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Team 09
Stephane Meystre
Jeremiah Jones
Greg Jones
Unlocking the unstructured data in the
Electronic Health Record, producing actionable
information
TAM of 900k users at $3.85B
Targeting 30k users at $60M
-2-
Team members
Stephane Meystre, C-level
• Physician, Faculty in Biomedical Informatics (U of Utah)
• Clinacuity, Inc. Founder and CEO
• Long experience with NLP and clinical narratives
Jeremiah Jones, Industry expert
• Engineer and MBA, Resident Venture Developer for U of
Utah
• Co-founded multiple businesses (Techuity, Sentius, Madra
...)
• Experienced business leader specialized in tech
commercialization
Greg Jones, PI:
• Engineer and MBA, Associate Director SCI and AVP for
Research
• Clinacuity, Inc. Director
• Extensive software dev, business creation and
commercialization
We talked to 106 customers (86 face-to-face)
Weekly average of about 12 interviews
-3-
Business Model Canvas Original Idea
-4-
Business Model Canvas Original Idea
-5-
What we did
We talked to > 100 potential customers or experts related to our
business:
19
Healthcar
e
executive
s
40
EHR
users
8
Vendors
23
Industry
executiv
es
16
R&D,
coder
s, etc.
-6-
What we did
We talked to > 100 potential customers or experts related to our
business:
19
Healthcar
e
executive
s
40
EHR
users
8
Vendors
23
Industry
executiv
es
16
R&D,
coder
s, etc.
-7-
LaunchPad Central
Va lu e Pr op osit ion s
 Up to 20x faster patient chart
review
 10x faster problem list entry
Lower risk of m issed inform ation
(5x m ore com plete problem list)
Meaningful use certification
com pliance (for the problem list)
Cu st ome r Re la t ion sh ip s
Personal assistance (sales &
support)
Cu st ome r Se g me n t s
EHR user - Hospital - Inpatient -
Specialist
EHR user - Hospital - Outpatient -
Specialist
EHR user - Hospital - Outpatient -
Prim ary care
EHR user - Hospital - Inpatient -
Prim ary care
CIO, CMIO
EHR user - Practice - Specialist
EHR user - Practice - Prim ary
care
EHR vendor busdev (as optional
feature)
Case m anagers/Coders
Ch a n n e ls
Sales force
Partners (EHR vendors/resellers)
What we did: Value Proposition
-8-
What we found: Value Proposition for EHR users
• Obtaining a complete overview of a a patient takes far too
long from at least 10 minutes to …“a complex patient
sometimes takes up to 1 week to review!”
• Maintaining the problem list is too time-consuming
-9-
What we found: Value Proposition for EHR users
• Obtaining a complete overview of a a patient takes far too
long from at least 10 minutes to …“a complex patient
sometimes takes up to 1 week to review!”
• Maintaining the problem list is too time-consuming
10x faster
coded
problem entry
up to 25x faster
patient chart
review
-10-
What we found: Value Proposition for EHR users
• Obtaining a complete overview of a a patient takes far too
long from at least 10 minutes to …“a complex patient
sometimes takes up to 1 week to review!”
• Maintaining the problem list is too time-consuming
10x faster
coded
problem entry
up to 25x faster
patient chart
review
VPs each validated by more than 30 potential customers: This
would be big! …Could be enormously valuable! …Would be
very valuable …Would be most useful! …etc.
-11-
What we did: Value Proposition for EHR users
Automatically extracts problems and allergies in real-time from
all narrative text documents in the EHR
Congestive heart failure
Renal insufficiency
Allergy to cephalosporins
CliniWiz
-12-
What we did: Value Proposition for EHR users
MVP
-13-
What we did: Value Proposition for EHR users
MVP
-14-
LaunchPad Central
Va lu e Pr op osit ion s
 Up to 20x faster patient chart
review
 10x faster problem list entry
Lower risk of m issed inform ation
(5x m ore com plete problem list)
Meaningful use certification
com pliance (for the problem list)
Cu st ome r Re la t ion sh ip s
Personal assistance (sales &
support)
Cu st ome r Se g me n t s
EHR user - Hospital - Inpatient -
Specialist
EHR user - Hospital - Outpatient -
Specialist
EHR user - Hospital - Outpatient -
Prim ary care
EHR user - Hospital - Inpatient -
Prim ary care
CIO, CMIO
EHR user - Practice - Specialist
EHR user - Practice - Prim ary
care
EHR vendor busdev (as optional
feature)
Case m anagers/Coders
Ch a n n e ls
Sales force
Partners (EHR vendors/resellers)
What we found: Customer Segments
-15-
What we found: Customer Segments
Complex customer segments in healthcare organizations
Physicians,
NPs, PAs
User
-16-
What we found: Customer Segments
Complex customer segments in healthcare organizations
Physicians,
NPs, PAs
EHR Liaison
CMIO,
Tech.
Assess.
Committee
Physician
Leaders
CIO,
IT committee
Finance
Director
CFO COO
Purchasing,
Legal
ITS
Decision-Maker
Economic Buyer
Saboteur
Influencer
User
-17-
What we found: Customer Segments
Complex customer segments in healthcare organizations
Physicians,
NPs, PAs
EHR Liaison
CMIO,
Tech.
Assess.
Committee
Physician
Leaders
CIO,
IT committee
Finance
Director
CFO COO
Purchasing,
Legal
ITS
Decision-Maker
Economic Buyer
Saboteur
Influencer
User
Inpatient -
Specialist
Inpatient –
Medicine/Ped.
Outpatient –
Specialist
Outpatient –
Primary care
-18-
What we found: Customer Segments
Complex customer segments in healthcare organizations
Physicians,
NPs, PAs
EHR Liaison
CMIO,
Tech.
Assess.
Committee
Physician
Leaders
CIO,
IT committee
Finance
Director
CFO COO
Purchasing,
Legal
ITS
Decision-Maker
Economic Buyer
Saboteur
Influencer
User
Inpatient -
Specialist
Inpatient –
Medicine/Ped.
Outpatient –
Specialist
Outpatient –
Primary care
-19-
What we found: Customer Segments
Customer archetype: Inpatient EHR user –
Specialist Interventional Radiologist
Male, 40-65 years old
Attending physician, specialist
Not the buyer, but the
champion
Motivations: Less time using
EHR and more with patient;
Easy clinical documentation;
High risk patient care; See
more patients; Optimize
revenue.
Influenced by: Department
chair, Peers, Scientific
knowledge (journals, web)
-20-
EHR integration partner (e.g., Sansoro Health)
Provider of clinical data (for training and testing)
e.g., hospital
EHR vendor
Financial m anagem ent
Software developm ent and testing
AI/NLP developm ent and testing
Custom integrations
Custom er engagem ent and support
Ke y Re sou r ce s
Software developers
IP rights
EHR integration
Com puting pow er (IaaS)
Sales and Field Engineers
What we found: Key Resources
-21-
What we found: Key Resources
-22-
What we found: Key Resources
-23-
LaunchPad Central
Ke y Pa r t n e r s
EHR integration partner (e.g., Sansoro Health)
Provider of clinical data (for training and testing)
e.g., hospital
EHR vendor
Ke y Act ivit ie s
Financial m anagem ent
Software developm ent and testing
AI/NLP developm ent and testing
Custom integrations
Custom er engagem ent and support
Ke y Re sou r ce s
Software developers
IP rights
EHR integration
Com puting pow er (IaaS)
What we found: Key Partners
-24-
Integration with commercial EHRs:
Partners for integration and sales channels:
What we found: Key Partners
End user (EHR user)
Buyer
(CFO,
CIO)
Epic App
Store?
Development and Channel
partner
R&D,G&A
,S
Profit Reseller
fee
[30%]
Discount
[10%]
$15,000 $15,00
0
$15,000 $5,000
Final price: $45,000
-25-
Here is what we will do next
• The pain is more severe than we thought
• This is a viable business, and we plan to
pursue as a “GO with minimal pivot”
• Next step is STTR Phase II grant application, with
– Further business model investigation and refinement
– Integration into an EHR (Epic EpicCare, with Sansoro Health, at
the Huntsman Cancer Institute and University of Utah Hospital)
– Improvement of accuracy and processing speed
– Improvement of generalizability and adaptability
– Development of an advanced visualization interface for the local
adaptation of the system
– Code review, robustness, and delivery improvements
– Market analysis and communication
-26-
Business Model Canvas Evolution – 1
-27-
LaunchPad Central
Ke y Pa r t n e r s
EHR integration
partner
(TransformativeMed
Cloud-based
computing (e.g.,
Amazon EC2)
Provider of
clinical data (for
training and
Ke y Act ivit ie s
Software
development
Installation and
local adaptation
Evaluation and
testing
Va lu e Pr op os it ion s
Complete rapid
overview of
patient facts
Improved
convenience and
usability to
Improved
performance with
faster problem
Lower risk of
missed
information
Meaningful use
certification
support
Cu s t om e r Re la t ion s h ip s
Personal
assistance (sales
& support)
Cu s t om e r Se g m e n t s
Hospital EHR
users
Physician group
EHR users
CIO, CMIO
Case
managers/Coders
Clinical trial
researchers
Retrospective
clinical
researchers
EHR vendors (as
optional feature)
Ke y Re s ou r ce s
Software
developers
IP rights
EHR integration
Computing power
Ch a n n e ls
Sales force
Partners (EHR
vendors/resellers)
Cos t St r u ct u r e
Software development (HR)
Installation and support (HR)
License royalties
Re ve n u e St r e a m s
Sale (fixed price determined by install. size, savings,
and avoided penalties)
Service fee (installation, local adaptation, support)
Royalties
Sublicense fees
Business Model Canvas Evolution - 2
-28-
LaunchPad Central
Ke y Pa r t n e r s
EHR integration
partner
(TransformativeMed
Cloud-based
computing (e.g.,
Amazon EC2)
Provider of
clinical data (for
training and
EHR vendor
Ke y Act ivit ie s
Software
development
Installation and
local adaptation
Evaluation and
testing
Va lu e Pr op os it ion s
Enable up to
20x faster
patient chart
10x faster
problem list entry
Lower risk of
missed
information (5x
Meaningful use
certification
compliance (for
Cu s t om e r Re la t ion s h ip s
Personal
assistance (sales
& support)
Cu s t om e r Se g m e n t s
Hospital EHR
users
Physician group
EHR users
CIO, CMIO
Clinical trial
researchers
EHR vendor
busdev (as
optional feature)
Retrospective
clinical
researchers
Case
managers/Coders
Ke y Re s ou r ce s
Software
developers
IP rights
EHR integration
Computing power
Ch a n n e ls
Sales force
Partners (EHR
vendors/resellers)
Cos t St r u ct u r e
Software development (HR)
Installation and support (HR)
License royalties
Re ve n u e St r e a m s
Sale (fixed price determined by install. size, savings,
and avoided penalties)
Service fee (installation, local adaptation, support)
Royalties
Sublicense fees
Business Model Canvas Evolution - 3
-29-
Business Model Canvas Evolution - 4
-30-
LaunchPad Central
Ke y Pa r t n e r s
EHR integration
partner
(TransformativeMed
Provider of
clinical data (for
training and
EHR vendor
Ke y Act ivit ie s
Financial
management
Software
development and
testing
AI/NLP
development and
testing
Custom
integrations
Customer
engagement and
support
Freedom to
operate and IP
protection
Va lu e Pr op os it ion s
Enable up to 20x
faster patient
chart review
10x faster
problem list entry
Lower risk of
missed
information (5x
Meaningful use
certification
compliance (for
Cu s t om e r Re la t ion s h ip s
Personal
assistance (sales
& support)
Cu s t om e r Se g m e n t s
EHR user -
Hospital -
Inpatient -
EHR user -
Hospital -
Inpatient -
EHR user -
Hospital -
Outpatient -
EHR user -
Hospital -
Outpatient -
EHR user -
Practice - Primary
care
EHR user -
Practice -
Specialist
CIO, CMIO
EHR vendor
Ke y Re s ou r ce s
Software
developers
IP rights
EHR integration
Computing power
(IaaS)
Sales and Field
Engineers
AI/NLP
scientists
Ch a n n e ls
Sales force
Partners (EHR
vendors/resellers)
Cos t St r u ct u r e
Software development (HR)
Installation and support (HR)
License royalties
Re ve n u e St r e a m s
Sale (fixed price determined by install. size, savings,
and avoided penalties)
Service fee (installation, local adaptation, support)
Royalties
Sublicense fees
Business Model Canvas Evolution - 5
-31-
LaunchPad Central
Ke y Pa r t n e r s
EHR integration
partner (e.g.,
TransformativeMed
Provider of
clinical data (for
training and
EHR vendor
Ke y Act ivit ie s
Financial
management
Software
development and
testing
AI/NLP
development and
testing
Custom
integrations
Customer
engagement and
support
Freedom to
operate and IP
protection
Va lu e Pr op os it ion s
Enable up to 20x
faster patient
chart review
10x faster
problem list entry
Lower risk of
missed
information (5x
Meaningful use
certification
compliance (for
Cu s t om e r Re la t ion s h ip s
Personal
assistance (sales
& support)
Cu s t om e r Se g m e n t s
EHR user -
Hospital -
Inpatient -
EHR user -
Hospital -
Outpatient -
EHR user -
Hospital -
Outpatient -
EHR user -
Hospital -
Inpatient -
EHR user -
Practice -
Specialist
EHR user -
Practice - Primary
care
CIO, CMIO
EHR vendor
Ke y Re s ou r ce s
Software
developers
IP rights
EHR integration
Computing power
(IaaS)
Sales and Field
Engineers
AI/NLP scientists
HIPAA-
compliant data
store
Ch a n n e ls
Sales force
Partners (EHR
vendors/resellers)
Cos t St r u ct u r e
Software development (HR)
Installation and support (HR)
License royalties
Re ve n u e St r e a m s
Sale (fixed price determined by install. size, savings,
and avoided penalties)
Service fee (installation, local adaptation, support)
Royalties
Sublicense fees
Business Model Canvas Evolution - 6
-32-
LaunchPad Central
Ke y Pa r t n e r s
EHR integration
partner (e.g.,
Sansoro Health)
Provider of
clinical data (for
training and
EHR vendor
Ke y Act ivit ie s
Financial
management
Software
development and
testing
AI/NLP
development and
testing
Custom
integrations
Customer
engagement and
support
Freedom to
operate and IP
protection
Va lu e Pr op os it ion s
Up to 20x
faster patient
chart review
10x faster
problem list entry
Lower risk of
missed
information (5x
Meaningful use
certification
compliance (for
Cu s t om e r Re la t ion s h ip s
Personal
assistance (sales
& support)
Cu s t om e r Se g m e n t s
EHR user -
Hospital -
Inpatient -
EHR user -
Hospital -
Outpatient -
EHR user -
Hospital -
Outpatient -
EHR user -
Hospital -
Inpatient -
EHR user -
Practice -
Specialist
EHR user -
Practice - Primary
care
CIO, CMIO
EHR vendor
Ke y Re s ou r ce s
Software
developers
IP rights
EHR integration
Computing power
(IaaS)
Sales and Field
Engineers
AI/NLP scientists
HIPAA-compliant
data store
Ch a n n e ls
Sales force
Partners (EHR
vendors/resellers)
Cos t St r u ct u r e
Software development (HR)
Installation and support (HR)
License royalties
Re ve n u e St r e a m s
Sale (fixed price determined by install. size, savings,
and avoided penalties)
Service fee (installation, local adaptation, support)
Royalties
Sublicense fees
Business Model Canvas Evolution - 7
-33-
LaunchPad Central
Ke y Pa r t n e r s
EHR integration
partner (e.g.,
Sansoro Health)
Provider of
clinical data (for
training and
EHR vendor
Ke y Act ivit ie s
Financial
management
Software
development and
testing
AI/NLP
development and
testing
Custom
integrations
Customer
engagement and
support
Freedom to
operate and IP
protection
Va lu e Pr op os it ion s
Up to 20x
faster patient
chart review
10x faster
problem list entry
Lower risk of
missed
information (5x
Meaningful use
certification
compliance (for
Cu s t om e r Re la t ion s h ip s
Personal
assistance (sales
& support)
Cu s t om e r Se g m e n t s
EHR user -
Hospital -
Inpatient -
EHR user -
Hospital -
Outpatient -
EHR user -
Hospital -
Outpatient -
EHR user -
Hospital -
Inpatient -
CIO, CMIO
EHR user -
Practice -
Specialist
EHR user -
Practice - Primary
care
EHR vendor
Ke y Re s ou r ce s
Software
developers
IP rights
EHR integration
Computing power
(IaaS)
Sales and Field
Engineers
AI/NLP scientists
HIPAA-compliant
data store
Ch a n n e ls
Sales force
Partners (EHR
vendors/resellers)
Cos t St r u ct u r e
Software development (HR)
Installation and support (HR)
License royalties
Re ve n u e St r e a m s
Sale (fixed price determined by install. size, savings,
and avoided penalties)
Service fee (installation, local adaptation, support)
Royalties
Sublicense fees
Business Model Canvas Evolution - 8
-34-
LaunchPad Central
Ke y Pa r t n e r s
EHR integration
partner (e.g.,
Sansoro Health)
Provider of
clinical data (for
training and
EHR vendor
Ke y Act ivit ie s
Financial
management
Software
development and
testing
AI/NLP
development and
testing
Custom
integrations
Customer
engagement and
support
Freedom to
operate and IP
protection
Va lu e Pr op os it ion s
Up to 20x
faster patient
chart review
10x faster
problem list entry
Lower risk of
missed
information (5x
Meaningful use
certification
compliance (for
Cu s t om e r Re la t ion s h ip s
Personal
assistance (sales
& support)
Cu s t om e r Se g m e n t s
EHR user -
Hospital -
Inpatient -
EHR user -
Hospital -
Outpatient -
EHR user -
Hospital -
Outpatient -
EHR user -
Hospital -
Inpatient -
CIO, CMIO
Ke y Re s ou r ce s
Software
developers
IP rights
EHR integration
Computing power
(IaaS)
Sales and Field
Engineers
AI/NLP scientists
HIPAA-compliant
data store
Ch a n n e ls
Sales force
Partners (EHR
vendors/resellers)
Cos t St r u ct u r e
Software development (HR)
Installation and support (HR)
License royalties
Re ve n u e St r e a m s
Sale (fixed price determined by install. size, savings,
and avoided penalties)
Sale (variable price, as portion of additional revenue)
Service fee (installation, local adaptation, support)
Royalties
Business Model Canvas Evolution - 9
First Pass Canvas
Low Fidelity MVP
Product/Market Fit
Left-side of the Canvas
Market Opportunity
High Fidelity MVP
Metrics That Matter
Right-side of the Canvas
Problem/Solution validation
Investment Readiness Level – Where we started
IRL 2
Investment Readiness Level – Where we ended
First Pass Canvas
Low Fidelity MVP
Product/Market Fit
Left-side of the Canvas
Market Opportunity
High Fidelity MVP
Metrics That Matter
Right-side of the Canvas
Problem/Solution validation
IRL 6-7
P
P
P P P P
PP

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Clinacuity I-Corps@NIH 121014

  • 1. Team 09 Stephane Meystre Jeremiah Jones Greg Jones Unlocking the unstructured data in the Electronic Health Record, producing actionable information TAM of 900k users at $3.85B Targeting 30k users at $60M
  • 2. -2- Team members Stephane Meystre, C-level • Physician, Faculty in Biomedical Informatics (U of Utah) • Clinacuity, Inc. Founder and CEO • Long experience with NLP and clinical narratives Jeremiah Jones, Industry expert • Engineer and MBA, Resident Venture Developer for U of Utah • Co-founded multiple businesses (Techuity, Sentius, Madra ...) • Experienced business leader specialized in tech commercialization Greg Jones, PI: • Engineer and MBA, Associate Director SCI and AVP for Research • Clinacuity, Inc. Director • Extensive software dev, business creation and commercialization We talked to 106 customers (86 face-to-face) Weekly average of about 12 interviews
  • 5. -5- What we did We talked to > 100 potential customers or experts related to our business: 19 Healthcar e executive s 40 EHR users 8 Vendors 23 Industry executiv es 16 R&D, coder s, etc.
  • 6. -6- What we did We talked to > 100 potential customers or experts related to our business: 19 Healthcar e executive s 40 EHR users 8 Vendors 23 Industry executiv es 16 R&D, coder s, etc.
  • 7. -7- LaunchPad Central Va lu e Pr op osit ion s  Up to 20x faster patient chart review  10x faster problem list entry Lower risk of m issed inform ation (5x m ore com plete problem list) Meaningful use certification com pliance (for the problem list) Cu st ome r Re la t ion sh ip s Personal assistance (sales & support) Cu st ome r Se g me n t s EHR user - Hospital - Inpatient - Specialist EHR user - Hospital - Outpatient - Specialist EHR user - Hospital - Outpatient - Prim ary care EHR user - Hospital - Inpatient - Prim ary care CIO, CMIO EHR user - Practice - Specialist EHR user - Practice - Prim ary care EHR vendor busdev (as optional feature) Case m anagers/Coders Ch a n n e ls Sales force Partners (EHR vendors/resellers) What we did: Value Proposition
  • 8. -8- What we found: Value Proposition for EHR users • Obtaining a complete overview of a a patient takes far too long from at least 10 minutes to …“a complex patient sometimes takes up to 1 week to review!” • Maintaining the problem list is too time-consuming
  • 9. -9- What we found: Value Proposition for EHR users • Obtaining a complete overview of a a patient takes far too long from at least 10 minutes to …“a complex patient sometimes takes up to 1 week to review!” • Maintaining the problem list is too time-consuming 10x faster coded problem entry up to 25x faster patient chart review
  • 10. -10- What we found: Value Proposition for EHR users • Obtaining a complete overview of a a patient takes far too long from at least 10 minutes to …“a complex patient sometimes takes up to 1 week to review!” • Maintaining the problem list is too time-consuming 10x faster coded problem entry up to 25x faster patient chart review VPs each validated by more than 30 potential customers: This would be big! …Could be enormously valuable! …Would be very valuable …Would be most useful! …etc.
  • 11. -11- What we did: Value Proposition for EHR users Automatically extracts problems and allergies in real-time from all narrative text documents in the EHR Congestive heart failure Renal insufficiency Allergy to cephalosporins CliniWiz
  • 12. -12- What we did: Value Proposition for EHR users MVP
  • 13. -13- What we did: Value Proposition for EHR users MVP
  • 14. -14- LaunchPad Central Va lu e Pr op osit ion s  Up to 20x faster patient chart review  10x faster problem list entry Lower risk of m issed inform ation (5x m ore com plete problem list) Meaningful use certification com pliance (for the problem list) Cu st ome r Re la t ion sh ip s Personal assistance (sales & support) Cu st ome r Se g me n t s EHR user - Hospital - Inpatient - Specialist EHR user - Hospital - Outpatient - Specialist EHR user - Hospital - Outpatient - Prim ary care EHR user - Hospital - Inpatient - Prim ary care CIO, CMIO EHR user - Practice - Specialist EHR user - Practice - Prim ary care EHR vendor busdev (as optional feature) Case m anagers/Coders Ch a n n e ls Sales force Partners (EHR vendors/resellers) What we found: Customer Segments
  • 15. -15- What we found: Customer Segments Complex customer segments in healthcare organizations Physicians, NPs, PAs User
  • 16. -16- What we found: Customer Segments Complex customer segments in healthcare organizations Physicians, NPs, PAs EHR Liaison CMIO, Tech. Assess. Committee Physician Leaders CIO, IT committee Finance Director CFO COO Purchasing, Legal ITS Decision-Maker Economic Buyer Saboteur Influencer User
  • 17. -17- What we found: Customer Segments Complex customer segments in healthcare organizations Physicians, NPs, PAs EHR Liaison CMIO, Tech. Assess. Committee Physician Leaders CIO, IT committee Finance Director CFO COO Purchasing, Legal ITS Decision-Maker Economic Buyer Saboteur Influencer User Inpatient - Specialist Inpatient – Medicine/Ped. Outpatient – Specialist Outpatient – Primary care
  • 18. -18- What we found: Customer Segments Complex customer segments in healthcare organizations Physicians, NPs, PAs EHR Liaison CMIO, Tech. Assess. Committee Physician Leaders CIO, IT committee Finance Director CFO COO Purchasing, Legal ITS Decision-Maker Economic Buyer Saboteur Influencer User Inpatient - Specialist Inpatient – Medicine/Ped. Outpatient – Specialist Outpatient – Primary care
  • 19. -19- What we found: Customer Segments Customer archetype: Inpatient EHR user – Specialist Interventional Radiologist Male, 40-65 years old Attending physician, specialist Not the buyer, but the champion Motivations: Less time using EHR and more with patient; Easy clinical documentation; High risk patient care; See more patients; Optimize revenue. Influenced by: Department chair, Peers, Scientific knowledge (journals, web)
  • 20. -20- EHR integration partner (e.g., Sansoro Health) Provider of clinical data (for training and testing) e.g., hospital EHR vendor Financial m anagem ent Software developm ent and testing AI/NLP developm ent and testing Custom integrations Custom er engagem ent and support Ke y Re sou r ce s Software developers IP rights EHR integration Com puting pow er (IaaS) Sales and Field Engineers What we found: Key Resources
  • 21. -21- What we found: Key Resources
  • 22. -22- What we found: Key Resources
  • 23. -23- LaunchPad Central Ke y Pa r t n e r s EHR integration partner (e.g., Sansoro Health) Provider of clinical data (for training and testing) e.g., hospital EHR vendor Ke y Act ivit ie s Financial m anagem ent Software developm ent and testing AI/NLP developm ent and testing Custom integrations Custom er engagem ent and support Ke y Re sou r ce s Software developers IP rights EHR integration Com puting pow er (IaaS) What we found: Key Partners
  • 24. -24- Integration with commercial EHRs: Partners for integration and sales channels: What we found: Key Partners End user (EHR user) Buyer (CFO, CIO) Epic App Store? Development and Channel partner R&D,G&A ,S Profit Reseller fee [30%] Discount [10%] $15,000 $15,00 0 $15,000 $5,000 Final price: $45,000
  • 25. -25- Here is what we will do next • The pain is more severe than we thought • This is a viable business, and we plan to pursue as a “GO with minimal pivot” • Next step is STTR Phase II grant application, with – Further business model investigation and refinement – Integration into an EHR (Epic EpicCare, with Sansoro Health, at the Huntsman Cancer Institute and University of Utah Hospital) – Improvement of accuracy and processing speed – Improvement of generalizability and adaptability – Development of an advanced visualization interface for the local adaptation of the system – Code review, robustness, and delivery improvements – Market analysis and communication
  • 26. -26- Business Model Canvas Evolution – 1
  • 27. -27- LaunchPad Central Ke y Pa r t n e r s EHR integration partner (TransformativeMed Cloud-based computing (e.g., Amazon EC2) Provider of clinical data (for training and Ke y Act ivit ie s Software development Installation and local adaptation Evaluation and testing Va lu e Pr op os it ion s Complete rapid overview of patient facts Improved convenience and usability to Improved performance with faster problem Lower risk of missed information Meaningful use certification support Cu s t om e r Re la t ion s h ip s Personal assistance (sales & support) Cu s t om e r Se g m e n t s Hospital EHR users Physician group EHR users CIO, CMIO Case managers/Coders Clinical trial researchers Retrospective clinical researchers EHR vendors (as optional feature) Ke y Re s ou r ce s Software developers IP rights EHR integration Computing power Ch a n n e ls Sales force Partners (EHR vendors/resellers) Cos t St r u ct u r e Software development (HR) Installation and support (HR) License royalties Re ve n u e St r e a m s Sale (fixed price determined by install. size, savings, and avoided penalties) Service fee (installation, local adaptation, support) Royalties Sublicense fees Business Model Canvas Evolution - 2
  • 28. -28- LaunchPad Central Ke y Pa r t n e r s EHR integration partner (TransformativeMed Cloud-based computing (e.g., Amazon EC2) Provider of clinical data (for training and EHR vendor Ke y Act ivit ie s Software development Installation and local adaptation Evaluation and testing Va lu e Pr op os it ion s Enable up to 20x faster patient chart 10x faster problem list entry Lower risk of missed information (5x Meaningful use certification compliance (for Cu s t om e r Re la t ion s h ip s Personal assistance (sales & support) Cu s t om e r Se g m e n t s Hospital EHR users Physician group EHR users CIO, CMIO Clinical trial researchers EHR vendor busdev (as optional feature) Retrospective clinical researchers Case managers/Coders Ke y Re s ou r ce s Software developers IP rights EHR integration Computing power Ch a n n e ls Sales force Partners (EHR vendors/resellers) Cos t St r u ct u r e Software development (HR) Installation and support (HR) License royalties Re ve n u e St r e a m s Sale (fixed price determined by install. size, savings, and avoided penalties) Service fee (installation, local adaptation, support) Royalties Sublicense fees Business Model Canvas Evolution - 3
  • 29. -29- Business Model Canvas Evolution - 4
  • 30. -30- LaunchPad Central Ke y Pa r t n e r s EHR integration partner (TransformativeMed Provider of clinical data (for training and EHR vendor Ke y Act ivit ie s Financial management Software development and testing AI/NLP development and testing Custom integrations Customer engagement and support Freedom to operate and IP protection Va lu e Pr op os it ion s Enable up to 20x faster patient chart review 10x faster problem list entry Lower risk of missed information (5x Meaningful use certification compliance (for Cu s t om e r Re la t ion s h ip s Personal assistance (sales & support) Cu s t om e r Se g m e n t s EHR user - Hospital - Inpatient - EHR user - Hospital - Inpatient - EHR user - Hospital - Outpatient - EHR user - Hospital - Outpatient - EHR user - Practice - Primary care EHR user - Practice - Specialist CIO, CMIO EHR vendor Ke y Re s ou r ce s Software developers IP rights EHR integration Computing power (IaaS) Sales and Field Engineers AI/NLP scientists Ch a n n e ls Sales force Partners (EHR vendors/resellers) Cos t St r u ct u r e Software development (HR) Installation and support (HR) License royalties Re ve n u e St r e a m s Sale (fixed price determined by install. size, savings, and avoided penalties) Service fee (installation, local adaptation, support) Royalties Sublicense fees Business Model Canvas Evolution - 5
  • 31. -31- LaunchPad Central Ke y Pa r t n e r s EHR integration partner (e.g., TransformativeMed Provider of clinical data (for training and EHR vendor Ke y Act ivit ie s Financial management Software development and testing AI/NLP development and testing Custom integrations Customer engagement and support Freedom to operate and IP protection Va lu e Pr op os it ion s Enable up to 20x faster patient chart review 10x faster problem list entry Lower risk of missed information (5x Meaningful use certification compliance (for Cu s t om e r Re la t ion s h ip s Personal assistance (sales & support) Cu s t om e r Se g m e n t s EHR user - Hospital - Inpatient - EHR user - Hospital - Outpatient - EHR user - Hospital - Outpatient - EHR user - Hospital - Inpatient - EHR user - Practice - Specialist EHR user - Practice - Primary care CIO, CMIO EHR vendor Ke y Re s ou r ce s Software developers IP rights EHR integration Computing power (IaaS) Sales and Field Engineers AI/NLP scientists HIPAA- compliant data store Ch a n n e ls Sales force Partners (EHR vendors/resellers) Cos t St r u ct u r e Software development (HR) Installation and support (HR) License royalties Re ve n u e St r e a m s Sale (fixed price determined by install. size, savings, and avoided penalties) Service fee (installation, local adaptation, support) Royalties Sublicense fees Business Model Canvas Evolution - 6
  • 32. -32- LaunchPad Central Ke y Pa r t n e r s EHR integration partner (e.g., Sansoro Health) Provider of clinical data (for training and EHR vendor Ke y Act ivit ie s Financial management Software development and testing AI/NLP development and testing Custom integrations Customer engagement and support Freedom to operate and IP protection Va lu e Pr op os it ion s Up to 20x faster patient chart review 10x faster problem list entry Lower risk of missed information (5x Meaningful use certification compliance (for Cu s t om e r Re la t ion s h ip s Personal assistance (sales & support) Cu s t om e r Se g m e n t s EHR user - Hospital - Inpatient - EHR user - Hospital - Outpatient - EHR user - Hospital - Outpatient - EHR user - Hospital - Inpatient - EHR user - Practice - Specialist EHR user - Practice - Primary care CIO, CMIO EHR vendor Ke y Re s ou r ce s Software developers IP rights EHR integration Computing power (IaaS) Sales and Field Engineers AI/NLP scientists HIPAA-compliant data store Ch a n n e ls Sales force Partners (EHR vendors/resellers) Cos t St r u ct u r e Software development (HR) Installation and support (HR) License royalties Re ve n u e St r e a m s Sale (fixed price determined by install. size, savings, and avoided penalties) Service fee (installation, local adaptation, support) Royalties Sublicense fees Business Model Canvas Evolution - 7
  • 33. -33- LaunchPad Central Ke y Pa r t n e r s EHR integration partner (e.g., Sansoro Health) Provider of clinical data (for training and EHR vendor Ke y Act ivit ie s Financial management Software development and testing AI/NLP development and testing Custom integrations Customer engagement and support Freedom to operate and IP protection Va lu e Pr op os it ion s Up to 20x faster patient chart review 10x faster problem list entry Lower risk of missed information (5x Meaningful use certification compliance (for Cu s t om e r Re la t ion s h ip s Personal assistance (sales & support) Cu s t om e r Se g m e n t s EHR user - Hospital - Inpatient - EHR user - Hospital - Outpatient - EHR user - Hospital - Outpatient - EHR user - Hospital - Inpatient - CIO, CMIO EHR user - Practice - Specialist EHR user - Practice - Primary care EHR vendor Ke y Re s ou r ce s Software developers IP rights EHR integration Computing power (IaaS) Sales and Field Engineers AI/NLP scientists HIPAA-compliant data store Ch a n n e ls Sales force Partners (EHR vendors/resellers) Cos t St r u ct u r e Software development (HR) Installation and support (HR) License royalties Re ve n u e St r e a m s Sale (fixed price determined by install. size, savings, and avoided penalties) Service fee (installation, local adaptation, support) Royalties Sublicense fees Business Model Canvas Evolution - 8
  • 34. -34- LaunchPad Central Ke y Pa r t n e r s EHR integration partner (e.g., Sansoro Health) Provider of clinical data (for training and EHR vendor Ke y Act ivit ie s Financial management Software development and testing AI/NLP development and testing Custom integrations Customer engagement and support Freedom to operate and IP protection Va lu e Pr op os it ion s Up to 20x faster patient chart review 10x faster problem list entry Lower risk of missed information (5x Meaningful use certification compliance (for Cu s t om e r Re la t ion s h ip s Personal assistance (sales & support) Cu s t om e r Se g m e n t s EHR user - Hospital - Inpatient - EHR user - Hospital - Outpatient - EHR user - Hospital - Outpatient - EHR user - Hospital - Inpatient - CIO, CMIO Ke y Re s ou r ce s Software developers IP rights EHR integration Computing power (IaaS) Sales and Field Engineers AI/NLP scientists HIPAA-compliant data store Ch a n n e ls Sales force Partners (EHR vendors/resellers) Cos t St r u ct u r e Software development (HR) Installation and support (HR) License royalties Re ve n u e St r e a m s Sale (fixed price determined by install. size, savings, and avoided penalties) Sale (variable price, as portion of additional revenue) Service fee (installation, local adaptation, support) Royalties Business Model Canvas Evolution - 9
  • 35. First Pass Canvas Low Fidelity MVP Product/Market Fit Left-side of the Canvas Market Opportunity High Fidelity MVP Metrics That Matter Right-side of the Canvas Problem/Solution validation Investment Readiness Level – Where we started IRL 2
  • 36. Investment Readiness Level – Where we ended First Pass Canvas Low Fidelity MVP Product/Market Fit Left-side of the Canvas Market Opportunity High Fidelity MVP Metrics That Matter Right-side of the Canvas Problem/Solution validation IRL 6-7 P P P P P P PP

Notes de l'éditeur

  1. 4 ney: 2 don’t use the PL, 1 has someone else enter the data (nurse), 1 already developed his own tool to select codes faster
  2. Mention this was a functioning system
  3. Say that WE discovered this ecosystem
  4. Briefly: not considered as medical device Pause after this one
  5. Indirect channels, with partners (example for 50 users hospital yearly fee)
  6. Validated hypotheses in most Canvas building blocks