Specialist
Former director at Cerner Corp (Oracle Cerner)
Agenda
- Trends and developments in the population health management market
- Shift to value-based care, bundled payment arrangements and value-add of population health management capabilities
- Key players and vendors’ relative capabilities
- Contract dynamics, pricing and renewal prospect analysis
- Outlook for H2 2022 and beyond, potential M&A activity and consolidation trends
Questions
1.
What are some major trends and drivers you’ve been following in the population health management software market over the past 12 months or so?
2.
What inning are we in with the broader shift to value-based healthcare from fee-for-service? How has adoption been impacted by the coronavirus pandemic and an increased impetus to lower healthcare costs?
3.
How high are some of the migration costs from transitioning payment systems to process bundled payments models?
4.
Looking at care management costs, what savings or improved outcomes can be realised through precise population health management? I understand this is speculative and we’re still early adopters in the space, but could you outline the value-add of these software capabilities and what it looks like in practice?
5.
How do you assess the relative market opportunities for population health management vendors across end markets, perhaps considering providers, commercial payers, ACOs [accountable care organisations], health systems, employers and so on? How do relative market sizes, applications, growth runways and use cases differ?
6.
How are you viewing the broader growth runway or attractiveness within the verticals you mentioned? In which markets do you think we’ll see sustained increased demand for population health management capabilities?
7.
Could you outline contracting dynamics as they relate to population health management vendors? I understand these are relatively lengthy contracts. How might that impact customer vendor selection and stickiness, perhaps looking at the payer or provider markets, given those seem most prominent?
8.
What are the key pricing considerations? How are vendors agreeing on pricing when care management cost reductions are realised over time?
9.
How high are some of the technology and implementation costs to get customers up and running on the platforms, and how are vendors optimising implementation?
10.
How are population health companies approaching aggregating silos of data and making them more interoperable across platforms?
11.
Are there any point solutions vendors or broader EMR [electronic medical record] platforms that you consider ahead of the curve from an interoperability standpoint?
12.
Could you discuss how novel and innovative technologies such as machine learning and AI are being utilised to better predict patient health outcomes?
13.
What are some of the biggest hurdles posed by patient engagement challenges to population health vendors and how reliant are they on patient engagement to better inform their capabilities?
14.
What are some of the challenges around monetising data assets in risk capitation arrangements?
15.
Do you see any obvious pain points over patient data collection or sharing, particularly in the employer market? What developments are you monitoring out of HIPAA [Health Insurance Portability and Accountability Act] or BPCIA [Biologics Price Competition and Innovation Act] that could materially impact the population health regulatory landscape?
16.
How do you assess the competitive dynamics across the point solutions vendors and larger EMR platforms such as Epic Systems or Cerner? How much competitive overlap do they have and what risks do the larger EMR players pose?
17.
How are customers weighing the quality or precision of the analytics vs perhaps a ‘good enough’ offering running alongside an EMR platform that may cost little to nothing?
18.
How do you expect consolidation to play out over the next couple of years? Who do you see as likely aggregators considering health plans, payers, EMR companies, private investors and so on?
19.
Where do you see the most opportunity for private capital as it relates to population health management? Is this an attractive space for private investors to deploy resources in, and if so, why?
20.
For investors looking to make returns in the population health management space, how would you juxtapose the approach of betting on a single solutions vendor vs the roll-up dynamic? Does that differ at all depending on end market, such as with primary care vs commercial health plan vs risk-bearing health systems, etc?
