Making the Case for Your Value Proposition to Payers

Speaker: Ian Duncan, Santa Barbara Actuaries

Tuesday, November 16, 1:00 to 2:00 PM PT

You have developed a great new device, founded a winning healthcare startup, obtained FDA certification… but have you thought about how you will be paid for the startup/device/intervention? Don’t ignore reimbursement until it’s too late. Now is the time to start honing your economic value proposition to payers. Join us to hear from Ian Duncan of Santa Barbara Actuaries. Ian will tell us about all the key points that healthcare companies need to take into consideration when planning their reimbursement and payer strategies.

Topics to be covered:

  • Does your solution address a condition or aspect of healthcare that is sufficiently costly for a payer/employer to devote its limited time and resources to? (Yes, there are some rule-of-thumb thresholds).
  • What do payers care about? (answer: PMPM; but can your solution be administered?).
  • What is ROI and do you need ROI evidence to support your economic case?
  • How much evidence is enough evidence? Do you need peer-reviewed outcomes (probably not, though it’s nice to have).
  • Calculating ROI: With and without sufficient real-world data.
  • What about other aspects of the value equation (absenteeism/productivity)?
  • What is the fastest and easiest way to get the evidence needed to sell?
  • An interactive economic model can be a great sales tool. (All payers think their population is different to all the others).
  • Have you thought about who needs your intervention from an ROI/value creation standpoint?
  • Have you thought about how to optimize, not maximize, your program’s engagement?

How and Why Should You Bring Your Health Technology into the Chinese Market?

Speaker: Lifei Cheng, Founder & CEO, MedTecX

Thursday, June 3, 3:00 to 4:00 PM PST

China’s growing economy is something that we can no longer ignore. With the largest population in the world, China is or will soon be the largest healthcare market. For decades, China has been of strategic interest to many large US medtech companies. Yet entering its market seems intimidating, especially to startups. The Chinese government wants to expand its healthcare reach and bring high-quality care to its billions of citizens. The Chinese medtech sector is looking for cross-border collaborations to jump-start innovation to serve their needs. Join this webinar to learn what it takes to bring your technology to China, what potential pitfalls to watch for, what’s real and what’s a myth about doing business in China.

The Evolution of the US Coverage and Reimbursement Environment in Healthcare and the Impact on Innovation 

Speakers: Shefali Shah & Louis Jacques, ADVI

Thursday, May 27, 1:00 to 2:00 PM PST

Ever-increasing costs have kept the topic of healthcare coverage, reimbursement, and pricing in the spotlight. While innovators must be sensitive to the short-term goals of their investors, those “quick wins” in the development or regulatory phases may stymie the efficient attainment of long-term goals for favorable coverage and payment by public and commercial health insurers.  Value has become a buzzword, but what does it mean? And what does it mean to different audiences? While some feel the assessment of value is opaque and challenging, health insurers (buyers) believe that the message is clear enough but largely ignored because it doesn’t match what developers (sellers) want to hear.

Venture Financing: Soup to Nuts

Michael Cohen

Speakers: Michael Cohen, Brown Rudnick

Tuesday, February 9, 1:00 to 2:00 PM PST

Most emerging companies with rapid growth plans will seek venture financing.  Whether you sell SAFE, convertible notes, or preferred stock, venture investors expect that your financing will feature standard rights and use accepted documentation, but that isn’t the end of the story. Decisions about valuation, founders’ rights, and control over decision making can have long-lasting impacts on the company, and the interests of the investors will quickly deviate from those of the original stockholders. It is important to understand the financing process, where there is room to negotiate, and which investor rights are non-negotiable. This talk will walk through the process of a typical venture investment, starting at the term sheet stage and moving through the definitive documents.  We will focus on real-life examples and the consequences of certain decisions in the lead-up to closing.


How to Address the Employer Market in Healthcare

Speakers: Rachel Zeldin, Health & Life Sciences practice group at Oliver Wyman

Zoom Webinar
Wednesday, January 20, 1:00 to 2:00 PM PST

Employers are a critical stakeholder in the US healthcare system: 49% of Americans receive health coverage through their employer, and employers spend $1.2T on healthcare today. Given this, the employer market is a natural starting point for emerging healthcare companies. But what do employers want, and how is this changing? How should emerging healthcare companies position themselves to address employer concerns? How should healthcare companies selling directly to employers think about other market stakeholders – brokers, health plans, PBMs, providers? During this talk, we will address all three of these questions, and share lessons learned from healthcare technology companies that have built successful businesses in the employer-sponsored market.