2016 North American Cardiovascular Imaging Informatics Customer Value Leadership Award

2016 North American Cardiovascular Imaging Informatics Customer Value Leadership Award

2016

BEST PRACTICES RESEARCH

© Frost & Sullivan 2016 2 “We Accelerate Growth”

Contents Background and Company Performance .................................................................... ….3

Industry Challenges .............................................................................................. 3

Customer Impact and Business Impact ................................................................... 4

Significance of Customer Value Leadership .................................................................... 7

Understanding Customer Value Leadership .................................................................... 8

Key Benchmarking Criteria .................................................................................... 9

Best Practice Award Analysis for TOMTEC ...................................................................... 9

Decision Support Scorecard ................................................................................... 9

Customer Impact ............................................................................................... 10

Business Impact ................................................................................................. 10

Decision Support Matrix ...................................................................................... 11

The Intersection between 360-Degree Research and Best Practices Awards ..................... 12

Research Methodology ........................................................................................ 12

About Frost & Sullivan .............................................................................................. 12



Background and Company Performance

Industry Challenges Every healthcare system around the world is grappling with, and striving for better management of cardiovascular disease (CVD), which, alongside cancer, stands among the deadliest, most prevalent and most expensive disease areas. For example, in the United States alone, the American Heart Association (AHA) reports that more than 5 million people have heart failure and suffer from cardiac-related diseases. Innovation and advances in medical imaging technologies, both diagnostic and interventional, are enabling major leaps forward in the early detection and the treatment of CVD. However, imaging technology alone cannot deliver its true value in helping drive better outcomes and higher quality and cost-efficiency of care – which are essentially the current mandates of value-based healthcare.

Indeed, the key to enabling advanced imaging technology to play an active role in this system-wide quest for value is leveraging the various cardiovascular imaging modalities in the right way, at the right time across the care pathway of each individual patient. This stresses three important needs that pertain to another crucial component of cardiovascular imaging technology, that is, cardiovascular informatics. Each of these needs, however, carries a certain degree of challenges both for providers and for vendors.

The first one is the need for cardiovascular informatics to help integrate, simplify and harmonize highly complex workflows across a number of different imaging modalities. The advent of integrated cardiovascular image and information management systems (CIIMS), comprising of cardiology picture archiving and communication system (C-PACS) & cardiovascular information system (CVIS), are an important step in this direction.

The second one is robust quantitative imaging (QI), in and beyond echocardiography where it is already well established alongside structured reporting. Indeed, the potential of QI in helping monitor and assess disease progression, while making data-supported decisions along the cardiovascular care cycle, is a largely untapped one today.

Finally, the third one is being able to arrive to a synthetic ‘big picture’ of a patient’s journey and current condition. Akin to a comprehensive cardiovascular electronic medical record (EMR), a platform must capture all the relevant information about a patient by leveraging connectivity and interoperability across various IT systems used in a hospital, department or cardiology practice. Only with such a longitudinal patient management in place, can care providers embark with confidence in developing robust population health management (PHM) and effective multi-disciplinary care coordination for their cardiovascular patient population.



"In cardiovascular care we deal mostly with chronic disease patients. They have hypertension, coronary or ischemic heart disease and so on; we follow the same patients over years and years. Prior to TOMTEC, our numbers were never the same! " - Dr. Joseph A Kisslo, Professor of Medicine, Duke University School of Medicine

Customer Impact and Business Impact Headquartered in Munich, Germany, TomTEC was founded in 1990 and has gradually established itself throughout the last three decades as a market leader in advanced visualization for cardiology and radiology imaging. Recognized globally by original equipment manufacturers (OEMs) and healthcare providers as a best-of-breed echocardiography image processing vendor, TOMTEC has steadily expanded its offering around its cutting-edge clinical tools. Today TOMTEC offers a powerful cardiovascular workflow and decision support solution including risk management and therapy monitoring through the continuum of care, and leveraging cutting-edge deep learning technology.

Matched to Market Needs There is a considerable room for improvement in care coordination and optimization, virtually in every cardiovascular care pathway. In interventional cardiology for example, interventional cardiologists rely on advanced imaging for the screening and diagnosis of structural heart disease and are well aware of the risks and limitations inherent to these procedures. New procedures such as Transcatheter Aortic Valve Replacement/Implementation (TAVR/TAVI) and minimally invasive valve repair procedures call for the use of advanced cardiovascular imaging prior to surgical interventions. In this context, there is an increasing appetite in the market for comprehensive imaging solutions that can improve patient management through these intertwined procedures.

TOMTEC’s upgraded offerings serving the broader cardiovascular continuum of care meet this unmet need by combining advanced imaging interpretation techniques with state-of-the-art workflow solutions. TOMTEC’s IMAGE-ARENA™1 is a comprehensive enterprise imaging platform offering an end-to-end solution for advanced image analysis, review and includes automated tools to quantify medical imaging data in multiple dimensions (2D, 3D & 4D). This offers a strong value proposition to radiologists, cardiologists, oncologists and other producers and consumers in multi-disciplinary care teams.



"TOMTEC has been dedicated to their product development for many, many years. The consistency and historical evolution has been remarkable. They understand their market position and their users’ needs. They are constantly advancing the solution and have shown they can move at a faster pace than others." - Dr. Joseph A Kisslo, Professor of Medicine, Duke University School of Medicine

"Over the last four decades, here at Duke we have collected tremendous amounts of data. We have 120 to 130 new echocardiography cases a day. TOMTEC has been most useful in the collection of large datasets. This helps us go back to our data to better understand the patterns of survival and behavior of disease in our chronic and acute patients, by employing retrospective analyses from DICOM data that would otherwise take years to extract. " - Dr. Joseph A Kisslo, Professor of Medicine, Duke University School of Medicine

One cornerstone of TOMTEC’s latest offering is cardio-oncology risk management and therapy monitoring. In line with the ongoing trends, TOMTEC’s solution portfolio has been expanded to cover the wider gamut of cardiovascular imaging modalities. The vendor-neutral platform enables seamless connectivity with existing hospital IT systems, thereby allowing tighter integration of stakeholders involved in the care pathway in facilities of all sizes – including those with complex workflow environments.

Increased Operational Efficiency TOMTEC is among the first vendors to sense the growing need in the cardiovascular imaging market for clinical workflow automation. As the complexity of procedures increases across the various imaging sub-specialties, it is critical to ensure reliable and reproducible results that can be digested and acted upon along the patient’s journey. As part of this drive towards actionable clinical data, TOMTEC has developed deep learning algorithms which automatically extract features and train the various applications including for clinical validation. This ensures the delivery of high-quality, validated and user-independent results for clinical decision support, and can serve as a foundation for data mining in Electronic Medical Records (EMR) to address various prerequisites for population health management (PHM).

A good illustration is TOMTEC’s approach to the congestive heart failure (CHF) patient population, which leverages automated image recognition and workflow automation tools that measure and monitor the patients in real time when undergoing CHF treatment. Such an integrated approach enabling accurate assessments of early and later stages of heart failure by tracking subclinical deterioration of the heart, has been proven to result in positive outcomes while treating CHF patients.



"The field of echocardiography is still very subjective. A primary advantage of TOMTEC is it’s a vendor-neutral system that provides us accurate and reproducible results – that’s a huge advantage. It allows us to reduce inter-observer variability and eliminate inter-vendor variability.”

- Robert Bohney, BS, CEP, RDCS; Lead Cardiac Sonographer, Oaklawn Hospital

“For example, the automated longitudinal strain application has a lot of variability among the equipment vendors on their consoles, as well as interpretive variability. The TOMTEC solution has been impressive and very accurate. We’ve been very pleased with the ease of use, the reproducibility and the accuracy of the results.” “This will allow us to expand the use of automated measurement tools to a wider range of diagnoses to help improve the sensitivity, or support a conclusion or interpretation that may not have been visible before” - Robert Bohney, BS, CEP, RDCS; Lead Cardiac Sonographer, Oaklawn Hospital

As part of these clinical integration efforts, TOMTEC’s cardio-oncology solution addresses one of most critical and under-served side-effects of existing procedures, including cardio-toxicity which may occur in patients undergoing cancer therapy. This solution helps clinicians improve treatment accuracy using clinical markers to detect subclinical myocardial deterioration. Using proprietary as well as best-of-breed technology from its partners, TOMTEC’s solutions allows for more precise detection, assessment, and quantification of abnormalities. The tighter management of patient-specific conditions opens the way to more personalized treatments, and more robust patient outcomes overall.

Customer Ownership Experience The majority of hospitals’ imaging sub-specialties relies on legacy infrastructure and is struggling to keep their solutions compliant with the various regulatory and best-practice clinical guidelines. However, TOMTEC customers can now tap into the intuitive workflow tools, the flexibility and scalability of the Image Arena platform to manage their patients more efficiently.

As the TOMTEC solution provides configurable interfaces and modular design, it integrates bi-directionally in the most complex imaging IT ecosystems. These advanced technical capabilities, coupled with the clinical depth developed by TOMTEC over decades of industry expertise, cater to a wide range of clinical, operational, and financial stakeholders in the cardiology field. This latest solution set offer a great example of technology tools being put at the service of the current mandates in this high-cost, high-profit area where the various stakeholders are determined to optimize efficiency, safety, and outcomes in their cardiovascular enterprise.



“There is always a cost tied to measuring new things and adding that to the quantitative

armamentarium, so doing it quickly by streamlining the workflow, reproducibly, as well as the ease of

doing it are key. There are some measurements we can do in 2 to 4 minutes with TOMTEC versus 10

or 15 minutes on the OEM products.”

- Dr. Joseph A Kisslo, Professor of Medicine, Duke University School of Medicine

Brand Equity Overall, perhaps the most important attribute of TOMTEC’s upgraded value proposition is its customer-centric approach. Close, personalized attention to individual customer needs and preferences represents the cornerstone of the company’s latest successes in the North American cardiovascular imaging market. Today, as it continues to build on its long-standing reputation as an advanced imaging visualization vendor, TOMTEC is further leveraging its inherent strengths and differentiators in the marketplace. In the midst of competition from much larger vendors offering broad-based imaging IT solutions, TOMTEC’s persistent focus on developing next-generation solution within its core area of expertise is bearing fruit through several early customer successes.

The TOMTEC brand name, already synonymous with technology leadership in advanced imaging techniques, is now increasingly associated with leading, holistic solutions for advanced cardiology.

Conclusion TOMTEC is transforming into a full-fledged cardiovascular imaging informatics vendor recognized for providing robust, end-to-end integrated workflow solutions. Its cutting-edge clinical automation, risk management and therapy monitoring solutions are building a strengthening track record for the company, notably in the U.S. market which is ripe for this type of new, innovative solutions. Frost & Sullivan’s independent analysis clearly shows that by being proactive in tightening client relationships TOMTEC is an extremely valuable partner in its customers’ cardiovascular care strategies. In recognition of its powerful value proposition, TOMTEC is the deserving recipient of Frost & Sullivan’s 2016 Customer Value Leadership Award in cardiovascular imaging informatics.



Significance of Customer Value Leadership Ultimately, growth in any organization depends upon customers purchasing from your company, and then making the decision to return time and again. Delighting customers is therefore the cornerstone of any successful growth strategy. To achieve these dual goals (growth and customer delight), an organization must be best-in-class in three key areas: understanding demand, nurturing the brand, and differentiating from the competition.

Understanding Customer Value Leadership Customer Value Leadership is defined and measured by two macro-level categories: customer impact and business impact. These two sides work together to make customers feel valued, and confident in their products’ quality and long shelf life. This dual satisfaction translates into repeat purchases and a high lifetime customer value.



Key Benchmarking Criteria

For the Customer Value Leadership Award, Frost & Sullivan analysts independently evaluated two key factors—Customer Impact and Business Impact—according to the criteria identified below.

Customer Impact Criterion 1: Price/Performance Value Criterion 2: Customer Purchase Experience Criterion 3: Customer Ownership Experience Criterion 4: Customer Service Experience

Criterion 5: Brand Equity

Business Impact Criterion 1: Financial Performance Criterion 2: Customer Acquisition Criterion 3: Operational Efficiency Criterion 4: Growth Potential Criterion 5: Human Capital

Best Practice Award Analysis for TOMTEC Decision Support Scorecard To support its evaluation of best practices across multiple business performance categories, Frost & Sullivan employs a customized Decision Support Scorecard. This tool allows our research and consulting teams to objectively analyze performance, according to the key benchmarking criteria listed in the previous section, and to assign ratings on that basis. The tool follows a 10-point scale that allows for nuances in performance evaluation; ratings guidelines are illustrated below.

RATINGS GUIDELINES

The Decision Support Scorecard is organized by Customer Impact and Business Impact (i.e., the overarching categories for all 10 benchmarking criteria; the definitions for each criteria are provided beneath the scorecard). The research team confirms the veracity of this weighted scorecard through sensitivity analysis, which confirms that small changes to the ratings for a specific criterion do not lead to a significant change in the overall relative rankings of the companies.



The results of this analysis are shown below. To remain unbiased and to protect the interests of all organizations reviewed, Frost & Sullivan chooses to refer to the other key players as Competitor 2 and Competitor 3.

DECISION SUPPORT SCORECARD: CUSTOMER VALUE LEADERSHIP AWARD

Measurement of 1–10 (1 = poor; 10 = excellent)

Customer Value Leadership Customer Impact

Business Impact

Average Rating

TOMTEC 10 9 9.5

Competitor 2 9 9 9.0

Competitor 3 8 8 8.0

Customer Impact Criterion 1: Price/Performance Value Requirement: Products or services offer the best value for the price, compared to similar offerings in the market

Criterion 2: Customer Purchase Experience Requirement: Customers feel like they are buying the most optimal solution that addresses both their unique needs and their unique constraints

Criterion 3: Customer Ownership Experience Requirement: Customers are proud to own the company’s product or service, and have a positive experience throughout the life of the product or service

Criterion 4: Customer Service Experience Requirement: Customer service is accessible, fast, stress-free, and of high quality

Criterion 5: Brand Equity Requirement: Customers have a positive view of the brand and exhibit high brand loyalty

Business Impact Criterion 1: Financial Performance Requirement: Strong overall financial performance in terms of revenues, revenue growth, operating margin and other key financial metrics

Criterion 2: Customer Acquisition Requirement: Customer facing processes support the efficient and consistent acquisition of new customers, even as it enhances retention of current customers

Criterion 3: Operational Efficiency Requirement: Staff is able to perform assigned tasks productively, quickly, and to a high quality standard



Criterion 4: Growth Potential Requirements: Customer focus strengthens brand, reinforces customer loyalty and enhances growth potential

Criterion 5: Human Capital Requirement: Company culture is characterized by a strong commitment to quality and customers, which in turn enhances employee morale and retention

Decision Support Matrix Once all companies have been evaluated according to the Decision Support Scorecard, analysts can then position the candidates on the matrix shown below, enabling them to visualize which companies are truly breakthrough and which ones are not yet operating at best-in-class levels.

DECISION SUPPORT MATRIX: CUSTOMER VALUE LEADERSHIP AWARD

High

Low

Low High

Bu

sin

ess

Imp

act

Customer Impact

TOMTEC

Competitor 2

Competitor 3



The Intersection between 360-Degree Research and Best Practices Awards

Research Methodology Frost & Sullivan’s 360-degree research methodology represents the analytical rigor of our research process. It offers a 360-degree-view of industry challenges, trends, and issues by integrating all 7 of Frost & Sullivan's research methodologies. Too often, companies make important growth decisions based on a narrow understanding of their environment, leading to errors of both omission and commission. Successful growth strategies are founded on a thorough understanding of market, technical, economic, financial, customer, best practices, and demographic analyses. The integration of these research disciplines into the 360-degree research methodology provides an evaluation platform for benchmarking industry players and for identifying those performing at best-in-class levels.

About Frost & Sullivan Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth and achieve best in class positions in growth, innovation and leadership. The company's Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined research and best practice models to drive the generation, evaluation and implementation of powerful growth strategies. Frost & Sullivan leverages over 50 years of experience in partnering with Global 1000 companies, emerging businesses and the investment community from 40 offices on six continents. To join our Growth Partnership, please visit http://www.frost.com.

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2016 North American Cardiovascular Imaging Informatics Customer Value Leadership Award

Healthcare

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