RHOEN-Innovations How health-tech companies can transform hospital systems into product champions

B2B2C Bootcamp, Henning Daut & Julian Laufer, December 8th 2016, Tel Aviv

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RHOEN-KLINIKUM AG Who we are

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RHOEN-KLINIKUM AG (RKA) is a premier, publicly traded German hospital group with

highly specialized clinics and university hospitals

RKA owns and operates clinics at five locations with a total of 5,300 beds, employing

15,700 people

RKA is to be leading in “Innovation Management in Medicine” in the German

healthcare market

RKA believes innovation must be pro-actively managed and not left to chance

RHOEN-Innovations is a wholly-owned subsidiary of RKA

RHOEN-Innovations Our investment focus

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Hospital (inpatient)

Cardiology

Neurology

Orthopaedics

Oncology

Pulmonology

Focus on patient- centred care

Outpatient Centres

Outpatient care at clinical centres

Emergency response services

Pre-clinical analysis

Rehabilitation tools

Network Medicine

Inter-sectoral medicine

Patient-centred care research

Connecting general practitioners

Telemedicine solutions

Great potential for medtech & digital health companies

RHOEN-Innovations is the start-up investment arm of RKA. We focus on early-stage start-ups that stand out from the competition in the digital health and medical device technology field.

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Who are your customers?

B2B2C in Digital Health General remarks

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Who is paying you?

B2B2C in Digital Health General remarks

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Digital Health Companies Main challenges when entering the market

Reach & market access

Technological & regulatory barriers

Habits of customers to NOT pay for the health services & products

Validation of the product & trust

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B2B2C in Digital Health Main requirements

Customers/patients need to know your value proposition (B2C)

Focus around their health, living a healthier life and increasing their wellbeing

Final decision maker with increasing power

Business clients need to understand both the B2C and B2B value proposition – especially for CVCs

Focus around return on investment, technology enhancements, increasing efficiency, data capabilities, analysis, trends, and insights

Focus around potential of the product in the markets

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B2B2C in Digital Health Strong partners help conquering the market

A B2B2C approach should be a Win-Win-Win situation for all parties

A good business client / strategic partner can solve challenges when entering the market and open the gates

• Market access

• Solutions technological & regulatory limitations

• Positioning the product to get reimbursed, becoming a direct business client, marketplace

• Validation & trust - e.g. trials within hospitals, pilots, publications & recommendations by physicians

Especially in highly regulated markets this guidance, validation, network will be opening up new opportunities and will accelerate growth

Without increasing complexity – in many cases we are actually talking about a B2B2B2C model

Strategic projects Opening the gate for digital health

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Network Medicine: strategic integration and interconnection of all medical service providers in the patient treatment chain

Co-operation with IBM Watson: optimizing patient treatment through utilization of “cognitive-computing” technologies

RHOEN-Innovations: strategic investments in highly innovative start-ups with unconventional approaches

Network medicine Classification of the topic

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Network medicine and medicine 4.0 = Quality oriented treatment strategy and digitalization in healthcare

Alliance platform= Technical infrastructure to support the network medicine strategy

WebEPA+ = Electronic health record as a basic technical service and healthcare network of the RHÖN group

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WebEPA+ the digital network platform Process overview

WebEPA+ (managed physicians) is online now and we are working on a further step!

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Patient Engagement Digital support of treatment

for patients (Outbound and Inbound) Integration of new cognitive services,

(for example IBM Watson) Development of new value added

services for patients and physicians

Patient managed electronic health record Focus

Networked digital alliance Medical use cases

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Building a digital health framework Easy Integration of new Innovations

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Patient Portal: Patient engagement in the treatment process, consent management, secure authentification and access

APP-Integration: Standardized technical integration of new apps, innovations and products (e.g. IHE, HL7, FIHR)

Standardized framework for new innovations and applications for patients and physicians

Summary for Digital Health WebEPA+ as Digital Health App-Framework

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Patient Engagement • Patient in an active role • Patient gets one single

point of care

Technical Framework • Standardized technical

integration possible • Data privacy compliant

Healthcare Market • “Door Opener” for

German Healthcare

Network Medicine • Valuable expertise &

network • Opportunity to develop

further services

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A C

Thank you!

For more information - please visit:

www.rhoen-innovations.com