Author Archive

Gene therapy — The price is right?


The introduction of the first gene therapy presents challenges for payers. These costly therapies will require new approaches in terms of pricing benchmarks and reimbursement methodologies.

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Continue Reading October 2, 2015 at 4:32 PM 1 comment

What’s in a (business) name? Gold.


Selecting a business name is important. As MedSpan Research and our client learned, it is worth the time and investment to carefully consider alternatives.

Continue Reading September 29, 2015 at 4:26 PM Leave a comment

Home Healthcare + Star Ratings = Controversy


Like nursing homes, physician groups,dialysis centers and Medicare Advantage plans before them, CMS is now rating the quality of care delivered by home healthcare agencies (HHAs). While the program is controversial, it provides clear guidance to healthcare manufactures as to the sales and marketing messages and data that will resonate with their home healthcare customers.

Continue Reading September 4, 2015 at 2:03 PM Leave a comment

MedSpan Musings — Tips for better market research  


2015 08 25 rodin the thinker for MedSpan Musings
Assessing the role of cost in
hospital product purchasing
and utilization
——————————
Market Research Tip
——————————
Often, manufacturers of medical devices seek to understand the role of cost in the value analysis committee’s decision to approve and utilize their products. To address these question, gather the perspectives of:
  • Department managers
    • Director of Surgical Services, ED or GI Lab, etc.
    • These administrators typically have a nursing background
  • Department medical directors
  • Purchasing
  • Physician champions (physician preference items only)
  • Nurses or other allied health professionals who use the product

September 4, 2015 at 11:19 AM Leave a comment

IT System Connectivity — Key to success for medical devices and alternate site providers


Puzzle. 3D modeling and renderingMedSpan Research studies show that the success of the healthcare delivery system increasingly is based on IT system connectivity. This is true for such diverse sources as medical devices and alternate site providers. Their success depends on delivering data to the many IT systems throughout the healthcare delivery system to drive operational efficiencies, document clinical outcomes and support the evaluation of incentives included in compensation programs. Below are a couple of case studies from MedSpan Research’s recent projects that explored the importance of connectivity.

Case Study 1

Objective: Identify and assess new product feature for the software that drives a medical device.

Scope: 7 countries in North America, Europe, Asia and Australia

Respondents: Hospital-based pharmacy directors, nurses and quality assurance executives

Methodology: 30-minute Internet survey including a max-diff exercise to rank preferences among alternative product features

The study demonstrated that the integration of the software embedded in our client’s medical devices with the IDN’s or hospital’s electronic health record and other IT systems delivers significant operational efficiencies and opportunities to improve the 2015 08 25 EHR image for newsletterquality of care. This finding is consistent across all 7 countries, even though the US is further along with IT integration.

Of special interest to hospital executives is integration between their medical device and the hospital’s EHR. This integration facilitates executing physician orders, ensuring appropriate care and documenting clinical parameters.

Case Study 2

Objective: Assess perceptions of a network of alternate site care providers.

Scope: United States

Respondents: Payer executives, primary care physicians, hospital and IDN executives

Methodology: 60-minute telephone interviews

The study demonstrated that the integration of outcomes data from the network of alternate site care providers with the patient’s primary care physician’s systems, especially the EHR, is critically important. Sharing information enables the primary care physician to optimize clinical outcomes and provide more complete data in support of any pay-for-performance program that might be in place. System integration also enhances the quality and completeness of the HEDIS data payers are able to compile.

Implications for our clients

Just as society is increasingly reliant on information sharing, so should your product design and your support programs. Sales and marketing messages demonstrating your product’s or service’s integration with other healthcare systems are high priority messages. The benefits the integration delivers should be clear and based on data.

September 4, 2015 at 10:12 AM Leave a comment

MedSpan Research Pay-For-Performance Case Study


MedSpan Research Pay-For-Performance Case Study http://wp.me/pReqv-m:

Connectivity is one of the Key Underlying P4P Programs…Read more to learn why

Continue Reading July 21, 2015 at 2:00 PM Leave a comment

Managed Care Musings-Tips for better payer research


Managed Care Musings-Tips for better payer research

Continue Reading July 21, 2015 at 12:33 PM Leave a comment

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