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Global Medical Devices Industry Study
LAUNCHING MEDICAL DEVICES FOR
EMERGING MARKETS
160

Professor Ashok Jhunjhunwala
IIT Chennai
Innovation happens when three types get together:
a professor, an experienced businessperson and
a student who does not know it can't be done
Partners in Research
?Prof. (Dr.) A.K. Ray, IIT Kharagpur
?Dr.Vikram Sheel Kumar, MD, Doctor Kares Hospital
This Study is based on conversations &
online feedback with over 280 Senior
Executives of Medical Devices &
Equipment Manufacturing companies,
Associates of Research Institutes, Medical
Doctors and Analysts
32

Most product development conglomerates are under pressure to bring new products to market and at the same
time work harder to address the needs of ever-narrowing customer segments. It’s very tempting to believe that a
simple increase in the R & D budget will magically improve new product development success. However a recent
study by AMR Research found that 7 out of 10 new products launches fail. Product development is thus facing a
fundamental challenge.
This pressure is particularly acute in fast-paced markets,such as those for high-tech,medical devices,and consumer
goods,and is further heightened in emerging markets where competition is intense and requirements for the market
are unique.CEOs wonder how their product-development organizations can meet these new challenges.
Unfortunately, while companies are now looking to make better products more efficiently, previous performance
innovations in product development have hit a plateau. As per McKinsey, over the past 15 years, most companies
have adopted standard product-development processes,with disciplined time lines,strict design reviews,‘gates’ to
decision making,and cross-functional development teams.While these changes have made the development of new
products much more efficient, further improvements are returning smaller gains.What is needed now is a way of
infusing new innovation into the system.
Product companies are increasingly looking to outsource design engineering & product development to vendors.
Outsourcing is being perceived to be the key strategy to lower costs.However,customers soon realize the need for
ecosystem partners who can help them reduce the risk of new product development.Customers also need partners
who can incubate ideas and provide fresh innovative solutions.
HCL with its business aligned global R&D network along with a team of 12,000 consultants engaged in core R&D
services,intends to create an ecosystem where subject matter experts in various walks of like can come together to
provide solutions for Medical Device Companies.
Vineet Nayar
CEO
HCL Technologies
INFUSE INNOVATION INTO PRODUCT DEVELOPMENT
54

Having studied in premier institutes across the globe, how did you get
initiated in the healthcare sector?
I studied engineering to learn how to solve interesting problems and became a physician to
learn how to indentify the important problems to solve. Along the way I realized that
industry is how ideas and innovations find their way to impact the lives of many. In 2002,I
co-founded Dimagi, a health informatics company that is the lead design firm behind a
national health smart card program for Zambia with the US Center for Disease Control.In
2006, I co-founded Cogito Health Inc., a health analytics company that has proprietary
methods to assess the mental state of people through voice analysis.In 2008,I came to India
to assist my maverick neurosurgeon father, versatile dentist sister and a visionary
orthopedic surgeon to create Doctor Kares Hospital, a network of specialty clinics and
hospitals in India.
Being a funded investigator on multiple grants with the National
Institute of Health,you also have won numerous honors including being
named one of the top 100 innovators in the world by the MITTechnology
Review and its Humanitarian of theYear. What motivated you to start
Doctor Kares Hospital in India?
I returned from Harvard to Delhi to develop Doctor Kares Hospital into a place where
patients could find two essential elements to help them when they are sick- ethical doctors
and excellent healthcare
How is this service relevant for emerging markets?
Our work is very emerging markets centric.We have introduced medical innovations such
as Ozonucleolysis™ to South Asia that are affordable in these areas. We have also
established a network of hospitals and clinics currently in and around Delhi and Punjab
(India) where we train doctors in our specialities.We are committed to ethical doctors and
excellent healthcare and today have a focus in the areas of Interventional Pain management
and Orthopaedics.
How can medical device companies better help your endeavor?
We are the pioneers in Interventional Pain management in the region, and are always
looking for appropriate devices for our patients. Our work may end once a patient is
discharged from our hospitals, but medical devices often become an integral part of a
patient for life. We are also set up to do clinical research with device companies interested
in innovations in pain or orthopaedics.
Conversation with an Innovator & Humanitarion
MD, Harvard-MIT
Co-Founder andVice President
Doctor Kares Hospital
DrVikram Sheel Kumar,
The spectacular advancements in the realm of medical science & technology that our globe
has witnessed in the recent decades have been largely possible because of a marriage
between medicine & technology. A number of very important inventions have significantly
altered the healthcare scenario of the global population during last half a century.Millions of
people all over the globe have been able to enhance their quality of life,yet billions more are
still waiting to enjoy the fruits of this revolution.
The integration of the breathtaking innovation in technological arena with the huge
empirical knowledge-base accumulated by the medical experts in the healthcare sector can
be effectively utilized to design and develop low cost and efficient equipments, so that
medical diagnostics can be made affordable to this huge section of our fellow human beings
across the continents. Such equipments should incorporate adequate facilities for
automated early detection of various diseases.The developments which our globe has
witnessed in the area of microelectronics, biophotonics, bioinformatics, biomaterial
sciences and tissue engineering may be effectively employed to treat innumerable patients
leading a near healthy life.The need for development of low cost biocompatible prosthetic
devices or the biosensors,such as blood flow sensor utilizing MEMS devices cannot be over
emphasized.Such devices with provisions for wireless communication would go a long way
in tele monitoring of health parameters.
With the expansion of telecommunication and networking (including satellite and optical
communication) the need of the hour is to employ telemedicine and telesurgery for vast
population including those coming from remote regions. Here again development of
efficient lossless compression strategies will facilitate the massive deployment of
telemedicine throughout the country.In many parts of the country much of the bandwidth
has been created by government and private service providers, which is not efficiently
utilized. Deployment of telemedicine utilizing this unused bandwidth will be extremely
useful for the economically challenged people.Our mission should be to provide a platform
of interdisciplinary research and development in the field of medical science & technology,
which can lead to a better integrated healthcare delivery system in emerging markets.
Latest innovations in medicine may be considered as resonance due to synergy between
biological empiricism and quantitative science & engineering. This process of scientific
unification always entrains the rhythm of research and development.To maintain interactive
research environment and better pooling of resources, it is imperative to develop
collaborations between universities, R&D laboratories and industries. A dedicated
research and development station will initiate and act as a catalytic factor amongst the
medical and engineering experts for innovation.With support from all corners we may
pledge to make our endeavor a success.
Prof. (Dr.) A.K.Ray
Head School of Medical Science and Technology
IIT-Kharagpur
Let all our songs
Gather together their diverse
strains Into a single current
leading to an ocean of light
- we salute thee
- Gurudev RabindranathTagore
Opinions of a Pioneer & Savant
76

Research Process 9
Executive Summary 10
Successfully Launch Medical Devices in Emerging Market 11
Chapter 1 – Understand the Market 12
Chapter 2 – Create indigenous products 22
Chapter 3 – Create a New R&D Network 32
Chapter 4 – Collaborate to Innovate 40
Participate & be the Change 48
About HCL 56
TABLE OF CONTENTS
Research Process
?This study is part of the annual research done by HCL.This is based
on survey of 283 Presidents, CTOs,VP, Directors, Managers,
Researchers & business leaders engaged in Medical Devices &
Equipment industry.
?In 2007, HCL had partnered with Knowledge @ Wharton and
undertook an online survey to understand the predisposition of
‘envisioning the medical device company of the future’.
?As part of our research in 2008 we created 3 different set of survey
queries. Each were designed to understand the market trends ,
requirements of end users as well as capture the insights of thought
leaders in this industry
?Participants
?President / CTO -4%
?VP / Directors - 43%
?Mangers - 29%
?Analysts – 2%
?Medical doctors – 9%
?Research Associates – 14%
?Process
?Face to face interactions
?Online survey
?Telephonic conversations by HCL Category Team
283 respondents
81% from USA
11% from EU
8% from APAC
20% are companies with revenue
greater than $10 Billion
30% are companies with R&D spend
of over $500 Million
98
9

The medical device market is about 50 percent of the world pharmaceutical
market in terms of relative size,but is also growing faster than its drug counterpart.
It is dominated by U.S. companies as 16 of the top 25 companies are U.S.- based
with 72 percent of the revenue.
MX,a industry trade publication,in its May/June 2008 issue of Business Strategies
for MedicalTechnology Executives, estimates that the medical device market will
reach sales of $336 billion in 2008. According to MX, although the top 25
companies represent the lion's share of sales (almost 60 percent), there are an
estimated 20,000 medical devices companies around the world.
With double digit growth,why should medical device companies look at emerging
markets? What is the prerequisite to successfully launch a medical device in
emerging market? To answer these question we reached out to more than 280
executives in Medical Devices companies along with Researchers & business
leaders engaged in Medical Devices & Equipment industry. The discussions
resulted in providing a unique perspective on the future of medical devices
companies.
Our interactions and further analysis provides many striking insights into their
plans and the problems faced while launching medical devices for emerging
markets.
?Medical devices companies are being affected by the financial crisis:
With the financial meltdown,most people in developed nations are delaying or
lowering their medical & Health insurance.Thus in the long run will affect the
sales of medical devices & equipments.
?Looking at opportunities in BRIC nations: On an average 8 out of 10
medical device executives are looking to strategically target emerging markets.
Companies are actively engaged in entering the BRIC nations in the near future.
?Create custom solutions:There are more than 4 million doctors & nurses in
India & China alone.In countries where medical insurance is just starting to pick
up,doctors have a valuable role in prescribing medical devices.73% of doctors
feel the need of low cost devices designed specifically for the local environment
?Great need to innovate:More than 85% of the respondents feel the need to
partner with research institutes and outsourcing partners to improve
technological innovation. In fact more than three fourths believe the need to
have a common platform to collaborate and innovate.
The findings across companies, geographies and therapeutic segment
highlight a striking similarity in the problems and opportunities being faced
by medical device companies.
The view is further refined by the requirements of end users and
suggestions by thought leaders.
Thus to successfully launch medical devices for emerging markets,
companies must:
Executive Summary Successfully Launch Medical Devices in Emerging Market
“With focus on emerging markets, we
are looking for data that will help us
enter emerging market. We are also
looking for a comprehensive vendor
that focuses on innovation and will be a
partner on our journey ”
Director Procurement,
Top 3 Pharma & Medical Device
conglomerate
Key Insights
Understand the
Market
Create
indigenous
products
Create a New
R&D
Network
Collaborate to
Innovate
1110
11
2
1
4
3

Global Financial Crisis
Economic woes had little effect on health-insurance profits during the past
two recessions.Both came at a time -- the early 1990s and at the beginning
of the current decade -- when the industry was coming out of its own
cyclical downturn and able to make robust profits by raising prices much
faster than underlying health costs were climbing.
This time,though,a weak economy is exacerbating a longer term and more
troublesome trend:For employers and workers,health insurance has simply
become too expensive.
"What we're seeing is a market that's gotten so mature and beyond its
customer that people can literally no longer afford to buy the product," says
Sheryl Skolnick, an analyst with CRT Capital Group. "The number of
uninsured is growing faster than any player in the game, and it's getting
bigger at the expense of the Uniteds, the WellPoints.“ - The Wall Street
Journal
Chapter 1
Why are top executives looking at emerging markets?
What are the challenges faced by medical devices companies?
UNDERSTANDTHE MARKET
1312
13

The Emerging Markets are now the major engines of economic growth.The
ageing baby-boomers with active lifestyles, emerging middle classes and
financial stability are some of the key factors creating the tremendous pull in
healthcare industry.
Emerging Markets – Major Growth Engine
Source
WORLD ECONOMIC OUTLOOK,October 2007,Globalization and Inequality,International Monetary Fund
Emerging Markets - Growth engines
INDIA
GDP:$1,100,695 Million
Key Drivers
?Strong economy,with Govt.spend up
?Public / Private Partnerships
?Unmet healthcare needs in burgeoning population
?Growing middle-class of around 300 million
?1/3rd capable of affording quality healthcare
?Top 20 Medical devices Market in world
CHINA
Key Drivers
?High Govt.spending in near term
?Health insurance coverage:25% to 80% by 2010
?Value segment growth
?Medical Devices market US$2.7 billion in 2006-2nd Largest market
?Fast growing middle class,
?Demand for the best healthcare is matched by the ability to pay for it.
Emerging Markets Now the Major Engine of Global Growth
(Percent of world growth)
Contributions to Real GDP Growth
Based on PPP Weights
35
30
25
20
15
10
5
0
China India United States Euro area Russia Japan Brazil
2007
1514
15
2006

Brazil
Key Drivers
?Govt.is encouraging medical hospital modernization
?Public & Private modernizing obsolete medical equipments
?The highest expenditure is in the large cities,such as Sao Paulo or Rio de
Janeiro
Russia
Key Drivers
?Medical equipment and supplies is estimated at US$1,818 million
?Healthcare system remains bureaucratic and inefficient
?80% of the market is supplied by imports
?10%AAGR since 2004-2007
Medical Equipment Market
BRIC Projected Medical Equipment Market by Country,
2005-10 (US$ millions)
?The four BRIC countries have a combined population of 2.7 billion
?Continuing strong economic growth,especially in China and India,means
that these economies are becoming very large
?May overtake the world’s developed economies in terms of absolute size
over the next 20 years.
Source:
The Market for Medical Devices in Brazil, Russia, India and China: Medical Device Markets of the Future? Report Published in
January 2006 by Espicom Business Intelligence,Chichester,UK.www.espicom.com
2005 2006 2007 2008 2009 2010 AAGR
Brazil 2,866 3,016 3,174 3,339 3,513 3,696 5.5
Russia 1,832 2,010 2,204 2,418 2,653 2,910 9.7
India 1,318 1,380 1,444 1,511 1,581 1,655 4.7
China 2,554 2,720 2,897 3,085 3,286 3,499 6.5
Total 8,570 9,126 9,718 10,353 11,033 11,760 6.6
1716
17

In 2007, HCL had partnered with Knowledge @Wharton and undertook
an online survey to understand the predisposition of ‘envisioning the
medical device company of the future’.We had many respondents looking to
enter the emerging markets.However in 2008,the polarization is startling.
More than 85% of the respondents are clearly looking to enter the
emerging markets.
Emerging Markets are Attractive Alternatives With Opportunities come challenges
With a fast-growing market,more disposable income & informed end users
it sounds like the recipe for a booming industry, and in fact, medical device
manufacturing is one of healthcare’s fastest growing segments.
But medical device manufacturers also face huge challenges in trying to
manage that growth. Competition is tough. Infrastructure and clinical
practice may differ considerably from market to market. Device
development costs are high.Margins are shrinking.
However,unlike developed nations,emerging markets are just waking up to
the need of medical insurance.With a large rural population,individuals can
only afford low cost devices. Governments in these countries are stepping
up the drive to ensure fair prices for national healthcare schemes.
“The changing medical needs of the
emerging countries are favoring
multinational companies. The BRIC
countries’ medical device and
equipment markets are currently valued
at US$9.5 billion.”
Stuart Morris-Hipkins,
President
Smiths Medical
Yes, 85%
Not Sure, 5%
No, 10%
“Cost and timing of regulatory process as
well as predictability of the regulatory
process is always weighed against market
potential- this equation inhibits aggressive
development in emerging markets”
Stanton Rowe,
CorporateVice President
Edwards Lifesciences
Is your organization strategically targeting emerging markets?
Increasing Costs & Time to Market
Adopting Technological Innovation
Regulatory Compliance
Long Product Life Cycle
Security & HR issues
Other
Not Sure
What are the top challenges faced by your organization in emerging markets?
1918
19

Director Procurement of aTop 3 Pharma & Medical Device conglomerate
says that the only way to succeed is when both the company and the vendor
collaborate & innovate to address business goals.
Eight years ago, when HCL Technologies began offering outsourcing
services to U.S.medical device manufacturers,most of the executives with
whom Pradep Nair spoke viewed outsourcing as strictly a matter of cost
savings. According to Nair, VP & Global Head of HCL Life Sciences,
Healthcare & Chemical Practice, today, they are looking for solutions to
more complex technical problems and business issues.“Four years ago, I
was a vendor to a customer while now that very relationship is evolving to a
partnership.”
This change can only come about when the service providers can go beyond
offering engineering services and staff augmentation and rather add value to
the engagement by leveraging best practices and local knowledge.“HCL is
unique in its approach as it creates 3 levels of innovation – Idea generation,
engagement models and design innovation.”,he explains.
Thus the fastest-growing markets are going to be accessible only to
companies that learn to make the same equipment for a fraction of the cost
and at the same time launch new, cutting-edge products faster than their
competition.
Overcoming the Challenges Case Study - Understand the Market
A diversified health care giant which offers medical devices in
various therapeutic segments was looking to create a next
generation external defibrillator
Products
?A next generation external defibrillator needed to be created based on
existing device
Business Problem
?Existing device was designed a decade ago and hence is not competitive
In the current market scenario
?Existing device was not robust,which resulted in field failures
?Design was complicated and caused functional, assembly and
serviceability issues
?The new device had to address the new market requirements
Solution
?Joint ownership of product development in Mechanical, Hardware and
Software engineering
?Joint market study was undertaken to better understand the new
requirements
?Rapid execution of design development and verification
?Short development life cycle due to design to manufacturing services
Transformational impact on product features customized for the
market.“Patients need affordable implants and
medical devices- the diseases are global
just need local solutions.”
Dr.Vikram Sheel,
Vice President
2120
21

Top therapeutic segments being targeted for India
In Emerging Markets, devices particularly, cardio and general surgery
devices,high-tech supplies and certain lab equipment contribute to double-
digit growth in this industry. With market penetration as low as 20% in
several areas (e.g., ICD), the race is on for the leading firms to grow
significantly.
The healthcare industry in India has come a long way from the days when
those who could afford it had to travel abroad. Today patients from
neighboring countries, Middle East, UK are flocking to India for specialized
treatment.
In India, healthcare is delivered through both the public sector and private
sector.The public healthcare system consists of healthcare facilities run by
central and state government which provide services free of cost or at a
subsidized rates to low income group in rural and urban areas.
What are the medical practitioners looking for in a device while
recommending it to a patient? Where do you need to invest to address
the needs of demanding patients, doctors & government regulations?
CREATE INDIGENOUS PRODUCTS
Chapter 2
“Limited regulatory issues with the
exception of a concern over IP and patent
protection.We also see both the US and
EU regulatory commissions demanding
longer,broader scale clinical trials”
Head R&D
Diversified Healthcare
Conglomerate
Cardiology
General surgery
Diabetic
Nephrology
Medical Imaging
Other
None
What are the major therapeutic areas that you are targeting in India?
2322
23

In India more than 50% of the total health expenditure comes from
individuals as against a state level contribution of below 30%. The
government funds allocated to healthcare sector have always been low in
relation to the population of the country. In the private sector healthcare
industry,healthcare facilities are run for profit by companies.
With the recently passed healthcare bill by Government of India,already a
substantial improvement can be perceived in health infrastructure. The
Government is upgrading and increasing the total number of hospitals,
clinics and clinical laboratories in urban and rural areas.
According to a recent trade report by Royal Danish Embassy,New Delhi &
Trade Commission of Denmark,Bangalore,this is expected to drive growth
in medical devices sector.“The medical devices and equipment segment is
expected to witness considerable imports of medical imaging equipment,
cardiac care equipment, and medical laboratory equipment during the
forecast period.Telemedicine services in India are also expected to grow,
which,in turn,should create demand for diagnostic medical equipment such
as X rays, CT-scanners, dopplers, ultrasound, electrocardiographs, and so
on.”
Cost Pressure – A Major Challenge
Medical device firms may soon be facing what big pharma has come to live
with for several years now — less cash to spend, and ultimately fewer
dollars to invest in essential R&D.
On the one hand, the India and China market is growing at 4.7% to 6.5% a
year while on the other hand, to tap that market, will require some
substantial changes in product design,user interface and cost structure.
The biggest one:learning to build medical equipment at the right price point
says Pradep Nair,VP & Global Head Life Sciences, Healthcare & Chemical
Practice,HCLTechnologies.In the U.S.,a dialysis machine might cost $1,400,
whereas in India,the market will only bear a machine priced below $600.
Indian Medical Infrastructure
15,097 hospitals.
500,000 doctors
750,000 nurses
870,000 hospital beds.
China Medical Infrastructure
17,800 hospitals.
1,200,000 doctors
1,308,000 nurses
70% of the population lives in rural areas
95%
5%
Yes
No
Is affordability a major issue in Indian market?
2524
25

In a recent move by the Government of India, Diagnosis and treatment of
diseases may soon become less expensive. In a move to bring expensive
medical devices such as stents, catheters, orthopedic implants and heart
valves under the price negotiation,the government has asked the National
Pharmaceutical Pricing Authority (NPPA) to collect data on price, supply
and availability of medical devices in the country. The government is
understood to have told the price regulator to examine pricing of medical
devices in the country vis-à-vis other countries having similar purchasing
power. It is learnt that the government is in the process of framing guidelines
for compulsory price negotiation with companies for their new products
—both patented medicines as well as medical devices—at the time of giving
marketing approvals. The data gathered by NPPA would provide the
government with a reference basket to negotiate prices of medical devices
accordingly. NPPA has also recommended to the government that there
should be differential pricing for medical devices used in the treatment of
cardiac ailments in government hospitals so that less affluent people could
also afford treatment.The move is significant as the cost of sophisticated
medical devices add substantially to the already spiraling medical bills.
Rising Expectations & Upcoming Regulations
Source: Economic Times, Govt asks NPPA to collect data on price of medical devices
Source: n=50 doctors,APAC
As per Harvard International Review, Imported medical technology (in
China) was predominant in the 1990s and early 2000s in part because
imported devices were not scrutinized for safety violations, nor were they
required to be registered.Back then,the Chinese government had a vested
interest in the free importation of medical goods in order to facilitate
learning within the domestic medical device sector.The goal was that in time,
China would no longer rely solely on foreign imports. However the times
are changing.The Ministry of Health is trying to address this imbalance in
healthcare distribution by imposing new regulations. In 2006, the National
Development and Reform Commission (NDRC) announced a price ceiling
for medical devices due to rising costs.The NDRC is collaborating with the
China Association of the Medical Device Industry and the China Price
Association to oversee these new restrictions. Such a price ceiling could
result in high demand for medical technology, but a shortage in supply.
Furthermore, it could discourage foreign companies from importing into
China.The extent to which a shortage in supply will eventually force the
government into the tough position of balancing fair prices with limited
technological access is yet to be seen.
After sales serviceAvailability
Quality
Affordability
Ease of use
What different aspects you consider before recommending medical device?
Low cost
Different needs
Others
Psychological needs
What are the reasons for having indian specific medical devices?
“The hand held devices in the market
have high aberrations in their reading.
According to ADA (American Diabetic
Association), the errors should not
exceed 5%, however, the typical devices
available in India have an error of 20%”
Dr Dipanker Ganguli,
General Physician
“The regulations being implemented in
India are a knee jerk reaction and are
typically slow in its implementation.
Though there certainly is a need for
affordable medical devices, however, the
need for quality & reliability is higher.”
Dr. Deepu Banerjee,
Senior Consultant & Neurosurgeon
Wockhardt Hospital
2726
27

Manufacturers in the medical device market thus face the challenge of
maintaining profitability despite slumping average price per unit.According
to analysts, while growth in unit sales increased by more than 15.6% from
2007,the average price per unit reduced by 8.9% per year from 2007.
Solutions for life style diseases, & diagnostics, such as Medical Imaging,
Cardio vascular devices, diabetes measuring systems which are the least
price sensitive, as well as more open to premium solutions, must be a key
target for device vendors.
The survey highlights that more than 37% of companies are unsure of the
cost reduction.However most analysts and doctors agree that the devices
launched in emerging markets should be priced between 21- 40% less than
their costs in developed nations depending on the therapeutic segments.
How to price a device in Emerging Markets? Overcoming the Challenges
A 2007 survey of 1,130 CEOs by IBM found that nearly 71% plan to focus on
collaboration and partnerships.The survey further adds that the CEOs are
pursuing more collaborative models to gain efficiencies, fend off
competitive threats and avoid commoditization.One study by NASSCOM,
the Indian software alliance, and Booz Allen Hamilton, the management
consultancy, forecasts that 70% of global R&D will be conducted in
emerging markets by 2010.
Prof. (Dr.) A.K Ray, says that,“Device vendors must continue to focus on
creating low-cost innovative medical devices to effectively exploit
burgeoning growth opportunities in developing nations.”
Analysts agree that faster speed to market is a potential solution. The
medical device manufacturing sector is very innovation-driven. When a
substantially better device enters the market, physicians and hospitals
begin to prescribe it. Over time, such shifts can be quite painful for
unprepared companies.For instance,drugeluting cardiology stents came on
the market in 1994, and by 2007, they had largely taken over the market:
Between 2002 and 2007, demand for the traditional metal-only stents
dwindled by nearly 90%.
40.0%
35.0%
30.0%
25.0%
20.0%
15.0%
10.0%
5.0%
0.0%
Less than 20% 20% to 40% 41% to 60% more than 60% Not Sure
At What percentage of original cost of medical device an average
Indian patient willing to buy it ?
"Profitability for device manufacturers
hinges on ease of use, portable devices
and low cost reusable components.”
Dr.Vikram Kumar Sheel,
MD, PhD Harvard-MIT
2928
29

Case Study - Create indigenous products
The leading producer of medical products & drugs was looking to
create a low cost, portable,multi lingual renal therapy device for
emerging markets
Product Details
?The client already had a medical device designed for developed nations
like US & EU. However they wanted to enter the emerging market.The
device was highly successful in international markets .
Business Problem
?The current product could not meet the requirements of the Emerging
market in terms of cost & portability
?Due to fluctuating power supply,the device needed to work under a wide
range of voltage range and have power back up in case of power outage.
?The device also needed to have multi lingual support
Solution
?The design team looked to new materials & do away with non critical
features,thus meeting the emerging market requirements.
?The team created the design concepts, usability study. Engineering &
functional analysis was undertaken followed by design verification &
design transfer.
?The costly R&D resources of the customer were reassigned to more
pressing product development needs.
The new device was one –third the cost and at the same time
portable and user friendly.The product will be launched in India
within the next 3 months
As per Hussain Mooraj, Vice President, AMR Research, Medical device
companies can overcome the challenges of emerging markets by partnering
with vendors who not only have global presence but can provide rapid
prototyping services. While they feel that reducing cost is important
however they feel that faster time to market is an equally important
advantage.Medical Device companies must also ensure that their products
in emerging markets also adhere to global regulations also are of key
importance.
Wayne McDonnell, Research Director, AMR Research, says that Medical
Devices must also focus on improving manufacturing practices and focus on
optimizing supply chain & distribution.As companies will be focusing on
creating large volume of devices for the burgeoning middle income group in
the emerging markets,maintenance & after sales services.
Yes
No
Other
Do you feel that your company should make use of an offshore firm for
designing and developing products meant for emerging markets?
21.6%
4.8%
73.6%
“Companies should now focus on
tweaking existing products and launch
them in new markets. Ramping up
offshore product development while
tying up with leading research institutes
in emerging markets further adds to
creating a structured methodology for
innovation at low cost."
Head New Market Initiatives,
Top 3 Medical Device
Conglomerate
3130
31

Companies are opening captives or partnering with offshore vendors.
However medical devices companies are soon disillusioned.
As per SudinApte,Sr.Analyst & Country Head,India Operations,Forrester –
“Most technology product firms still see India only as a limitless source of
bulk staffing. They don’t consider India a location for turning ideas into
offerings or for financing or buying new complementary technologies from
the many emerging specialists.”
To succeed,firms must strengthen their own R&D centers through stronger
focus on process initiatives. Rather than focus on labor & cost arbitrage
model,companies must look to global development centers for an emerging
role to add innovation.Apte also adds,“In supplier relationships, they also
need to move beyond the staff augmentation mindset and redefine goals not
only toward productivity advantage for repetitive tasks and capability to
ramp up new technology, but also to innovate product functionality based
on providers’ growing domain competency.”
Medical device companies have concluded that they do not need to perform
the entire design & development cycle internally.Many have partnered with
Design engineering firms and outsourced portions or, in some cases, the
entire design responsibility. Device design, development and
commercialization have thus become a collaborative enterprise.
Offshore Development Center – Myths & Realities
How to look beyond hedging cost? What are the key characteristics to
look for in an offshore partner?
Any new approach that can create business aligned solutions?
CREATE A NEW R&D NETWORK
Chapter 3
“HCL too began as an offshore
development center due to cost arbitrage.
However, due to constant endeavor of
adding value to our clients, this
relationship has evolved to that of a
partner. We equally share the
responsibility of creating business aligned
solutions & successfully launching
products in the market.”
Pradep Nair,
VP & Global Head Life Sciences,
Healthcare & Chemical Practice
HCLTechnologies
3332
33

ChangingTrends
While on one hand,72% of the respondents agree that developing medical
devices for Emerging markets require different skill set,however,only 11%
perceive offshore partners as source of innovation.
In 2007,when HCL conducted a joint survey with Knowledge@Wharton,
executives were asked to suggest the areas within the R&D process that
outsourcing can help.The two top areas were Software solutions & Product
verification & validation.However,in 2008,the two top areas are Software
solutions & Hardware Engg (Mechanical and Electrical).
This change is because a 73% of the executives feel that Full product
development outsourcing is the mantra for future.Thus they are looking for
partners who can provide concept to manufacturing services.
How much of your product development work do you Outsource / Offshore?
0-20% 21-40% 41-60% 60% and above
200
150
100
50
0
What are the areas within the R&D process you think, that outsourcing can help ?
Other
Software Solutions
Hardware Engg (Mechanical and Electrical)
ProductVerification &Validation
Clinical Trials
0 20 40 60 80 100 120 140 160
2007
2008
73%
16%
11%
Yes 73%
No 16%
Not Sure 11%
Full product development is the mantra for future. Do you think full product
development outsourcing can be one of the transformational elements that can addre ss
your business landscape?
“More than 73.6% of those surveyed
believe that they should make use of an
offshore product development firm for
designing & product development for
emerging market.”
Prof. (Dr.) A.K Ray,
Head School of Medical Science &
Technology
IIT Kharagpur
3534
35

The challenge is no longer really keeping up quality levels or finding a vendor
with sufficient expertise, the question is more,how are you going to handle
all the organizational issues?
Forrester says, Indian product development vendors, a sizable number of
mid-size companies and few large ones,largely offer cost arbitrage through
their services.Few offer domain expertise or innovation.
About 70 per cent of global product development work happens in India
and the offshore product development market is estimated to be about $35
billion in four years.China currently holds 20 per cent market share and is
fast developing.
Choosing the rightVendor
What are the different skill sets needed for developing medical devices
for emerging markets
Other
Understanding of latest
technological and usage trends
Understanding of usage pattern
Ability to develop low cost devices
Understanding of patient’s need
35
79
123
123
131
0 20 40 60 80 100 120 140
“The (Indian) market is not mature and if companies want to stand out,they
need to re-jig their work flow and methodology. They need to have a
roadmap for capacity ramp-up and decide what client work is core and what
is not. Accordingly they can educate the client on different ways to
collaborate,” saysApte from Forrester.
While HCL has been providing R&D & product development services for
over 36 years,“Companies need to significantly increase their commitment,
including investment, in product development, he said. “ Also, offshore
product development lacks well-established processes and the best
practices. Indian vendors can leverage some of their IT services best
practices here,he said.
What are the issues you consider during the vendor selection criteria ?
Vendor Track
Record
Risk
Mitigation
Plan
One-stop
shop
Services
Pricing
Account
Management
100
80
60
40
20
0
93
80
40 40
27
3736
37

Overcoming the Challenges
HCL thus Launched Business Aligned R&D to deliver Better Business
Results to customers.BusinessAligned R&D is realized when organizations
mobilize a sustainable, global ecosystem of innovation resources, partners
and talent to successfully implement a business strategy
Case Study – Business Aligned Global R&D Network
Companies with Global footprint in R&D
Deliver Significantly Higher Business Results
Broad Allocation in
Low-Cost Countries
Companies that deploy 60 percent
or more of their R&D outside
their home countries tend to
outperform their less-global
peers.
Companies that invest more than
10 percent of their total R&D
spend in LCC’s such as China and
India do better than other
companies
Global-Driven Footprint Overweighted Global
Footprint
Companies that invest a higher
percentage of R&D resources than
sales abroad also outperform
others
Focused Global Footprint
Companies with a more
concentrated and focused global
R&D footprint perform better
than those with a more dispersed
footprint
local-Driven=100 local-Overweight=100 Dispersed Footprint=100 Limited LCC Allocation=100
Firms with Global R&D outperform others by an average of 25% on all key business parameters
100 100
120 120
140
130
110 110
120
150
130 130
140
165
110
125 125
A leading provider of radiography solutions was looking to
introduce a new product on emerging technologies to reach out
to markets across the globe
Product Overview
?The medical device conglomerate was looking to introduce a new
products on EmergingTechnologies - Digital Radiography
Business Problem
?The product needed to be conceptualized
?Being an emerging technology,it posed high risk & high reward
?Due to the nature of the project, it was being developed in multiple
locations (India & Japan)
?The product needed to reach out to markets across the Globe
?Being a Late entrant to market, they were facing stiff competition from
existing old generation of products
Solution
?Concept to manufacturing activity was undertaken
?Multiple concepts were created
?Effort was spent on Image Acquisition, work-flow and collaboration,
Storage and Media Management
?Globalize the Product - Internationalize and Localize to Fareast and
European locales
?Being a new & emerging technology focus was on Regulatory
Compliances and Interoperability
?Due to high offshore presence during development the cost of
development was kept minimum
?Multi geography requirements were incorporated during designing of the
concept
The company achieved on time Market Release meeting the
Market Commitments of good quality & innovative solution
Source:
Booze & CompanyAnalysis
3938
39

As per Gartner,“Innovation is simply the introduction of a new idea in the
form of a product,process or service.”
However,most executives focus on R&D budgets & R&D intensity.In reality
R&D expenses do not guarantee competitive advantage. R&D spending is
just an input.Affirmative action & final impact comes from innovation.
Many organizations are overwhelmed with work and face a talent shortage
in key aspects of their business. The leaders and managers in these
organizations are expected to deliver operational excellence every day and
to continually innovate to renew the business.
What is Innovation?
RaviVij
Head Marketing
Life Sciences, Healthcare & Chemical Practice
HCL Technologies
What is innovation? Why collaborate to innovate?
What is 3 way innovation process?
COLLABORATETO INNOVATE
Chapter 4
“In almost any high tech industry,
innovation is the engine that drives
success, and medical technology is no
exception. Yet innovation is both the
challenge and the solution.In the next few
years,medical technology innovations will
fundamentally transform the health care
landscape, providing new solutions to
address chronic diseases conditions and
revolutionize the way treatments are
administered.”
Stuart Morris-Hipkins,
President,
Smiths Medical
3 way Innovation Process
4140
41
The introduction
of something
new or improved
2
1
3
Idea
MethodProduct

Why Collaborate to Innovate?
There are many writings,articles & reports on innovation.However asking
each medical device company executive to review these and come up with
actionable task would be a herculean task and futile exercise.
Susan Landry,Gartner,says“Creativity and innovation are overshadowed by
pressing day-to-day work priorities, unless organizations face significant
stress. Engineer healthy "stress“ to foster creative responses and boost
innovation.”
The IBM CEO report clearly showed that CEOs around the globe
have embraced collaboration and innovation.They understand that their
success will lie in their ability to continue to add value in new ways, in new
markets and with new products and services.AnARC report says that,new
product innovation usually plays the most prominent role in determining
success and sustainability year after year
HCL thus created a 3 step innovation strategy based on past experience.
With senior management buy-in and process oriented solution,the strategy
is self sustaining,reliable and converts concept to reality.
76%
14%
10%
Yes 76%
No 14%
Not Sure 10%
“Connectivity, IT solutions, continued
evolution of battery/power longevity are
major technical challenges shaping the
industry. Also completely new
innovation is taking longer to develop”
VP R&D,
Top 10 Medical Devices Company
Most companies today expect IT to play a central role in driving innovation.
It is also equally important for conservative technology adopters to unleash
creativity to drive innovation.While all agree that innovative solutions can
help them create a differentiator in the market, most of them are at a loss
when the burden of day to day activity stifles their endeavor.
Krishnan Chatterjee,Head of Business Marketing,HCL opines that the only
way that innovation can be industrialized is when a number of ‘affirmative
actions’ come together and finally create the desired‘Impact’.
The only issue is how does an employee remain motivated to continue the
efforts.Also employees who aremotivated and seek to create the radical
changes feel the need to remain connected with each other.Also once the
idea has been generated, they need a streamlined process to convert the
idea to an actionable item.
Thus it has often been seen that after the strategy & innovatin evangelist
leaves the organization or gets other high priority items,the whole exercise
dwindles and comes to a screeching halt.
Challenges Faced
4342
43

3 way Innovation Process - Method - R&D ROI+
Product Architecture
VLSI Services
CAD/CAE/Testing
Board Design
Embedded Engineering
Software Engineering
Cardiovascular
General surgery
Urology & Diabetic care
Orthopedics
Bedside Equipments & Others
Medical Imaging
ProductEngineering
TherapeuticSegments
Right Product Future-centric Investments
Full Product
Lifecycle Services
Application & Infrastructure
Management Practices
Investments in IP and
Infrastructure
Vertical and Market
Domain know-how
Ecosystem
Partnership
Create Market
Opportunities
Full Lifecycle
Services
Realize
Innovation
Component
Development
Exploit
Capabilities
11000 HCLites 900 HCLites
Most companies today have standard product-development processes,with
disciplined time lines, strict design reviews, "gates" to decision making, and
cross-functional development teams.While these changes have made the
development of new products much more efficient, further improvements
are returning smaller gains.
On the other end of the spectrum are thought leaders, innovators,
intelligent individuals spread across the globe.
“The biggest hurdle was bridging the gap between process oriented
companies and innovators.Thus an Innovation Hub has been designed that
would be in between the two extremes” says Aniruddho Mukherjee,
Strategic Initiatives Evangelist, HCL Technologies. The hub would be a
common platform where senior executives, analysts, thought leaders,
engineers,doctors & individual innovators can have a 2 way communication
and discuss technological trends and share best practices. Here concepts
will be converted to reality.People will be made accountable and will create
business aligned solutions.
3 way Innovation Process - Idea - Innovation Hub
Industry Exposure
Work with
Leading companies
Real
time
project
Tap the
potential
Best
practices
RecognitionAffordable
solutions
Med Device OEM Innovators
Innovation
HUB
4544
45
The introduction
of something
new or improved
2
1
3
Idea
MethodProduct
The introduction
of something
new or improved
2
1
3
Idea
MethodProduct

Case Study – Innovation in Medical Device R&D
The client is a leading device manufacturer.The company develops
and markets advanced medical devices across the globe for
minimally invasive and open surgical procedures
Product Overview
?The device is designed to provide safe sedation to the patients while
monitoring the vital signs during surgery
?Also need was felt to create a Automated Test Equipment for testing of
Class III medical devices during Manufacturing Process
Business Problem
?The client was looking at an extended R&D team to take a concept to the
realization of a product.
?Development of PC based DataAcquisition System
?Development ofAutomated test equipment
Solution
?A multi-functional, multi-skill team was created with the concept of
forming a core team. An onsite coordinator was positioned at the client
location for better coordination between the two teams.
?Communication with various peripherals namely Patient simulators,
Programmable power supply,Electronic load,Pressure gauge and External
equipments was incorporated
?Support at different phase of Manufacturing process, namely Assembly
process,Device testing process,Diagnostics process,Packaging.
?A team of doctors was got on the panel to understand the medical
requirements
?Expertise fromAeroAutomatedTesting Expertise was used to createATE
for the client
The design architecture is capable of absorbing all the changes over
a period of 5 years.IDE submission was done in 28 calendar days.
3 way Innovation Process - Product - Studio R&D
4746
47
START
Weekly Meeting
?Deliverables
?Risk
?Client R&D
?HCL R&D
?Client Marketing
END USER INPUTS
?Client Inputs for
HCL
Marketing Inputs
?Competitor
?Features
Stakeholder
?Client R&D
?HCL R&D
?Client MARKETING
?Client Procurement
STEP 3: R&D Innovation
Client and HCL
Discussions
Voice
of
Customer
Voice
of
Business
Dedicated Resource,
Quarterly output, Stored
Ideas, cross vertical
innovation & best practices,
Reusable components
Park The Idea
For Later
Search Patent
Database
Update Reusable
Component Database
Results
in
CHAOS
RISK BENEFIT ANALYSIS
COST BENEFIT ANALYSIS
GO /
NO GO
?
HCL Innovation Hub
Assign to Design
Engineering team
Verify and validate the design
ensure objectives have been met
Use Ideas from Studio R&D
Use R&D ROI+ framework to
get best ideas across industry verticals
GENERATE MULTIPLE CONCEPTS
Evaluate the innovation quotient
Of the concept
Brainstorm and select the best
Concept
Implementation
Phase 1
.
.
Implementation
Phase n
STEP 4STEP 5STEP 6
STEP 2
GO
NOGO
DOCUMENT
LESSONS LEARNT
The introduction
of something
new or improved
2
1
3
Idea
MethodProduct

Webinar Series – ‘Launching Medical Devices for Emerging Market’
Technology Perspective
1. Prof. (Dr.)A.K Ray, School of Medical Science &Technology, IIT
2. Pradep Nair ,Global Head Life Sciences Practice,HCL
3. Date – 20 January 2009
4. Time – 11 am -12 noon EST
End User Perspective
1. Dr. Vikram Sheel Kumar, Doctor Kares Hospital
2. Matthew Sawtell,Head Medical Devices Practice,HCL
3. Date – 20 February 2009
Business Perspective
1. Leading Analyst
2. Date – 20 March 2009
Medical Device Company perspective
1. Top 10 Medical Device Company
2. Date – 20April 2009
PARTICIPATE & BETHE CHANGE
4948
49

The Mentors drives collaboration, within the Innovation hub, through
social communities and creates the largest free-flowing discussion on the
interlinked future of business and technology
THE INNOVATION HUB
Chapter 4
5150
51
Technology has been a catalyst for many of the societal and business trends
that are shaping our future.These trends are coming full circle and now
require Senior executives,fresh minds and researchers to connect in order
to innovate.But why do we need people separated by distance to connect
and collaborate?
The benefits of online collaboration are:
?It reduces operational barriers to innovation and collaboration
?Several companies have offices in multiple cities and countries, thus it
becomes important to find ways to keep all the people working on a
project informed and engaged
?Collaboration of multiple minds increase the rate, amplitude and
importance of change, making value a function of responding with the
right solutions at both speed and scale.
The innovation hub,an online common platform,thus has been designed to
enable senior executives, analysts, thought leaders, engineers, doctors &
individual innovators to have a 2 way communication and discuss
technological trends and share best practices.
Here concepts will be converted to reality.People will be made accountable
and will create business aligned solutions.
Collaborate & Innovate

Mentors of the Innovation hub
?Post book launch & webinar,interested CTOs join the hub
Thought Leaders
?Balamurugan,Head Medical Device Practice,HCL
?Prof. (Dr.)A.K.Ray,Head SMST,IIT Kh
?Dr. Vikram Sheel Kumar
?Other thought leaders from Analyst Firms, International Technology &
Business institutes
Participants
?School of Medical Sciences &Technology,IIT Kharagpur
?Other technology institutes in US,UK,India &APAC
Innovation Hub Portal – under construction
Wave 1.0 - Innovation HubWave 1.0 - Innovation Hub
Editors
Mentor
?Seeks Solutions for Business Problems
?Coaches the Participants
“How do you improve Medical Device
interoperability & communication Interface?”
Editors
Thought Leader
?Leads the JointVision
?Infuses Energy
?Enables Collaboration
?Enables Knowledge Sharing
?Rank the ideas
The Innovation Lab (Participating team)
?Provide ideas
?Create Business cases
?Look at Best Practices
?Look at Re-use
?Bring in Domain / Technology
Response 1
Response 2
Research Institutes 1
Research Institutes n
5352
53

Wave 2.0 - Innovation Hub
Editors
Mentor
?Seeks Solutions for Real life medical Device Business Problems
?Detail of one Existing Product that has the potential to be
launched in 12 to 24 months in emerging markets is put up on
the site
?Mentor is looking for cost effective technical solution
Editors
Thought Leader
?Leads the JointVision
?Enables Collaboration
?Enables Knowledge Sharing
?Rank the solutions
?Shares his insight
The Innovation Lab (Participating team)
?Create Business cases
?Look at Best Practices
?Look at Re-use
?Create a unique solution using
existing technology
?Focus on emerging market
Response 1
Response 2
Research Institutes 1
Research Institutes n
Wave 2.0 - Innovation HUB – depending upon the feedback from wave 1.0
?Exclusive portal for medical devices executives, analysts, medical
doctors,research associates & engineers
?Participating Companies are encouraged to post 1 device each which
they want to launch in emerging market in next 12 to 24 months
?HCL ties up with IITs (premier Indian technology institute) & other
research institutes across the globe
?Participants post solutions with in 3 months. Due to password
protection only HCL ,participant,Mentor & CTO can view the solution
?Quarterly Communication initiated between CTOs, analysts &
academicians
?Top 20 technology solutions are selected based on technology solution
& business case.
?Prizes given to the top 5 solutions by HCL
?For theTop solution –HCL undertakes feasibility study
?Study is submitted to CTOs
?Vendor selected by CTO Creates the commercial version & 50% of
project cost is paid to research group.
?Best practices documented & it becomes a self sustaining Process.
5554
55

Analyst Speak on HCL
“HCL is the top choice for embedded systems engineering and product
development work”
?“HCL offers a range of product development services as part of their
wide offshore service lines bouquet
?HCL provides the full spectrum of R&D services,for which economy of
scale is the prime differentiator
?Most of their clients use them for product extension, management,
porting, and maintenance as well as for core product development in
select verticals”
HCL Technologies is ranked as Strong Positive on Technology, R&D and
Product Engineering Services
For companies that want to form a Joint Venture in India...HCL is a Top
Choice It is also a Top Choice for embedded systems engineering and
product development work
HCL has been ranked one of the top outsourcing providers
FORRESTER
FORRESTER
FORRESTER
FORRESTER
Tata Consultancy Services
KPIT CumminsKPIT Cummins
Wipro TechnologiesSatyam Computer
Services
Wipro Technologies
Infosys Technologies
L&T Infotech
Patni Computer Systems
HCL Technologies
SoftwareEngineeringR&D and embedded
Tata Consultancy Services
KPIT CumminsKPIT Cummins
Wipro TechnologiesSatyam Computer
Services
Wipro Technologies
Infosys Technologies
L&T Infotech
Patni Computer Systems
HCL Technologies
SoftwareEngineeringR&D and embedded
5756
57
Services Footprint Vertical PresenceServices Footprint Vertical Presence
Total Revenues $5.0 B
Clients 500
Employees 58000
Countries 20
Highlights
Total Revenues $5.0 B
Clients 500
Employees 58000
Countries 20
Highlights
HCL InfosystemsHCL Technologies
?Hindustan Computers
Limited (HCL) born
The HCL Heritage - A Powerful legacy of R&D and Innovation spanning 3 Decades
1978 1986 19981989 2001-02 2000-05 2005-06 2006 2007-08
?HCL successfully ships in-
house designed micro-
computer at the same
time as Apple – Indian
computer industry is born
?HCL becomes the largest
IT company in India
?Introduces multi-processor
Unix-3 years ahead of
“Sun” &“HP”
?HCL’s R&D and Technology
Services spun-off as HCL
Technologies-marks advent into
software services
?Services portfolio
enhanced to include
Enterprise services, BPO
services & Infrastructure
services
?Partnership models evolved to
JV’s & Strategic partnerships
?JV’s with Deutsche Bank, BT,
JAG, etc
?Mega Deals
?Multi-Services approach
enables leadership in
Emerging Services
?Consolidation of Transformation Services across
HCL to provide “Seamless
?Integrated Transformation Services” through
Enterprise Transformation Services
?Growth of Full Services
Outsourcing clients outpaces
other categories
?“IBM and the other multinationals
are becoming increasingly
nervous about HCL” - Economist
About HCL
BPO
EAS
Customer Application
(Industry Solution)
Infrastructure
Services
Enterprise Research &
Development Services
Telecom
Retail
M&E
LSH
Others
Hi-Tech
FS
15
13
11
36
25
16
8
6
6 6
30
28
1976

Reference
?Debunking The Offshore Product Innovation Illusion – Sudin Apte,
Forrester
?The Indian Healthcare Sector,Royal Danish Embassy,New Delhi,
?China Ministry of Health Information Centre,2003 National Healthcare
Development
?What Went Wrong With 'Pharmaco's' Innovation Program, Carol
Rozwell,Gartner
?Q&A for 'How Do I Drive Innovation and Get My Real Work Done?‘,
Susan Landry,Kathy Harris,Gartner
?The ergonomics of Innovation, Heyagreeva Rao & Robert Sutton ,The
McKinsey Quarterly
?http://online.wsj.com/public/resources/documents/bbemp-
20081107.pdf
?http://blogs.wsj.com/health/2008/11/07/wages-are-too-small-a-donkey-
to-carry-the-load-of-health-costs/
?http://content.healthaffairs.org/cgi/content/full/hlthaff.w4.31v1/DC1
?http://www.businessweek.com/technology/content/mar2008/tc200803
24_828167.htm?chan=top+news_top+news+index_top+story
?http://www.technomedica.com/TM-on-Russian-market.htm
?http://www.asianhhm.com/knowledge_bank/industryreports/medical-
devices_bric-nations.htm
?www.eksporttilindien.um.dk/NR/rdonlyres/52AEAE0C-6D1D-47F8-
A715-C66C5B981AD3/0/HealthcareSectorinIndia.pdf
?http://wistechnology.com/articles/4790/
?http://www.thehindubusinessline.com/2008/04/18/stories/2008041851
890400.htm
?http://edgeperspectives.typepad.com/edge_perspectives/2005/11/inno
vation_and_.html
?http://www.harvardir.org/articles/1767/2/
RaviVij, is the Head of Marketing of HCL Medical Devices Practice. With
over a decade of experience in sales of leading life sciences company, his
area of interest are organizational strategy and new initiatives generation.
He currently focuses on strategic initiatives for Life Sciences,Healthcare &
Chemical Practice for HCL in the US,Europe & APAC region.
Authors
Aniruddho Mukherjee,is the Strategic Initiatives Evangelist at HCL Medical
Devices Practice . A computer science engineer, Aniruddho is interested in
enhancing the human & device interface and has worked on the human
interface design of a ‘Heart rate monitor’. He is also trained on Six Sigma
and has been involved in Project & Portfolio Management initiatives of some
of the leading life sciences & healthcare companies located in the US,
Europe & APAC region.
5958
59

Name:
Designation:
Company Name:
Please select the webinar that you want to be a part of:
‘Launching Medical Device for Emerging Market’ Series
1. Technology Perspective, 20 January 09, 11 am -12 noon EST
2. End User Perspective,20 February 09,11 am -12 noon EST
3. Business Perspective, 20 March 09, 11 am -12 noon EST
4. Medical Device Company Perspective, 20 April 09, 11 am -12 noon EST
Do you want to be part of Innovation Hub – Yes No
Please describe a business problem that an Design Engineering & product development vendor
could potentially address in the next 6 months else email at lifesciences@hcl.in
&

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