Former executive at RedBrick Health Corp
- Key trends and developments in consumer health employer market platforms – Virgin Pulse, Sharecare, RedBrick and Castlight (NYSE: CSLT)
- Value proposition and margin profile of major business lines
- Major consumer health players – comparative analysis, market shares and relative differentiation
- Outlook for H2 2021, market share dynamics and consolidation trends
What major trends and developments have you been following in the consumer health platform and healthcare solutions markets over the past year or so?
Are there any lingering impacts from coronavirus still affecting the consumer health market? How would you describe employer willingness to spend on digital health solutions in the pandemic’s latter stages?
Could you break down the market by customer segment? Which employer demographics are the most and least penetrated? How does the market opportunity differ between each?
How might the industry-wide adoption of telehealth trickle down to affect digital consumer health landscape? Would you consider it a material tailwind for these companies?
To what extent has the pandemic shifted the focus to government end markets, given some of the macro population shifts from commercial to government insurance due to unemployment?
What is important for us to understand about employer contract stickiness? How high are the switching costs for an employer to move between vendors?
Is there anything else worth mentioning about the role of benefits influencers and consultants in affecting employer decisions? How do the major players compare in regards to influencer and consultant relationships?
What are the most significant KPIs or quality benchmarks used to demonstrate the efficacy of digital health products?
Which digital consumer health segments are you most bullish on from a payer or employer receptiveness standpoint? Are there any vendor categories that you expect to accelerate – perhaps wellness solutions, digital therapeutics, musculoskeletal, or behavioural health?
How are pricing dynamics trending in digital consumer health? Are most platforms using a PEPM [per employee-per-month] model to price their offerings?
How much leverage is there to incrementally raise PEPM prices? How much does employee utilisation or engagement factor in here?
Are we seeing any downward pricing pressure due to market saturation or reduced employer wellness spend?
Could you break down the competitive landscape, perhaps by product offering or customer demographic? Who are the major players in each segment, and how are they differentiated?
How might market saturation translate into consolidation? Who would you expect to be likely strategic buyers? Which names or segments could be ripe for acquisition?
How do you assess Amwell’s approach in telehealth vs Teladoc? Could you highlight any difference in their go-to-market strategies or positioning?
What are your thoughts on Virgin Pulse’s efforts to aggregate its offerings to provide a full solution suite via partnerships and acquisitions? Do you anticipate any challenges to integrating such a wide breadth of solutions under one umbrella?
You mentioned earlier that upstream players are aiming to integrate telehealth elements into their solutions, while telehealth players want to incorporate preventative solutions. How do you expect this dynamic to affect the consolidation landscape? Would you expect telehealth players to be the acquirers?
Is there anything we haven’t discussed that might be important to highlight?
What is your 12-18-month outlook for the digital consumer health market? What are the most important factors to monitor over that time frame?
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