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Making the Case for Your Value Proposition to Payers

Speaker: Ian Duncan

Tuesday, November 16, 1:00 to 2:00 PM PDT (Recorded)

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?