Market research — A competitive differentiator

Market research data are typically used to inform product design, marketing strategies and tactics. Sometimes, the data are the end goal. The data can be used to develop a competitive differentiation and deliver value to customers.

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

MedSpan 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 quality 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.

How will private ACOs impact your business?

As healthcare reform shifts from traditional fee-for-service to alternative provider compensation models, such as shared savings/risk-sharing arrangements, provider organizations that aren’t already on the ACO bandwagon are closely watching the performance of ACOs around the country to see if they should get in the game. Last week, a private California ACO reported early success.

Medicare’s Hospital Readmission Reduction Program – Increasing Penalties, Increasing Pressure

Medicare’s readmissions penalties increases pressure & spurs hospitals to action.

Performance Incentive Programs are Changing Hospital Purchasing Patterns

With Medicare to apply a 1% penalty to hospitals with high rates for Hospital-Acquired Conditions in FY 2015, many hospitals are curious to know how to keep patients from developing these conditions. A recent survey MedSpan conducted looks at one way to help prevent this issue.