Download - Mobile Health Symposium #HIMSS15 Session Mh4
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Establishing ROI and Forming Partnerships: Growing mHealth Collectively
April 12, 2015Juan Pablo Segura, Co-Founder and CFO Babyscripts
Neal Sikka, M.D., Associate Professor of Emergency Medicine, GWU and CMO, Gamgee, Inc
DISCLAIMER: The views and opinions expressed in this presentation are those of the author and do not necessarily represent official policy or position of HIMSS.
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Conflict of Interest
Juan Pablo Segura
Has stock in 1EQ, the maker of Babyscripts
Neal Sikka, MDCMMI: Challenge Grant – Telemedicine in PDNIHM: PA-12-113 – Telemed Barriers in TranswomenGamgee/22otters – CMO, Stock Options
© HIMSS 2015
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Learning Objectives
• Compile best practices for evaluating new technology
• Discuss the mHealth sales cycle and how hospitals and healthsystems can take advantage of low cost technology solutions
• Evaluate population health management tools which leverage mobile and wireless devices for care transitions, decreasing costs and improving outcomes through community based Care transitions and care coordination technology
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GOAL OF D IG ITAL HEALTH START-UPS
• Meet the challenges of a rapidly evolving health care landscape through commodity technology
• Money is not always the goal….explicit opportunity to improve outcomes and contribute to the social good
• Use the pressure of the Triple Aim to introduce innovation and catalyze change
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W H Y S TA R T- U P S N E E D H C E N T E R P R I S E
• Problem ID, Product Development, Refinement
• Navigating HC environment, engage stakeholders
• Understand the HC vernacular• Increase Credibility• Establish viable use cases and
pilots• Create a reference customer
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W H AT I S T H E S TA R T U P L O O K I N G F O R ?
• Credible Brand• Similar values and timeline• Team with early adopters• Long-term partnership potential• Chance for Early Revenue
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S O E V E RY O N E WA N T S T H E S C O R E O F T H E C E N T U RY
• Except launching your digital healthcare startup is a tough thing to do…
• It is like a bar with too many people vying for the same date!
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M E E T T H E D AT I N G E X P E R T S
aka The Dr. Phil’s of Digital Health…
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R U L E S O F T H E G A M E : 5 M I N U T E D AT I N G
It’s hard to meet early adopters, or better said CHAMPIONS• Venues to find early adopter hospitals?• The endless debate: academic centers vs. community hospitals• Don’t forget your friend of a friend who knows a guy..
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S T E P 1 : T H E F I R S T D AT E
Usually happens through a best friend• For start-ups, that’s a reference inside the organization
And BE GENTLE…it’s not easy to share your dreams and aspirations!!• For start-ups, that’s goals, ideas,
mission and compensation
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S T E P 2 : M E E T T H E F R I E N D S
Time to generate trust and find another champion• Another Doc?• Practice Manager?
Are there workflow concerns?
Are your value propositions legit?
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S T E P 3 : M E E T T H E PA R E N T S
Time to get the decision makers in the room• Chair of department• Head of Finance
Are there workflow concerns?
Are your value propositions legit?
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S T E P 4 : E N G A G E M E N T:R I N G B Y S P R I N G ?
Will you say yes to our MOU?
Let’s plan this thing!
• Get the BAA out• Define the initial study• Define success• You’ll pay for this thing, right?
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S T E P 5 - M A R R I A G E ! !
C’mon….sign the damn contract already!!!
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S T E P 6 : U H O H , A K I D O N T H E WAY …
Well, this is awkward….what do we do with the data…
• Who is driving data collection and going to lead publishing?
• Not ready?? Don’t worry, your first one is always the hardest
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S T E P 7 – FA M I LY R E U N I O N
How can the pilot site help as a reference customer?
Supporting expansion…just like the fam!
Expansion to other departments or hospitals in the system