E-VerityEMR Expansion Package
Chris ChyungKara Odum
Interviews since yesterday: 13Total Interviews: 51
Calls: 23
• Providers• Insurance
• Providers• Insurance
?
Providing tools for patients to compare providers
Finding the provider who is affordable, nearby, easily scheduled, well-reviewed, qualified, and covered by the customer’s insurance
Parents21-65 patientsSenior care providers
Get: referral, digital mkt//Keep: Reduce costumers expenses in radiology tests // Grow: quantified self
Mkt/Ops
Web/MobileSoftware/ Provider
Web/MobileSoftware/Data
Flat feeCPC
Mkt/Ops
Providing leads • Imaging Centers
• Hospitals• Private
Practice
Get: digital mkt, personal assistance// Keep: customer acquisition// Grow: expand (?)
Customer Acq/Metrics
Ops Affiliate Mkt/Ads
Web/Mobile
Web/Mobile
Software/Metrics Customer Acq
Get: personal assistance// Keep: demonstrated success// Grow: expand (?)
1
How the Value Prop changed after Day 1Stage Action
Hypothesis: Here’s What We
ThoughtPatients would care about a radiology imaging scan price
comparison tool
Experiments: So Here’s What
We DidWe asked several dozen patients at St Luke’s, Amsterdam Nursing
Home, and Morningside Radiology
Results: So Here’s What
We FoundThey hated it (doctor referrals discourage shopping)
Iterate: So Here’s What
We Are Going to Do Next
Speak to the care provider side with the hopes of understanding WHY we failed with patients and potentially uncovering a new pain
?
• Providers• Insurance
?
? ? ?Get: referral, digital mkt//Keep: Reduce costumers expenses in radiology tests // Grow: quantified self
Mkt/Ops
?Software/ Provider
Web/MobileSoftware/Data
Flat feeCPCSubscription
Mkt/Ops
Providing leadsStreamlining workflow
• Imaging Centers
• Hospitals’ Radiology groups
Get: digital mkt, personal assistance// Keep: customer acquisition// Grow: expand (?)
Providing add-on software with the ability for radiologists to add images to reports (GE PACS to INYP)
Ops Affiliate Mkt/Ads
Web/Mobile
Web/Mobile
Software/Metrics Customer Acq
Get: personal assistance// Keep: demonstrated success// Grow: expand (?)
2
-PACS (picture archiving communications software)
-Reporting software
-Dictation software
-EMR/EHR software
SoftwareProgramming
SubscriptionEngineering-maintaining interoperability between existing software (Mckesson, GE, Phillips)
Streamlining workflow (eliminating steps)
Hospitals’ Radiology groups
Get: solve the problem, SELLKeep: Low fees; legacy sys don’t change? (H)Grow: Add-on services, expand specialties Hospital IT
and Informatics Depts
Hospital Radiology Dept heads
Providing functionality for radiologists to add images to reports (GE PACS to INYP)
Add-on allows improvement with minimal change to infra Add-on allows improvement with minimal investment
3
How the Value Prop changed after Day 3Stage Action
Hypothesis: Here’s What We
ThoughtRadiologists would pay for a solution to marry PACS + Reporting
software
Experiments: So Here’s What
We DidWe asked 5 of them if that’s their biggest pain
Results: So Here’s What
We Found1 enthusiastic yes, 3 lukewarm, 1 no
Iterate: So Here’s What
We Are Going to Do Next
From Customer Discovery, we are still finding that there are other looming pain points (particularly getting patient records from past
care providers)
-EPIC (open API)
-PACS software
-Reporting software
-Dictation software -Direct Sales
-Value-added reseller-E-commerce
Programming expertise
SubscriptionFlat fee
Engineering-maintaining interoperability between existing software (EPIC, Powerscribe, Mckesson, GE, Siemens, Phillips)
Giving radiologists ability to ensure accuracy of reporting and note-taking
Hospitals’ Radiology groups
Get: solve the problemKeep: Low fees; legacy sys don’t change? (H)Grow: Add-on services, expand specialties Hospital IT
and Informatics Depts
Hospital Radiology Dept heads
Providing functionality for radiologists to easily obtain old patient records
Add-on allows improvement with minimal change to infra Add-on allows improvement with minimal investment
4
Archetype for Customer Segment: Clinician
• Works for a renowned facility• Leads a group, has seniority and influence• Works in an open/collaborative environment, not
remotely or in cubicles– More likely to be tech savvy
• Advocates FFV not FFS– More likely to challenge the system
• Would use expanded reporting capability to • Quickly parse through hundreds of notes• Check errors on suspicious reports• Prevent over-testing
How the Value Prop changed after Day 4Stage Action
Hypothesis: Here’s What We
ThoughtRadiologists’ would pay to solve a big pain point: retrieving old
medical records
Experiments: So Here’s What
We DidWe asked 7 clinicians if they would
Results: So Here’s What
We Found5 said no, 2 said yes
Iterate: So Here’s What
We Are Going to Do Next
Too much red tape with HIPAA for now; we will test the theory of providing a NOTE OVERSIGHT tool
-Direct Sales-Value-added reseller-E-commerce
-Programming expertise-Regulatory expertise-Credit
-Subscription-Flat fee
Software hire - $$$Regulatory - $$Operating - $
-FDA 510(k)-Software Dev-Branding/Marketing-Fundraising
Hospital Clinicians
Get: KOL, viral loop (use Epic’s large user base)Keep: Free product updatesGrow: Upsell, cross-sell
Hospital IT and Informatics Depts
Hospital Group heads and Board
Clarification and feedback to solve sloppy note taking problem
Communication sys fixes corrupt old records Saboteur?
Fewer mistakes are made in delivering care/overtestingSaboteur?
5
Revenue Model
Our Startup
Hospital
Dept head (MD)
IT (may be MD)
Clinician
Install & provide support
Give system requirements
Listen to feedbackQuote price
pay
recs
recs
recs
Petal Diagram
Sample Medical Record
MVP: Patient Smart Chart
MVP: EMR Chat
MVP: EMR Chat
What’s Next?
• Continue interviews with compliance, finance, IT/Informatics departments
• Talk to other clinicians (nurses, technicians, other hospital groups)
• Continue iterating our MVPs and decide on possible additional features (shorthand, emojis)
• Look into the 510(k) regulatory process• Initiate API coding
Top Related