an interactive ehealth platform for patients and...
TRANSCRIPT
Confidential1
An interactive eHealth platform for patients and healthcare providers that improves outcomes, improves efficiencies, and increases revenue.
Confidential
Investment Opportunity• Start-up eHealth technology company entering commercialization phase
• Seeking $250K in seed funding to accelerate and scale technology platform for rapid market penetration
• Functional, proprietary, eHealth technology platform• HIPAA compliant
• Web, mobile web, smart phone apps
• Health & outcomes database: patient satisfaction, therapy/procedure outcomes, etc.
• Big data analytics through Artificial Intelligence (AI) engines
• High profit business model based on software license fees, digital products and physical products
• Strategically powerful ‘hub’ market position to aggregate large pools of patients and health data
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Key Problems
• When basic best practices are followed, providers see great results
– Basic best practices include…
– Screening– Patient education & training– Patient follow-up– Intervention & coaching– Outcomes tracking
• But basic best practices are mostly implemented through 1-on-1 support which makes them too costly to be sustainable and scalable
• US healthcare is rapidly moving to an outcomes-driven model, but an effective means of measuring and reliably improving outcomes has yet to be established.
• Critical, yet challenging outcomes include…
– Patient Satisfaction
– Adherence to Therapy
– Therapy-Specific Metrics
– General Health Metrics
High Overhead of Basic Best Practices Managing & Improving Outcomes
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Users/Roles
eHealth Protocols
eHealth Operating System
HealthInformation.exchange
Health & Outcomes Data
Users have their own role,
interface, and features yet share
the same integrated platform.
eHealth Protocols standardize and
automate patient management
processes and include…
• Interactive patient encounters for
screening and follow-up
• Patient management tasks &
workflows
• Patient education and reference
materials (video & text)
• Metrics and outcomes tracking• Patient Satisfaction, health metrics,
therapy metrics
Proprietary ‘eHealth OS’ provides
features and functions to improve
efficiency, effectiveness and
engagement
Centralized data combined with
artificial intelligence analytics puts
the power of ‘big data’ to work to
provide insights for improving and
optimizing protocols and outcomes.
HIE provides secure data sharing,
data normalization, and rapid
integration among 3rd party
software applications.
SolutionTotalCare Interactive eHealth Platform
An eHealth ‘operating system’ plus outcomes-based protocolsthat make bests practices more efficient, scalable and profitable.
The TotalCare eHealth Platform…
• Provides seamless horizontal integration of healthcare providers and processes along the continuum of care
• Enables high standard of care, high patient satisfaction and overall improved outcomes• Drives patient recruitment, screening and referrals• Delivers high-touch patient education, follow-up, communications
• Facilitates efficient data aggregation, sharing and analysis• Reduces patient management time and overall cost
• Provides eLearning system for clinician CEU and staff training
• Applies the power of ‘big data’ and artificial intelligence to rapidly improve and evolve• Makes ‘best practices’ scalable
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• Integrated Continuum of Careo One unified patient experience from
awareness/screening through to recovery
• Advanced outcomes managemento Measure patient satisfaction,
therapy/procedure outcomes, etc.o Evidence-based eHealth protocolso Clinical alertso Health metrics data collection through over 175
wearable e and health peripheral devices (FitBit, Withings, Jawbone, etc.)
o Big data analytics through AI engineso Controlled process testing of protocols for
ongoing improvements
• Physical and digital retail health products• HIPAA & MARS-E compliant• Interactive clinician CEU and staff training
TotalCare Platform Features
• Engaging patient communicationso Automated interactive follow-up encounterso Private messaging, 1-to-1 or broadcasto Email, text message, IVR, mobile push notificationso Live voice or voice + video communications
• Efficient patient population managemento Tasks & workflowso Document management, sharing & viewingo Patient payments & collectionso Health, & therapy metrics, analysis and reportingo Self-service supply ordering patient help materials
• Multiple user interfaceso Android & iOS smart phone appso Any web-enabled device
• Effective patient recruitmento Online/mobile app health assessments o Clinician directory o Digitally-integrated physician, patient & provider
roles and simple, digital referrals
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Initial Commercialization: Sleep Disorders / Sleep Apnea
An interactive eHealth platform for patients with sleep disorders, and their healthcare providers, that improves outcomes,
improves efficiencies, and increases revenue.
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US Sleep Apnea & The CPAP Therapy Market
• Obstructive Sleep Apnea (OSA) is a chronic, widespread, and serious condition that affects over 40 million people in the US.
– OSA is the primary financial driver of the non-pharmaceutical sleep disorders market.
• Continuous Positive Airway Pressure (CPAP) is the frontline therapy for OSA treatment.
– Improves Health, Reduces Healthcare Costs, Boosts Productivity and Quality of Life
– Although CPAP therapy is effective, the lack of scalable best practices drives poor average results
• 75% of sleep apnea sufferers remain unaware and undiagnosed
• 50% of new CPAP patients fail to adhere to therapy
• 30% (or more) of CPAP users experience poor clinical outcomes
• Low patient, physician, and payer satisfaction
– The $2 billion US CPAP therapy market is large, growing (CAGR: 15%), and has serious problems that the CPAP TotalCare platform solves.
• Oral Appliance Therapy, delivered by sleep specialty dentists, has evolved to be a strong alternative therapy within the market
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Problems & Solutions
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Problem Solution
Large undiagnosed population
• Shift primary point of care ‘forward’ to drive screening, consultations, & testing• Recruit new patients through direct-to-patient marketing and online screening
High overhead of best practices
• Outcomes-based eHealth protocols for efficient & scalable best practices • Digitally-unify patients and all clinicians onto one shared platform• Empower patients to utilize self-service / self-help resources and online ordering• Utilize low cost interactive technology for screening, and patient communications• Automate routine activities & support 1-on-1 interaction w/ patients who need it• Clinician CEU and provider staff training & certification based on best practices
Managing and improving outcomes (satisfaction, therapy results, etc.)
• Track, store, analyze, and report on therapy metrics and outcomes data• Utilize data and analytics to improve eHealth protocols• Facilitate monitoring, early detection and intervention when needed
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CPAP Therapy Continuum of Care
Recruited or Referred Legacy Patients
CPAP Provider
TotalCare Platform & Protocols
Sleep Specialist (MD/DDS) Sleep Specialist
SleepHealthAssesment.com
Primary Care Physician PCP
Sleep Lab Sleep Lab
Direct Patient Marketing
Health Info Exchange
Sleep Health Assessment Acclimation Maintenance Sleep Health Assessment
Dental Sleep Specialist Dentist
Current Sleep Health Model
Sleep Specialist
PCP
PATIENTS
Screening
Testing
Patients with suspected sleep apnea pass
through the PCP to Sleep Specialist.
Limited screening leaves many patients
undiagnosed and limits flow of referrals
to specialists.
ExamExam
SpecialtyCare
Retail Health Services & Products
Procedures, supplies & Equipment go through specialists.Leaving providers with…• Less influence• Less volume• More
competition
Therapy Provider
Patient• Higher likelihood of diagnosis• Efficient screening, testing and referrals• Enhanced continuity of care with PCP• Better outcomes• Save Money
Therapy Provider• Efficient electronic referrals• New referral source for new
patients• More efficient therapy
management• More revenue
Test
Screen
Exam
PATIENT
TotalCare Sleep Health Model
Testing
Exam
SpecialtyCare
Primary Care Physician• Screening of all patients for sleep
disorders• Home sleep testing for qualified patients• Efficient referrals and consultation with
sleep specialist• Maintain continuity of care• More revenue
Sleep Specialist• Efficient electronic
referrals• Higher volume of
referrals & consultations• More efficient therapy
management• More revenue
Retail Health Services/Products
Retail Health Services & Products
Patient Follow-up Protocols: Sequential Interactive Encounters
Encounter 2• Check-in
• Usage Data
• Issues?
• Basic Outcomes
• Replace supplies?
Encounter 1• Orientation
• Metrics
• Issues?
• Basic Outcomes
• Replace supplies?
When an encounter
becomes active, the patient
gets a notification
Patient answers a set of
questions through web
browser, text message, or
smart phone app. Prompts
can also be video, images
and text information.
Any negative responses will
generate an alert for the
clinical team
90 Days
Example: Interactive Encounter (Sleep Disorder Risk Screening)Patients complete interactive screening and/or follow-up encounters on any mobile or web-enabled device.
Encounters are also used to deploy eLearning CEU courses and credits to Physicians, Therapists, and Sleep Technologists, as well as provider staff training.
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Patient Management Technology – ProvidersAll patient management activity is done through the CPAP TotalCare web/mobile application.
Secure Private Messaging Document Storage, Mgmt. & Sharing Integrated Live Voice and Video Calling
Clinical Alerts Reporting and Analytics Interactive Patient Follow-up
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Patient-Facing FeaturesOur patient view provides useful features that are not available anywhere else.
Secure Private MessagingFAQ and Device-Specific Videos Therapy and Health Metrics
Patient Dashboard Equipment Profile Interactive Checkups
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Business Model
Aggregate
Engage
Convert
Aggregate a Large Group of OSA Patients
Convert into CPAP Supply & Related Product Buyers
Engage Patients with Interactive Features
The TotalCare platform offers valuable and unique features attract and retain a large population of OSA patients. Patients will either self-register or will be referred by therapy providers & physicians.
The CTC platform offers easy on-line ordering of the CPAP products and specialized services OSA patients need, as well as the sleep-related products they want.
TotalCare goes far beyond traditional therapy management practices by providing interactive features that establish long-term patient loyalty and engagement.
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TotalCare Revenue
• $3/month per patient license fee
• Referred patient activation fees: $30 per patient
• eCommerce sales of physical products, digital wellness programs, other digital products, and concierge health services
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CPAP Therapy Market and Share
• 40 Million OSA Sufferers*: 75% ‘Undiagnosed’• Annual CPAP Revenue: $2 Billion*• CAGR: 15% (and accelerating)
* Extrapolated from NIH and Natl. Sleep Foundation Estimates from 2004 and also cross referenced as 20% of the US adult population
** CompaniesandMarkets.com. (2010). Respiratory Devices - Global Pipeline Analysis, Competitive Landscape and Market Forecasts to 2017
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• Over 65 Population Annual Growth Rate: 15%• Active CPAP Users: ~ 4.95 million• CTC Year 3 Market Share: 2.9%
• 140,000 patient customers
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Patient RecruitmentThe primary objective of our go to market strategy is patient recruitment. When we
‘own’ the patient relationship, all of the other key relationships fall into place. CTC has identified three primary strategies for recruiting patients
Direct: Patients seeking a better way to manage their therapy respond to our offer of free CPAP therapy management software. Traffic will be driven by search, social
networks, online & offline advertising, and affiliate partners.
Therapy Associates: Therapy providers looking for a more effective and profitable way to manage their patients join our program as our exclusive local Therapy Associate. TAs
bring an existing flow of new patients and a large pool of legacy patients which will be converted to CTC patient users.
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Physicians: Physicians seeking better results, more efficient patient management, better outcomes, more revenue, and CEU credits will use the platform and bring in new and legacy patient through
increased screening and testing. Physicians are primarily recruited by Therapy Associates.
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Prospects
*Google research June 2015 indicates 995,432 CPAP searches/month **Total number of DME providers that sell CPAP therapy in the US20
Strategy Prospect Market Method
Direct Patient Recruitment
Online Legacy CPAP Users
Google estimates 1 million* searches per month containing “CPAP”
Online Advertising, Affiliates, Social Media, Search Engines, Press & Media
Therapy Associate Recruitment
Therapy Providers Estimated 3000** providers with avg. 1500 legacy patients in their pool
LinkedIn, SleepHealthAssessment.com, Social Networks, Trade Shows, Patient & Clinician Referrals
Physician Recruitment
Sleep SpecialistsPrimary Care Physicians
209,000 Primary Care Physicians and ~3,000 sleep specialists
Therapy associates will bring in current physicians and introduce the program to new physicians. 10-15 MDs per TA
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CompetitionCompetitive Sectors – CPAP Therapy
• Patient Outreach Providers (B2B): Call centers and ‘robo-call’ / email services focused mainly
on selling supplies
• CPAP manufacturers (B2B): metrics tracking and some limited patient engagement for their
own devices
• Business Management software (B2B): limited patient outreach and metrics tracking for
their own devices
• Internet Retailers (B2C): ecommerce sales of CPAP supplies and accessories
The notion of an ‘eHealth platform’ does not exist in the CPAP therapy market. Various entities have implemented parts of the puzzle, but no one has yet created a software platform that works across all devices and is focused on patient management.
The company’s closest competitors are patient outreach providers, however they operate on a service model mostly focused on CPAP devices and selling supplies where TotalCare operates on a more profitable software license model with a broader scope of therapy and outcomes management.
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Financial Highlights
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Year 1 Year 2 Year 3
Market & Share
US Market Size (Patients) 3,750,000 4,210,000 4,950,000
US Market Size (Revenue) 2,508,800,000$ 2,809,856,000$ 3,147,039,000$
Market Share (Patients) 0.51% 1.57% 2.83%
Market Share (Revenue) 0.05% 0.22% 0.50%
Customers & Patients
Therapy Associates 97 241 385
Cumulative Patient Users 71,370 272,645 634,257
New Patient Customers 19,061 46,943 73,868
Cumulative Patient Customers 19,061 66,004 139,872
Revenue Total 1,327,651$ 6,197,270$ 15,765,340$
Cost of Sales Total 824,292$ 3,020,350$ 7,044,280$
Gross Profit $ Total 503,359$ 3,176,919$ 8,721,061$
Gross Profit % Total 38% 51% 55%
Expenses 1,781,085$ 2,152,757$ 2,702,489$
Net Profit $ (1,277,726)$ 1,024,162$ 6,018,572$
Net Profit % -96% 17% 38%
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Use of Funds
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Use of Funds Total
Sales & Marketing 710,000$
General & Administrative 560,000$
Research & Development 190,000$
Total 1,470,000$
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Management & BoardDoug Hudiburg – Founder & CEO25 years of sales, marketing, entrepreneurial, and executive experience in wide array of roles including medical device and early stage business development. He has executive-level proficiency in all aspects of the marketing mix including product development, product management, product positioning, marketing communications, branding, strategy, direct marketing, and sales. Doug has led product management teams, led business units, led product development teams, built several businesses from scratch and collaborated with major healthcare companies.
Tate Burns – Founder & COOTate is a seasoned entrepreneur with over 25 years of experience in marketing, communications, management, sales, and customer relations, as well as a keen grasp and working knowledge of web technologies and web programming. Over the last 3 years he has overseen the development of the CTC platform providing direction in a variety of key areas.
Eric Jania – Board MemberSeasoned executive with over 17 years of marketing, product development, new technology assessment, global business management, product commercialization and sales channel development experience. Outstanding track record of success with building product portfolios, identifying new business opportunities in multiple specialties, managing key opinion leader (KOL) relationships, growing market share, developing global commercialization plans and global marketing.
Larry Fields, RT, AST – Director of Business DevelopmentExperienced Respiratory Therapist, entrepreneur and sales professional with over 40 years experience. Passionate about patient care. Savvy business professional with small business and start-up expertise, deep knowledge of respiratory therapy and healthcare processes. Outstanding track record with effective patient care in complex environments, specialized critical care, building and selling businesses, and building and scaling retail sales teams and operations.
Pending – 2-3 board members
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Confidential
Additional Revenue Opportunities
• Channel Partnerships & Additional Disease States / Therapies– TotalCare has chosen, in this stage, to focus on the most immediate opportunities in Sleep Health, but the company
intends to expand into other ‘vertical’ disease states and therapies through channel partnerships. Channel partners will bear the cost of development of specific protocols, user interfaces, and features for their therapy and will license the TotalCare platform in a co-branded ‘powered by TotalCare’ model.
• Research Metrics & Analytics– With the company’s Health Information Exchange, TotalCare will generate a vast amount of in-demand data for
market and clinical research. Manufacturers, market researchers, and clinical researchers will provide another revenue stream for TotalCare in the form of data and analytics subscriptions.
• TotalCare Products– With a captive, engaged audience, the opportunities for vertical integration are immense. TotalCare will have the
audience, the distribution channel and will own the patient transaction layer. The company will create TotalCare products where it can add value and increase margin for existing demand: eHealth Protocols (Stop Smoking, Fitness, Weight Loss, etc.), physical products, disposables, supplements, nutrition.
• CEU Courses– The CEU training and certification we will provide through the platform will generate revenue through a ‘per course’
fee. Clinicians and industry companies already pay for CEU training and TotalCare can deliver it more efficiently, effectively, and will full utilization tracking and reporting. This revenue stream is not included in our current financials.
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Current Status• Proving and refining our technology and protocols in sleep health & CPAP Therapy
with the intent to expand to other disease states, therapies and applications from there.
• The platform is functional with most major features active including complete ecommerce platform, support for all major CPAP devices and integration with over 175 wearable devices, apps, and health peripherals.
• Completed beta testing with a small group of patients– 89 self-registered legacy CPAP users– 61 patients have responded to one or more encounters in the past 6 months– 15 patients have ordered and received supplies
• Entering the early phase of commercial launch (Dec, 2015)– Marketing ramp-up– Direct patient recruitment– Therapy Associate recruitment & patient activation starting with 3-5 beta locations
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Beta Customers• Deborah Heart & Lung Hospital + Associated HME Provider
– Brownsmill, NJ– Non-profit specialty hospital doing > 1,000 in-lab sleep tests per year, largest non-profit in the
nation– Status: committed, starting intake, set-up and training
• Sleep Concierge – Sheri Fellat– Houston, TX– Full-time, independent CPAP Therapist– Status: committed, starting intake, set-up and training. Will also begin remote management of
patients who do not have a TotalCare provider in their area
• CPAP Plus– Chicago, IL– Online retailer and product fulfillment partner– Status: remotely managing > 70 beta patients
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Confidential
This presentation includes certain forward looking statements, estimates, and
forecasts provided by CPAP Total Care, with respect to its anticipated future
performance. Such statements, estimates, and forecasts reflect various
assumptions, which may or may not prove to be correct.
In addition, changing economic or business conditions may affect the demand for
our company’s products or services and accordingly its projected sales and profit
margins. No representations or warranties are made as to the accuracy of any
such statements, estimates or forecasts.
Neither the company nor its independent certified public accountants has
audited, complied, or applied agreed upon procedures to any forward looking
information and accordingly, assume no responsibility for them.
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Confidential
Connecting PCPs, Specialists, and Therapy Providers Aggregates a Large Pool Of Patients And Data
– 300 Therapy Associates
– Each connects to avg. 5 physicians
– 1500 physicians w/ avg. 1000 patient census = 1.5 million patients
– There are over 210,000 primary care physicians and sleep specialists in the US
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Confidential
TotalCare Business Model Canvas
Key Partners Key Activities Value Proposition Customer Relationships Customer Segments
CPAP Plus Fulfillment Product Development Self-Service Supply Ordering CPAP Patients Therapy Providers
Validic Interface Platform Marketing & Advertising CPAP & Health Metrics Tracking Therapy Associates CPAP Patients
Rick Clerici – Better Sleep Program Designer B2B Distribution Mobile Health Platform
Sleep CliniciansPrimary Care Physicians Sleep Clinicians
B2C Distribution Patient Screening & Profiling
Clinical Outcomes Database
Interactive Therapy Checkups
Key Resources Electronic Referrals ChannelsPatient Education Resources Print & Online Advertising
Distribution Channels Telemedicine Coaching CPAPTotalcare.com
Intellectual Property EMR Integration SleepHealthAssessment.com
Marketing & Branding Patient Payment Collections Social Networks
CPAP Devices & Accessories Better Sleep eHealth Program Organic & Paid Search
Industry Conferences
Affiliate Partners
Cost Structure Revenue Streams
Product Development Per Patient License Fees
Marketing & Advertising Sleep and other Related Products
Administration Concierge Services (i.e. insomnia coaching)
Cost of Goods Better Sleep eHealth Program
Transaction Fees
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Experience and Expertise
• Seasoned development team that delivers world-class features and results
• Developed and beta-launched four separate CPAP therapy management web applications: CareTouch360, ManageMyCPAP, DeVilbiss SmartLink Web and CPAP TotalCare – all of which provided unique solutions, improvements, and efficiencies that were previously unavailable to the market.
• Adopted the HIPAA and MARS-E security standards for our applications which is the gold standard for eHealth applications. This security level opens the door to 3rd party payers, government institutions, and data sharing partners who require the highest security standards.
• Developed DeVilbissClinicalEducation.com online CEU and certification platform for RTs
• Developed Feed140, a drip-feed publishing tool that serves social media marketers and makes it effortless to stay engaged with followers.
• Developed VisiOlo to Track, Analyze, and Optimize sales processes showing which marketing activities are profitable and which ones are not.
Therapy Provider Time/Billings
1
Awareness
2
Screening /
Consultation
3
Diagnosis /
Treatment Plan
4
Setup
5
Acclimation
6
Maintenance
7
Re-evaluation
8
Recovery
Dentist
Primary Care Physician ($0)
Sleep Specialist
Sleep Lab (home testing)
CPAP Therapy Provider
Provide basic understanding of sleep disorder risk factors and symptoms
Provide clear next step for ‘at risk’ patients
Create/Import Patient Record
Verify and bill insurance
Manage co-pay and patient balance collections
Sleep History & Symptoms
Epworth BMI Neck
Circumference Cardiopulmonary
& upper respiratory exam
Update patient record
Write sleep test order and referral
Create/Import Patient Record
Verify and bill insurance
Patient collections
Lab or home sleep study
Score & Interpret Study
Moderate to Severe OSA
Mild OSA w/ symptoms or comorbidities
OSA ed & treatment plan
Write CPAP order & referral
Update patient record
Create/Import Patient Record
Verify and bill insurance
Patient collections Equipment use &
care instructions
Copy of sleep study
Clinical evaluation chart notes
Physician order & treatment plan
Proper mask fit Proper machine
setup Treatment plan
review
Update patient record
Follow-up day 2 or 3
Follow-up day 10-14
Follow-up day 30-35
Objective evidence of adherence
Facilitate Re-evaluation F2F with physician
Re-evaluation chart notes
Signed therapy report
Intervention & support as needed
Update patient record
Qtrly follow-up Verify & bill
insurance Patient
collections Document
supply requests Fulfill supply
orders Usage & therapy
metrics Outcomes
measurement
Intervention & support
Wellness program
Update patient record
Annual assessment
Facilitate re-evaluation as needed
Update patient record
Update patient record
Sleep ApneaCurrent
Basic Best Practices
Clinical Time/Billings
2hr/$1210
36min/$82 48min/$1721hr/$8210min/$0 1.2hr/$261 14min/$0 5min/$0
2.5hr/$0 3.6hr/$300 5min/$0
4.3hr/$597
8.1hr/$1410
Patient Mgmt. Time
Clinical: 4.3
Therapy Mgmt.: 8.1
Total: 12.4
1
Awareness
2
Screening /
Consultation
3
Diagnosis /
Treatment Plan
4
Setup
5
Acclimation
6
Maintenance
7
Re-evaluation
8
Recovery
Dentist
Primary Care Physician ($597)
Sleep Specialist
Sleep Lab
Therapy Provider Time/Billings
CPAP Therapy Provider
TotalCare
Clinical Time/Billings
1.25hr/$1210
13min/$82 37min/$17246hr/$8210min/$0 47min/$261 2min/$0 1min/$0
35min/$0 1.1hr/$300 5min/$0
2.8hr/$597
3hr/$1410
Provide basic understanding of sleep disorder risk factors and symptoms
Provide clear next step for ‘at risk’ patients
Create/Import Patient Record
Verify and bill insurance
Manage co-pay and patient balance collections
Sleep History & Symptoms
Epworth BMI Neck
Circumference Cardiopulmonary
& upper respiratory exam
Update patient record
Write sleep test order and referral
Create/Import Patient Record
Verify and bill insurance
Patient collections
Lab or home sleep study
Score & Interpret Study
Moderate to Severe OSA
Mild OSA w/ symptoms or comorbidities
OSA ed & treatment plan
Write CPAP order & referral
Update patient record
Create/Import Patient Record
Verify and bill insurance
Patient collections Equipment use &
care instructions Copy of sleep
study Clinical evaluation
chart notes
Physician order & treatment plan
Proper mask fit
Proper machine setup
Treatment plan review
Update patient record
Follow-up day 2 or 3
Follow-up day 10-14
Follow-up day 30-35
Objective evidence of adherence
Facilitate Re-evaluation F2F with physician
Re-evaluation chart notes
Signed therapy report
Intervention & support as needed
Update patient record
Qtrly follow-up Verify & bill
insurance Patient
collections Document
supply requests Fulfill supply
orders Usage & therapy
metrics Outcomes
measurement Intervention &
support Wellness
program Update patient
record
Annual assessment
Facilitate re-evaluation as needed
Update patient record
Update patient record
Basic Best Practices
Patient Mgmt. Time
Clinical: 2.8
Therapy Mgmt.: 3.0
Total: 5.8
Time Savings = 6.5 Hrs
HealthInformation.exchange Features
• Normalized Data Storage
• Data Exchange Through Robust, Simple APIs
• Instant Connection to 3rd Parties
• Make one connection and instantly exchange data with every connected 3 rd party
• Analytics & Research UI
• Connected users can log in to their HI.Ex account and analyze their own data using advanced Analytics tool and reports
• Subscribers to advanced features can benchmark against all exchange data and mine summary data for research purposes
Supports Any Specialty and/or Disease State
• The TotalCare platform is extendable to any specialty or disease state and is complimentary among specialties.
• Sleep Apnea
• Sleep Specialists (ENT, Cardiology, Pulmonology, Dental, Sleep MD)
• Primary Care Physicians
• CPAP Equipment Providers
• Dentists
• Diagnostic Services (in-lab & home testing)
• Insomnia
• (all of the above)
• Acupuncturists, & other holistic practitioners
• Nasal & Sinus Obstruction
• Diabetes
• Weight Loss
• Smoking Cessation
• Heart Disease
Better Sleep eHealth Program
• Interactive behavioral therapy for CPAP users who suffer from Excessive Daytime Sleepiness
• 6 Interactive Encounters, 7-days apart
• Video, Prompts, Data Collection, and Assignments
• Audio Programs for Self-guided Meditation and Relaxation
• Peer Support Forum
• Optional Sleep Coaching
• Before and after Better Sleep Score
Competition – Patient OutreachCompetitor Product
Category
Description
ResMed ReSupply Patient
Outreach
Established in 2010, this company’s strength is their Automated Patient
Contact System (APCS) designed specifically for the healthcare industry,
including DME/HME's, Home Care Organizations, Pharmacies, and
Hospitals. Although considered the most threating competitor, they do not
offer as many features and solutions as TotalCare and are primarily focused
on selling ResMed CPAP machines and masks.
Philips MedSage Patient
Outreach
Established in 2003, this company introduced the industry’s first voice and
email application that homecare providers can use to interact with patients.
Although the addition of new services provides a more comprehensive
offering, they are still weak in the areas of patient engagement, metrics
monitoring, and clinical outcomes and also exclusively focused on supporting
Philips Respironics CPAPS and masks.
CMB Solutions Patient
Outreach
Established in 2010, this company is primarily a call center and automated
voice patient outreach service provider. Beyond collecting the basic patient
metrics such as CPAP compliance information, and facilitating supply orders
they do not offer any additional engagement services.
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CPAP TotalCare ResMed ReSupply Philips MedSage CMB Solutions
Automated Patient Follow-up X X X X
Supply Ordering X X X X
Interactive Voice Response (IVR) X X X
Mobile App X X X
Live Call Center X X
Patient Portal X X X X
Private Messaging X X X
Broadcast Messaging X X X
CPAP Data & Compliance Tracking X Limited to own products Limited to own products Limited to own products
Integrated Patient, Provider, and Clinician Roles X
Document Management, Sharing & Viewing X
Patient Educational & Reference Materials X
Clinician Directory & Patient Recruitment Engine X
Tasks & Workflows X
E-commerce Retail Products X
Outcomes, Health, & Therapy, Metrics X
Simple, Digital Referrals X
eHealth Retail Products X
Patient Payments & Collections X
Wearables & Health Peripherals Integration X
Digitally-integrated Physician, Patient & Provider Roles X
Support multiple disease states & therapies future
Competition
Competitive Protection
• First-to-market position with a truly patient-centered therapy platform that covers the full continuum of care.
• We will be able to establish ourselves as the leading therapy management platform in the eyes of patients and clinicians simply by being the only complete program available.
• As long as we keep improving and responding to the needs of patients and clinicians, we will be able to maintain this position.
• ‘High cost of change’
• Once established on our platform, changing to a different future platform has a high cost for users in terms of effort, expenses and habits.
• Upstream physician relationship
• Physicians will regularly receive new patient, and patient re-evaluation referrals from TotalCare.
• Instead of just providing software, we provide more revenue and better outcomes.
• The stream of new patients goes through physicians. Winning the ‘upstream’ battle negates ‘downstream’ technologies
• IP & Brand Protection
• We will have a number of legal protections in place for our intellectual property as well. Trademarks and copyrights will be utilized to protect our brand assets and patents will be utilized to protect our unique technology features.
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Market M&A Activity• CPAP Therapy Related Mergers & Acquisitions
• 2011: Phillips Respironics Acquires MedSage Technologies
• 800,000 patients
• $5 mil annual sales
• Estimated acquisition cost: $15 mil
• 2012: ResMed Acquires Umbian Technologies
• Pre-commercialization
• Estimated acquisition cost: $7 mil
• 2014: ResMed Acquires JaySec Technologies and folds in to ResMed ReSupply
• $2 mil annual sales
• Estimated acquisition cost: $4 mil
• 2014: ResMed Acquires CareTouch and folds in to ResMed ReSupply
• $2 mil annual sales
• 500,000 patients
• Estimated acquisition cost: $4-5 mil
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