Title: Establishing ROI and Forming Partnerships: Growing mHealth Collectively Description: In the third session, attendees gain an understanding of best practices to assess new technology from two perspectives. The first is focused on forming partnerships with hospitals and health systems for assessment of new technology with the goal of forming a sound evidence base for use. The second perspective includes assessment of new technologies and implementation into clinical workflow, and how it impacts care transitions and affiliated cost savings. As the mHealth industry matures providers require a detailed accounting of changes in clini Speakers: Neal Sikka MD & Juan Pablo Segura Objectives: Compile best practices for evaluating new technology. Discuss the mHealth sales cycle and how hospitals and health systems can take advantage of low cost technology solutions. Evaluate population health management tools which leverage mobile and wireless devices for care transitions, decreasing costs and improving outcomes through community based Care transitions and care coordination technology.

1. Establishing ROI and Forming Partnerships:
Growing mHealth Collectively
April 12, 2015
Juan Pablo Segura, Co-Founder and CFO Babyscripts
Neal Sikka, M.D., Associate Professor of Emergency
Medicine, GWU and CMO, Gamgee, Inc
DISCLAIMER: The views and opinions expressed in this presentation are those of the author and do not necessarily represent official policy or position of HIMSS.

2. Conflict of Interest
Juan Pablo Segura
Has stock in 1EQ, the maker of Babyscripts
Neal Sikka, MD
CMMI: Challenge Grant – Telemedicine in PD
NIHM: PA-12-113 – Telemed Barriers in Transwomen
Gamgee/22otters – CMO, Stock Options
© HIMSS 2015

3. Learning Objectives
• Compile best practices for evaluating new technology
• Discuss the mHealth sales cycle and how hospitals and healthsystems can
take advantage of low cost technology solutions
• Evaluate population health management tools which leverage mobile and
wireless devices for care transitions, decreasing costs and improving
outcomes through community based Care transitions and care coordination
technology

4. GOAL OF DIGITAL HEALTH START-UPS
• Meet the challenges of a rapidly
evolving health care landscape
through commodity technology
• Money is not always the
goal….explicit opportunity to
improve outcomes and
contribute to the social good
• Use the pressure of the Triple
Aim to introduce innovation and
catalyze change

5. W H Y S TA R T- U P S N E E D H C E N T E R P R I S E
• Problem ID, Product
Development, Refinement
• Navigating HC environment,
engage stakeholders
• Understand the HC vernacular
• Increase Credibility
• Establish viable use cases and
pilots
• Create a reference customer

6. WHAT IS THE START UP LOOKING FOR?
• Credible Brand
• Similar values and timeline
• Team with early adopters
• Long-term partnership potential
• Chance for Early Revenue

7. SO EVERYONE WANTS THE SCORE OF THE
CENTU RY
• Except launching your digital
healthcare startup is a tough thing
to do…
• It is like a bar with too many
people vying for the same date!

8. MEET THE DATING EXPERTS
aka The Dr. Phil’s of Digital Health…

11. RULES OF THE GAME: 5 MINUTE DATING
It’s hard to meet early adopters, or better said CHAMPIONS
• Venues to find early adopter hospitals?
• The endless debate: academic centers vs. community hospitals
• Don’t forget your friend of a friend who knows a guy..

12. STEP 1: THE FIRST DATE
Usually happens through a
best friend
• For start-ups, that’s a
reference inside the
organization
And BE GENTLE…it’s not easy to
share your dreams and
aspirations!!
• For start-ups, that’s goals, ideas,
mission and compensation

13. STEP 2: MEET THE FRIENDS
Time to generate trust and find another champion
• Another Doc?
• Practice Manager?
Are there workflow concerns?
Are your value propositions legit?

14. STEP 3: MEET THE PARENTS
Time to get the decision makers in the room
• Chair of department
• Head of Finance
Are there workflow concerns?
Are your value propositions legit?

15. S T E P 4 : E N G A G E M E N T:
RING BY SPRING?
Will you say yes to our MOU?
Let’s plan this thing!
• Get the BAA out
• Define the initial study
• Define success
• You’ll pay for this thing, right?

16. STEP 5 - MARRIAGE!!
C’mon….sign the damn contract already!!!

17. STEP 6: UH OH, A KID ON THE WAY…
Well, this is awkward….what do we do with the data…
• Who is driving data collection and going to lead publishing?
• Not ready?? Don’t worry, your first one is always the hardest

18. STEP 7 – FAMILY REUNION
How can the pilot site help as a
reference customer?
Supporting expansion…just like the
fam!
Expansion to other departments or hospitals in the system

19. Questions
Neal Sikka, MD
nsikka@gwu.edu
neal@22otters.com
www.gwemed.edu
www.22otters.com