At SCALEit Health Inspire, Hans Erik Henriksen from CompuGroup shared his deep insights to the U.S. Health industry.

1.
SCALEit
Inspire
Århus,
16.
August
2013
_________________________________
Keynote
indlæg
Hans
Erik
Henriksen
Business
Development
Manager
CompuGroup
Medical
Danmark
A/S
19/08/13
SCALEIt
Inspire
Århus,
16.
August
2013
1

2. Agenda
19/08/13
SCALEIt
Inspire
Århus,
16.
August
2013
2
• IntroducLon
to
CompuGroup
Medical
• USA
market
experience
• The
USA
healthcare
market
opportunity
• What
does
it
take
to
make
it
in
the
U.S.
?
• What
did
I
learn
?
• What
would
I
focus
on
if
I
started
building
a
company
?

3. " Best
provider
of
IT
soluDons
for
higher
quality
and
efficiency
in
the
healthcare
system
" Worldwide
market
leader
in
MIT
(Medical
InformaDon
Technology)
" High
profitability
and
30%
annual
growth
CompuGroup
Medical:
>385,000
customers
in
34
countries
19/08/13
SCALEIt
Inspire
Århus,
16.
August
2013
3
Goals
2011
Prel.
Results
2012
Customers
ca.
385,000
Revenue
€
397
M
€
451
M
EBITDA
€
73
M
€
105
M
Employees
ca.
3,600
Key
figures
n
=
19
countries
with
own
locaLons
n
=
addiLonal
15
countries
with
customers

4. Strategy
19/08/13
SCALEIt
Inspire
Århus,
16.
August
2013
4
InternaDonal
corporate
structure
with
strong
regional
presence
and
unique
coverage
of
healthcare
providers.
Coverage
Therapist
Rehab
Center
Insurance
Hospital
Pharmacy
Nursing
Service
Intelligent
connecDvity
of
all
parDcipants
on
the
basis
of
structured
medical
informaDon.
ConnecLvity
So[ware
Assisted
Medicine
(SAM)
for
more
efficiency,
for
greater
effecDveness
and
for
best
quality.
Decision
Support
CGM
LIFE
eSERVICES
based
on
vita-­‐X
technology.
PaLent
The
products
of
CompuGroup
Medical
help
to
increase
the
performance
of
healthcare
systems
by
approximately
15%
to
20%.

5. USA
market
experience
19/08/13
SCALEIt
Inspire
Århus,
16.
August
2013
5
B-­‐Data
IBM
Cetrea
IBM
• CEO 2008 - 2012
• Clinical Logistics
• 2008: 7 employees
– 2012: 38 empl.
• 80% of the Danish market
• International customers
• 2001 - 2008
• Healthcare Exec.,
• North East Europe
• Nordic
• Denmark
• ACURE due diligence
and Executive
• 1996-2001
• Director, Sales and
delivery
• Project Executive
• 1983 - 1996
• Healthcare Market
Oppt. Manager
• IBM Consulting Group
• Systems Engineer
• Avaleo: Chairman of the Board
IBM
US
project
IBM
WW
HC
strategy
EHR
project
based
on
Danish
assets
Cetrea
US
entry
2010-­‐2012

6. The
signing
of
the
PaLent
ProtecLon
and
Affordable
Care
Act
(PPACA)
of
2010
will
drive
significant
change
for
the
United
States
healthcare
delivery
model
Availability
of
affordable,
value
based
care
for
the
majority
of
Americans
While
reducing
costs
Access
Affordability

7. Key
highlights
• Establishes
health
insurance
exchanges
(new
markets
that
provide
economies
of
scale,
product
choice,
and
risk
pooling
of
large
firms
for
individuals
and
small
businesses)
• Expands
coverage
through
the
Medicaid
program
• Provides
premium
subsidies
for
persons
living
below
400%
of
Federal
Poverty
Guidelines
• Assures
guaranteed
coverage
and
also
prohibits
health
status
premium
adjustments
• Requires
most
Americans
to
have
health
insurance
and
creates
individual
and
employer
penalDes
for
people
without
coverage
• Will
be
funded
through
Medicare
and
Medicaid
spending
reducLons,
addiDonal
Federal
tax
revenue
and
penalDes

8. Affordability
will
require
major
changes
in
US
care
delivery
Increase
Health
Care
Value
Improve
Quality
Reduce
Costs
and
Spending
Accountable
Care
OrganizaLons
Bundled
Payments
for
Services
Medical
Home
Pay
for
Performance
(Health
exchanges)
Electronic
Quality
ReporDng
Electronic
Health
Records
Electronic
Sharing
and
Exchange
of
Health
InformaDon
Goals
IniDaDves
Health
IT

9. Obama
administraLon
subsidiaries
through
EHR
Meaningful
Use
cerLficaLon
is
a
key
driver
• 2011-2014: EMR’s and EMR implementation
• 2014-2016: E-health
• 2015- :
• Patient Medical Home
• Wellfare Technology

10. What
does
it
take
to
make
it
in
the
USA
?
19/08/13
SCALEIt
Inspire
Århus,
16.
August
2013
10
• The
right
product
• Truly
innovaDve
and
unique
• With
the
right
organizaDon
• Sales
organizaDon
in
the
US
is
not
enough
• NavigaDng
business
partners
and
compeDtors
• Why
will
a
business
partner
sell
your
product
?
• How
will
compeDtors
react
?
”Me
too”
?
• Patent
protecDon
strategy
• Product
cerDficaDons

11. What
did
I
learn
?
19/08/13
SCALEIt
Inspire
Århus,
16.
August
2013
11
• Investment
is
not
an
issue
if
you
have
the
right
product
• A
Danish
background
is
a
big
advantage
• Denmark
reputaDon
• Danish
Trade
Council
support
and
Silicon
Valley
InnovaDon
Center
• PenetraDng
the
US
market
takes
Dme
• The
right
sales
organizaDon
is
crucial

12. What
would
I
focus
on
if
I
started
building
a
company
?
19/08/13
SCALEIt
Inspire
Århus,
16.
August
2013
12
• The
right
team,
organizaDon
and
board
• Mission,
Vision
and
Strategy
• Products
• Markets
• Company
• Focus
on
short
Dme
objecDves
• Product
referenceability
• DomesDc
market
• InternaDonal
markets
• Start
out
in
Denmark
?
• Strong
domesDc
market
for
advanced
healthcare-­‐IT
• Seed
funding
• EU
tender
rules
• Start
out
in
the
U.S.
?
• Investments
• Early
technology
adopters
• Market
and
culture
experience

13. Agenda
19/08/13
SCALEIt
Inspire
Århus,
16.
August
2013
13
• IntroducLon
to
CompuGroup
Medical
• USA
market
experience
• The
USA
healthcare
market
opportunity
• What
does
it
take
to
make
it
in
the
U.S.
?
• What
did
I
learn
?
• What
would
I
focus
on
if
I
started
building
a
company
?