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October 15, 2021

October HealthXL Meeting Snapshot

Commentary
HealthXL team & HealthXL community
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Our meetings create a space for industry experts to connect and discuss the most current and evolving topics in the digital health space. This segment highlights key learnings and ideas cultivated by our network of payers, providers, pharmaceutical companies, health care and technology organizations. The 3 topics we dive into are:


DTx Opportunity for Pharmaceutical Companies - September 29th, 2021


Pharma companies are accelerating their incorporation of digital tools across all aspects of their business with Digital Therapeutics (DTx) being an element of this digital transformation. However, what DTx means in practice for Pharma companies is still primarily pilots as companies grapple to see how to monetize DTx in a traditional pharma business. Pharma companies are working to define the ROI of integrating DTx into their offerings. One way to look at the ROI is by measuring how the DTx increases drug prescriptions and market share. However, this is not always easy to measure and in most cases is still being figured out. Other KPIs to consider are Customer Lifetime Value (CLTV) and Customer Acquisition Cost (CAC), which can be improved by adding a DTx product to the drug. 


So far, most pharma-DTx collaborations have been companion-style DTx as opposed to standalone therapies. At least for the next 2 years, this is projected to remain pharma’s DTx business model as pills are their core business and they look to DTx as an enhancer to their core products. 


Quite a few pharma companies have failed in their tests with DTx products. Some reasons why they’ve failed are: 



Pharma and DTx companies also need a better alignment of culture. DTx companies need to identify the right ‘champions’ within a pharma company and look to these changemakers to help navigate the partnership towards success. 

DTx - Medtech Partnerships - September 23rd, 2021


Pharma has been the main stakeholder collaborating with DTx companies so far; however, beyond these partnerships, there is an untapped potential in Medtech companies as they seem to be well aligned with DTx startups due to their focus on devices, connectivity, and interoperability. Medtech companies are also very familiar with the regulatory space, making it easier for them to combine their products with DTx. 


Two use cases of digital health solutions in medtech include: 


At the moment it seems DTx-Medtech partnerships are more valuable for startups. Medtech companies provide these smaller companies with capital, however, medtech has repeatedly shown they are not yet ready to partner by breaking off the partnership before seeing any ROI. 


In order to fully embrace digital health there will need to be a cultural change within Medtech. There is a real need for education in medtech companies, especially executives. When building the partnership, it is important to come up with a shared revenue model between the sales team and the DTx manufacturer to incentivize the sales reps. The DTx product needs to be close enough to what they are selling at the time in order for it to work. 


In terms of KPIs, beyond revenue, medtech companies want to see adoption rates for both HCPs and patients. They also want to have a good understanding of how the reimbursement piece is going to look and what level of evidence is available to support the reimbursement process. With these considerations DTx has the potential to help Medtech in building new means to engage with patients to both improve efficiencies and gather meaningful data. 


Commercialization Models for Virtual Care in Cardiometabolic Diseases - September 21st, 2021


Cardiometabolic diseases such as heart failure, stroke, type 2 diabetes, hypertension, amongst others, are leading causes of death globally. Since symptoms and signs can be easily measured by technology, cardiometabolic disease is one of the areas that has benefited the most from Remote Patient Monitoring (RPM) programs so far. Both promising clinical and economic outcomes have been demonstrated, but beyond evidence and outcomes, getting paid for these solutions is one of the biggest challenges. Finding the right commercialization model is not easy for digital health companies operating in this space. 


Commercialization models are still being figured out, with most everyone still experimenting on the right strategy. One of the most important factors that determines the best route to market for a virtual care solution in the cardiometabolic space is the region. 


As we’ve seen in the EU, what works in one country might not work in neighboring countries. While the employer route is a valid option in the US, this is also not the same or as big of an opportunity in the EU. There are, however, good examples of virtual care solutions for cardiometabolic diseases in Asia. From a scaling perspective, they are way ahead compared to Europe or the US. This is probably due to the high penetration of tech and the fact that patients are more used to paying out of pocket. 


Other relevant factors to consider when deciding the best routes to market are the types of disease and product objectives. 


Ideally, virtual care companies should not lean on one single route to market, however, pharma partnerships do seem to be a good option for Virtual Care companies in the cardiometabolic space. Pharma companies are particularly looking for solutions that have already proven their value proposition in the market, not only in one hospital, but in different centers and ideally across different geographies. While money is important, it is not the main driver for pharma. The data generated using these solutions is really valuable for pharma, although they are still figuring out how to use it. 


Pharma is also still figuring out how they want to handle patients that are not on their drugs; do they have to offer their solution to all patients to really drive HCPs adoption? If they do, it is really important that they have a meaningful end use case to sell internally. In the future, it might make more sense to shift to the ‘platform’ model where patients can find different solutions provided by different pharma companies to meet their virtual care cardiometabolic needs. 


Want to join the conversation? Check out our website for upcoming meetings and events!


We can provide an introduction on your behalf so that you can contact them directly with any questions/queries on this topic. Simply click on the link below to request an introduction.

We can provide an introduction on your behalf so that you can contact them directly with any questions/queries on this topic. Simply click on the link below to request an introduction.

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We can provide an introduction on your behalf so that you can contact them directly with any questions/queries on this topic. Simply click on the link below to request an introduction.

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Connect with peers and share insights

Don't miss out on the discussion of the latest insights and reports on digital health. Meet with peers and take a deep dive for 75 minutes. Unlike at webinars, you can freely exchange experiences and insights to solve challenges and design the future of DTx.

Digital Therapeutics (DTx)
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)

Masterclass: How to get your DTx product reimbursed in the US?

6th December @ 10:45AM EDT

Are you a DTx company seeking reimbursement in the US? Then this masterclass is for you. Join us in this US-focused interactive masterclass led by Mike Pace, who will walk us through how to get your DTx product reimbursed in the US.

Featuring
Michael Pace
Michael Pace
Founder and President at PalmHealth.co
Featuring
Michael Pace
Michael Pace
Founder and President at PalmHealth.co
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)

Sprint: Best routes to market for DTx in the US

7th December @ 10:45AM EDT

Join us in this series of 2 meetings to discuss in detail with other senior leaders the best routes to market for DTx products in the US market. Apply now to be part of the conversation and shares your thoughts on the topic.

Featuring
Eugene Borukhovich
Eugene Borukhovich
Chairman and COO of YourCoach.Health
Kyloon Chuah
Kyloon Chuah
Co-Founder & CEO @ Veriteos
Featuring
Eugene Borukhovich
Eugene Borukhovich
Chairman and COO of YourCoach.Health
Kyloon Chuah
Kyloon Chuah
Co-Founder & CEO @ Veriteos
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)

Masterclass: The regulation of DTx in the US

7th December @ 10:45AM EDT

Join us in this Masterclass led by AmalgamRx to learn more about the regulation of DTx in the US. Our Masterclasses are the perfect opportunity to hear valuable insights from thoughts leaders in the industry while also having the chance to share your own thoughts and experiences on the topic.

Featuring
Jason Brooke
Jason Brooke
General Counsel and VP of Regulatory and Quality, AmalgamRx
Featuring
Jason Brooke
Jason Brooke
General Counsel and VP of Regulatory and Quality, AmalgamRx
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)

Webinar: DTx Commercialisation Models - Employer Partnerships

13th December @ 10:00AM EDT

Join us for this webinar where wewill present the key findings from our latest report followed by a panel discussion focused on DTx-Employer partnerships. Seats are limited, apply now to book your place!

Featuring
Eugene Borukhovich
Eugene Borukhovich
Chairman and COO of YourCoach.Health
Jonas Duss
Jonas Duss
US CEO, Co-Founder at Kaia Health
Featuring
Eugene Borukhovich
Eugene Borukhovich
Chairman and COO of YourCoach.Health
Jonas Duss
Jonas Duss
US CEO, Co-Founder at Kaia Health

Are you a HealthXL Member? See the Full Report Here

Non-HealthXL Member? You can purchase the report HERE

HealthXL Digital Health Meetings

Want to join the discussion now?

Join our Digital Health Meetings and take a deep dive for 75 minutes into topics like digital therapeutics, patient support, telehealth, clinical trials, dermatology and many more. These Meetings are not regular webinars: No audience, no recording and no hiding behind a screen. You actively participate in a discussion to solve your present challenges and design the future of digital health. And with a free account on our Community Hub, you stay connected and up-to-date on the latest news and insights, allowing you to fully immerse yourself in the topic before, during and after.

Digital Mental Health & Neurology
Digital Mental Health & Neurology
Digital Mental Health & Neurology
Digital Mental Health & Neurology

Innovation showcase: Digital Health Solutions for Depression & Anxiety

30th November @ 10:45AM EDT

Are you a digital health company working in the depression or anxiety space seeking guidance as you evolve your offerings? Apply now for the opportunity to showcase your products and services to possible investors/pharma partners, get advice from them and network with other digital health companies in this space.

Featuring
Jeff Weness
Jeff Weness
Head of Digital Opportunities and Business Intelligence at Otsuka
Sarah Fisher
Sarah Fisher
Senior Director, Global Markets, External Innovation, Johnson & Johnson Medical Devices
Featuring
Jeff Weness
Jeff Weness
Head of Digital Opportunities and Business Intelligence at Otsuka
Sarah Fisher
Sarah Fisher
Senior Director, Global Markets, External Innovation, Johnson & Johnson Medical Devices
Clinical Trials Innovation
Clinical Trials Innovation
Clinical Trials Innovation
Clinical Trials Innovation

Masterclass: Clinical Trials Design for Digital Health products

2nd December @ 10:45AM EDT

Join us in this Masterclass led by Curebase to learn more about Clinical Trials Design for Digital Health products. our Masterclass sessions offer you the opportunity to learn valuable insights from thought leaders in this space and answer any questions you may have on the topic.

Featuring
Eugene Borukhovich
Eugene Borukhovich
Chairman and COO of YourCoach.Health
Adam Samson
Adam Samson
Sr. Director of Clinical Operations & Customer Success
Featuring
Eugene Borukhovich
Eugene Borukhovich
Chairman and COO of YourCoach.Health
Adam Samson
Adam Samson
Sr. Director of Clinical Operations & Customer Success
Clinician and Patient Engagement & Support
Clinician and Patient Engagement & Support
Clinician and Patient Engagement & Support
Clinician and Patient Engagement & Support

Improving patient engagement in digital health

2nd December @ 11:30AM EDT

Join our Digital Health Meeting as we discuss the keys to successfully engaging patients with digital health tools. Perfect opportunity to connect with peers and share your own thoughts and experiences on the topic.

Featuring
Amanda Goltz
Amanda Goltz
Principal, Business Development, Alexa Health & Wellness at Amazon
Jo Masterson
Jo Masterson
Chief Executive Officer, 2Morrow, Inc.
Featuring
Amanda Goltz
Amanda Goltz
Principal, Business Development, Alexa Health & Wellness at Amazon
Jo Masterson
Jo Masterson
Chief Executive Officer, 2Morrow, Inc.
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)
Digital Therapeutics (DTx)

Masterclass: How to get your DTx product reimbursed in the US?

6th December @ 10:45AM EDT

Are you a DTx company seeking reimbursement in the US? Then this masterclass is for you. Join us in this US-focused interactive masterclass led by Mike Pace, who will walk us through how to get your DTx product reimbursed in the US.

Featuring
Michael Pace
Michael Pace
Founder and President at PalmHealth.co
Featuring
Michael Pace
Michael Pace
Founder and President at PalmHealth.co

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