How to Manage Diabetes.

We look at the plethora of Diabetes “solutions” and focus on our best of breed.

The apparent growth in the market, so to say, of people suffering from Diabetes – has not been unnoticed by software and clinical solutions vendors – and yet it seems such a surprise, nonetheless. It is redolent of overnight pop-star successes, who have been quietly carving their career for the past decade, but without public recognition. Until now.

The question tho – is that, from among the vendors of solutions that are now visible – which ones will fly and which are merely good eggs?

The answer is not about clinical excellence. You can safely say that all diabetes solutions have their merits. The answer is about understanding their market, and having the gotomarket strategy and planning, to execute that strategy.

This is the forte of the RIMIDI company, whose CEO, Lucie Idea, talked to me a few evenings ago.

The RIMIDI solutions sits in the hospital itself, but can be accessed online.

Let’s start with the key points – there are two. RIMIDI is a clinical solution borne out of accidental observation. Lucie is a Doctor in her own right, but with a background in VC Finance. Having spotted the opportunity, it was a logical next step to create an App that focuses on the essential problem – how to get patients to monitor their own situation in an easy to do, way; and how to access and then use that info, in ways that can make a clinical difference – and therefore, a commercial difference for the hospital concerned. RIMIDI crosses the bridge from being a “clinical” data transfer solution – to one that empowers the Community. There is a strong and unique focus on “wellness”, joining up of the dots, for the clinician to see the Big Community Picture.

But more than that – RIMIDI focusses commercially on strategic alliances with the big EHR vendors (they have a white label agreement with Cerner) – as their means of getting bandwidth. This is astute – but also worrying. Whilst it avoids the need for the sales process – it also loses control. in many ways this recognition explains the presence at HIMSS. The Cerner collaboration gives implicit credibility in front of the myriad of individual hospitals that will pass by.

Ultimately RIMIDI success will come down to Lucie’s view as a pragmatist; her final words put it well” “RIMIDI is about saving time. Any solution can get information together. At RIMIDI, we make it possible to save time doing what every clinician needs to do, and what every Community needs to deliver.”.

The question will be, with Lucie’s VC background – will there be a buy-out in the next year or two? Or will RMIDI as a brand become a market leader, and saw a range of similar Apps? We hope it will be the latter.

Telehealth is Tumbling 30-Day Readmissions Penalties

In time for this year’s HIMSS – Lee Horner, President of Stratus’s Telehealth Division, explains how Telehealth can  reduce re-admisisons.
High readmission rates are a $17 billion problem across the U.S. for hospital administrators.
What’s even more alarming is that a portion of 30-day readmissions are preventable. According to a recent University of California, San Francisco (UCSF) study published in the New England Journal of Medicine, 27% of readmissions could be avoided. This study shows that hospitals must improve communications between patients, physicians, hospitals and primary care providers, while providing better post-discharge resources.
Upon discharge, if a patient is readmitted within 30 days, the Center for Medicare and Medicaid Services (CMS) requires payment from the hospital due to the guidelines of the Affordable Care Act (ACA) which penalizes preventable readmissions. However, the burden of keeping abreast of each patient’s unique recovery isn’t an easy task for both providers and hospitals.
Imagine that, as a patient, you are sent home from the hospital with a stack of discharge papers. Are you more likely to read every sheet carefully or to stack it in a corner, never to be looked at again?
Solutions to the readmissions problem are emerging in today’s market and are designed to support the management and monitoring of every patient’s unique recovery during their most critical time post-discharge from the hospital: the first 30 days. By offering a workflow that aligns with the patient’s recovery period, such solutions automate follow-up reminders, connecting patients and providers over a secure video call, and allows for patient Q&A.
Now, imagine the patient with the stack of post-discharge instructions. Instead, these emerging solutions have the ability to send a text or email at discharge with a link to join a video conference. The patient simply clicks the link and the automatic video call distribution will identify the next available provider for a telehealth follow-up via computer, tablet or smartphone. New telehealth developments can even send reminders to the patient until they participate in a follow-up call and through this continuous follow-up, ensuring reduced readmission rates which help both the patient and provider alike.
According to a 2016 Health Information and Management Systems Society (HIMSS) survey, connected health tools (mobile and wireless devices) are changing patient care delivery.

The survey also found:
67% of healthcare organizations utilized multiple connected health technology solutions
58% used mobile optimized patient portals as an important patient engagement tool in their connected health strategy
47% stated that they expect to add additional connected health technologies to their platform.
It is great news for patients and providers that telehealth and connected health tools, are growing and will continue to do so while supporting hospitals in meeting CMS guidelines and preventing 30-day readmissions.

How to sell in a Digital Market. Get back to basics.

We learn a timely lesson on how to make retail sales.

It’s so easy to forget, in this ecommerce world – that sales go to real people. When people go online and fish out their credit card – we are dealing with the same influences as if that person was sitting in front of us.  In fact less so – because they are not sitting in front of us.  And that process is more difficult because of that.
The eCommerce Show just a week or so ago in London – and this is similar to all of the others across Europe and USA – has increasingly forgotten that the “sales process”  is not about fulfilment, as important as this is. It is about the man relationship, or the semblance of this – during the virtual ordering process.
One of the key reasons why so many eCommerce companies bite the dust and do not have a long life expectancy, is their failure to get alongside their customers, face to face, and do this repeatedly, so that they both build up a relationship, but they also get a sale.
How do we know this?
We spent a day last Saturday signing copies of our own new Book, that was published by Austin Macauley and earlier launched at the London BookFair.  We travelled to a lovely market town in Wales, the shop owners gave customers small glasses of mulled  heated wine, and we did our magic engaging with customers. We sold ten times more books in one day than the average daily turnover.
The moral of this little story is;  get your “good customer sales process”  right – and you keep your customer for the long term.   Hide behind your digital process – and the customer will not come at all.

post