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.

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

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

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

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

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

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!

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…

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..

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

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?

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?

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?

S T E P 5 - M A R R I A G E ! !

C’mon….sign the damn contract already!!!

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

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

Questions

Neal Sikka, MD

nsikka@gwu.eduneal@22otters.com

www.gwemed.eduwww.22otters.com