Marco TovaglieriSAPIO LIFE - SAPIO GroupArea Director

6° Forum Italiano dell’Ambient Assisted Living

Sessione II − La sfida delle nuove tecnologie:utenti, produttori e provider a confronto

AGENDA

1. About us

2. Patient-Centered Care

3. Technology Push?

4. Problem-Solution Fit

2

AGENDA

1. About us

2. Patient-Centered Care

3. Technology Push?

4. Problem-Solution Fit

3

4ABOUT US

Founded in 1922 in Monza, the SAPIO Group has been operating for over 90 years in the Italian and international market of the medical and industrial gas sector.

A complex network of production facilities,sales branches and 50 subsidiaries in Italy. Increasing european presence inFrance, Germany, Turkey and Slovenia.

5ABOUT US

Passion, people, know-how and resourcesto offer products, technologies and

services designed to improve quality of life

Hospital Home Needs Quality Gains & Pains of life

SAPIO LIFE was born in 1989 focusing on Oxygen therapy and then integrating in a single brand both Hospital and Homecare services designed for the continuity-of-care using tailor-made product and service solutions.

AGENDA

1. About us

2. Patient-Centered Care

3. Technology Push?

4. Problem-Solution Fit

6

7

SAPIO LIFE does deliverits Value Proposition to targets through five business lines

PATIENT-CENTERED CARE

› Respiratory Care & Medical Device

› Homecare Nutrition (NAD)

› Homecare Services (ADI)

› Therapeutic aids & AAC

› Medical gases & Hospital services+ Hyperbaric systems+ Biorepository & Cell factories+ Genetics & Genomics+ Shared Services & SAT+ Innovation Process

the patient has becomethe third “place” forcare delivery…

AGENDA

1. About us

2. Patient-Centered Care

3. Technology Push?

4. Problem-Solution Fit

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9TECHNOLOGY PUSH?› Need to know who are all the patients we target…

› Looking for a solution to a problem…

› Experience, know-how relations and people

…and all the other stakeholders

…with focus on the patients

Open & diffusive innovation

Technology push? Not really.

© Customer Profile by A. Osterwalder Strategyzer AG, Wiley

› Simple (when possibile) and reliable, functional technology

Service design

AGENDA

1. About us

2. Patient-Centered Care

3. Technology Push?

4. Problem-Solution Fit

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11PROBLEM-SOLUTION FIT

Hospital Home Needs Quality Gains & Pains of life

› The importance of “listening”

› Looking for the perfect “FIT” between…

1. Problem & Solution

2. Product (Service) & Market

3. Value Proposition & Business Model

* Value Proposition Design by A. Osterwalder, Wiley 2014

4. Another important fit is… SSN & Solution

Empowerment & Engagement

Thank you and keep in touch

www.grupposapio.itwww.sapiolife.it