc.
12

1. Optimize impact of external influences like DRG based
reimbursements and clinical guidelines
2. Cost-benefit analysis of the new technique vs. open surgery
13

CASE STUDY 3: eliminate disrupted workflow
Work Flow: Digital Pathology
Technology: allows real-time data exchange between all stakeholders
Challenge faced:
The technology has the potential to make hospitals reference centers in
this area and thus attract more patients.
However, the implementation into the work flow is disruptive, bringing
along internal resistance among medical professionals.
Objectives:
• Identify all cost saving aspects and potential bottlenecks
• Determine go2market strategy: support hospital pro-actively
eliminate negative consequences of disrupted workflow

INSIGHTS & ACTIONS
1. Identification of all the administrative in-between points that
would become redundant
 Calculate hospital cost savings related to this technology
2. Identification of switch in Care Providers
 Create go2market strategy that informs hospitals pro-actively
on potential internal resistance & support them during
implementation.
15

1. Identification of bottlenecks following the switch of
responsible care providers
2. Re-engineer and integrate workflows
16

TforG
Tel: +32 3 201 64 00
Address: Ankerrui 8-10, 2000 Antwerp
Website: www.tforg.com
CEO: Bart Van den Mooter
Tel: +32 3 201 64 01
Email: b.vandenmooter@tforg.com
VP Business Development: Bart Ongena
Tel: +32 3 201 64 02
Email: b.ongena@tforg.com

TforG Care Track - Understand how to add value to the Care Delivery Chain

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Viewers also liked

Viewers also liked (19)

Similar to TforG Care Track - Understand how to add value to the Care Delivery Chain

Similar to TforG Care Track - Understand how to add value to the Care Delivery Chain (20)

Recently uploaded

Recently uploaded (20)

TforG Care Track - Understand how to add value to the Care Delivery Chain