Payor Partnerships in Digital Health
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Securing relationships with payors is often stated as a must for digital health companies looking to gain credibility and scale. The inevitable question arrises 'who is going to pay for this and why?'. To help entrepreneurs and indeed innovative executives in large organisation to find business models they can emulate or even just communicate, we analysed partnership information (not investment) released since 2009 by Mobihealthnews and mapped them to the biggest 5 payors in the US.
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Payor Partnerships in Digital Health
- 2. • Humana were involved in the most relationships out of the payors analysed, as well as the only one to have announced relationships with a company at each funding stage (Seed to Public) • Aetna and Anthem had the most relationships with companies that were pre Series B • Healthcare technology solutions focused on chronic disease management & prevention were involved in the most relationships • Commercial Relationships (by direct offering) was the most frequently announced relationship type followed by pilot studies • Amwell was the only healthcare technology solution to maintain relationships with more than two payor organisations, while MDLive, Livongo and Kurbo Health announced relationships with two Key Takeaways
- 3. This presentation looks at 5 of the largest payors in the US based on net revenues and members (data as of April 2017) and their partnerships with digital health start ups. HealthXL analysed a total of 422 payor related articles (from Jan 2009 – January 2018) - information regarding their publicly released partnerships with digital health companies were extracted and analysed. 2016 Net Revenue: $184.8B Subscribers: 70 Million 2016 Net Revenue: $63.1 B Subscribers: 23.1 M 2016 Net Revenue: $39.7B Subscribers: 15 M 2016 Net Revenue: $89.1 B Subscribers: 39.9 Million 2016 Net Revenue: $54.3 B Subscribers: 14.2 Million Introduction
- 4. Seed Series A Series B Series C Series D Private Equity Public Commercial Relationship April 2015 Commercial Relationship April 2015 Research Partnership April 2015 Commercial Relationship January 2017 Pilot Program, Collaborative Partnership January 2018 Pilot Program July 2016 UnitedHealth Group: Relationship/Stage Engaged Commercial Relationship June 2017 Funding stage of the company when the relationship was announced
- 5. Solution Date Engaged Relationship Type Other Parties Headline Stage Engaged Amount Company Had Raised at Stage Engaged Already Have Significant Customer Base at that Stage Invested In At What Stage Amwell April 30, 2015 Commercial Relationship UnitedHealthcare now covers Doctor On Demand, American Well video visits too Series C 145.9 Yes N NA DoctoronDemand April 30, 2015 Commercial Relationship UnitedHealthcare now covers Doctor On Demand, American Well video visits too Series A 24 Yes N NA Wellpass (relationship with Voxiva before merging with Sensehealth) April 03, 2017 Commercial Relationship Sense Health, Voxiva merge to form Wellpass, an integrated messaging and patient engagement platform No Funding Information Available No Information Available N NA Fitbit April 06, 2015 Research Partnership AARP, Pfizer, UnitedHealthcare team up to research digital health usability for older consumers Series D 66 Yes N NA Fitbit January 03, 2017 Commercial Relationship, Employer UnitedHealthcare to offer customized Fitbit Charge 2 for incentive-based employee wellness program Public NA Yes N NA Fitbit January 12, 2018 Pilot Program, Collaborative Partnership Dexcom UnitedHealthcare, Dexcom to launch CGM pilot for Medicare Advantage members Public NA Yes N NA Vida July 05, 2016 Pilot Program Coaching app Vida helped 58 percent of a UnitedHealthcare cohort lose weight Series A 6.3 Yes N NA Aledade June 20, 2017 Commercial Relationship UnitedHealthcare ACO partnership gives Aledade a major boost Series B 74.5 Yes N NA UnitedHealth Group: Relationship Details
- 6. Seed Series A Series B Series C Series D Private Equity Public Pilot Program, Collaborative Partnership, Employer February 2016 Commercial Relationship October 2013 Commercial Relationship August 2016 Pilot Program July 2015 Pilot Program November 2015 Commercial Relationship March 2017 Commercial Relationship September 2015 Commercial Relationship November 2016 Humana: Relationship/Stage Engaged Commercial Relationship May 2016 Funding stage of the company when the relationship was announced
- 7. Solution Date Engaged Relationship Type Other Parties Headline Stage Engaged Amount Company Had Raised at Stage Engaged Already Have Significant Customer Base at that Stage Invested In At What Stage Propeller February 03, 2016 Pilot Program, Collaborative Partnership, Employer City of Louisville , Robert Wood Johnson Foundation Humana employees to join Propeller's Air Louisville study of asthma triggers Series C 49.9 Yes N NA Garmin October 02, 2013 Commercial Relationship Garmin dips toe into corporate wellness with API integrations Public NA Yes N NA eMindful August 10, 2016 Commercial Relationship Humana taps eMindful to add online mindfulness training for members Series B 13.3 No Information Available N NA Welkin July 14, 2015 Pilot Program Welkin Health gets $2M for disease management coaching tools, Humana pilot Seed 2 No N NA Omada November 13, 2015 Pilot Program Can 70-year-olds lose weight with digital health? Omada, Humana data says yes Series C 76.52 Yes Y Series C Quartet Health March 07, 2017 Commercial Relationship Humana will work with Quartet to improve mental healthcare for New Orleans Medicare members Series B 47 Yes N NA AMC Health July 25, 2013 Commercial Relationship AMC Health helps Humana manage CHF in Medicare population No Funding Information Available NA No Information Available N NA Kurbo Health September 29, 2015 Commercial Relationship Humana, Kurbo partner to help employers offer weight loss coaching to employees' kids Series A 5.8 No Information Available N NA MDLive November 07, 2016 Commercial Relationship Humana to offer MDLive telemedicine to some Medicare Advantage members Private Equity 73.6 Yes N NA Healthrageous October 07, 2013 Acquisition Humana bought Healthrageous to build out Vitality Series B 15 Yes N NA Livongo May 10, 2016 Commercial Relationship Humana makes strategic investment in connected diabetes management company Livongo Series C 90.7 Yes Y Series C Humana: Relationship Details
- 8. Seed Series A Series B Series C Series D Private Equity Public Commercial Relationship February 2017 Commercial Relationship June 2016 Commercial Relationship June 2014 Commercial Relationship May 2016 Commercial Relationship August 2016 Commercial Relationship October 2017 Research Partnership May 2015 Anthem: Relationship/Stage Engaged Funding stage of the company when the relationship was announced
- 9. Solution Date Engaged Relationship Type Other Parties Headline Stage Engaged Amount Company Had Raised at Stage Engaged Already Have Significant Customer Base at that Stage Invested In At What Stage Solera Health February 01, 2017 Commercial Relationship Blue Shield of California now covers DPPs under Solera Network Series A 12 Yes Through BCBS Venture Partners NA Kurbo Health June 30, 2016 Pilot Program, Collaborative Partnership San Benito Medical Associates Anthem Blue Cross tests Kurbo Health's app- based coaching to help kids lose weight Series A 5.8 No Information Available N NA Amwell June 04, 2014 Commercial Relationship WellPoint now offering mobile video visits with physicians in 44 states Series B 64.9 Yes Y Series C Amwell May 17, 2016 Commercial Relationship Cleveland Clinic, Anthem among early adopters of American Well's new telehealth marketplace Series D 150.9 Yes Y Series C Castlight August 12, 2016 Commercial Relationship Anthem, Caterpillar, Genentech among Castlight Health's Q2 customer wins Public NA Yes N NA Castlight October 19, 2017 Commercial Relationship (expanded relationship, became their digital hub) Anthem to launch Engage, a new digital hub Public NA Yes N NA Sentrian May 04, 2015 Research Partnership Anthem to launch Engage, a new digital hub Series A 15.7 No N NA Anthem: Relationship Details
- 10. Seed Series A Series B Series C Series D Private Equity Public Commercial Relationship January 2014 Pilot Program, Collaborative Partnership September 2017 Research Partnership, Collaborative Partnership November 2015 Pilot Program, Collaborative Partnership September 2017 Pilot Program October 2013 Commercial Relationship February 2015 Aetna: Relationship/Stage Engaged Funding stage of the company when the relationship was announced
- 11. Solution Date Engaged Relationship Type Other Parties Headline Stage Engaged Amount Company Had Raised at Stage Engaged Already Have Significant Customer Base at that Stage Invested In At What Stage iRythm January 31, 2014 Commercial Relationship Aetna now reimburses for iRhythm's ZIO Patch Series D 105.8 Yes N NA iRythm November 30, 2015 Research Partnership, Collaborative Partnership Scripps, Aetna Scripps, Aetna, J&J to study wearables, patches for atrial fibrillation screening Series E 122.8 Yes N NA Healthagen Dec 16, 2011 Acquisition Why Aetna acquired iTriage app maker Healthagen Series A 3 No Information Available N NA One Drop September 25, 2017 Pilot Program, Collaborative Partnership Sanofi, Gocap Sanofi, Aetna-Inova JV target diabetes with digital therapeutic pilot program Series A 14.1 Yes N NA Common Sensing September 25, 2017 Pilot Program, Collaborative Partnership Sanofi, Gocap Sanofi, Aetna-Inova JV target diabetes with digital therapeutic pilot program Series A 3.6 No N NA bswift November 03, 2014 Acquisition Aetna acquires bswift, health insurance exchange platform company, for $400M Private Equity 51 No Information Available N NA Newtopia Oct 10, 2013 Pilot Program Aetna Announces New Metabolic Syndrome Risk-Reduction Pilot Program with Newtopia Seed 2.1 No Information Available N NA Newtopia February 18, 2015 Commercial Relationship Aetna partners with Newtopia, adds price transparency to iTriage Seed 4.1 No Information Available N NA Aetna: Relationship Details
- 12. Seed Series A Series B Series C Series D Private Equity Public Commercial Relationship September 2013 Commercial Relationship September 2016 Commercial Relationship September 2016 Cigna: Relationship/Stage Engaged Funding stage of the company when the relationship was announced Commercial Relationship May 2016
- 13. Solution Date Engaged Relationship Type Other Parties Headlines Stage Engaged Amount Company Had Raised at Stage Engaged Already Have Significant Customer Base at that Stage Invested In At What Stage Amwell September 27, 2016 Commercial Relationship Cigna expands telehealth coverage, adds behavioral health Series D 150.9 Yes N NA myfitnesspal September 16, 2013 Commercial Relationship Cigna integrates MyFitnessPal into coaching program Series A 18 No Information Available N NA MDLive September 27, 2016 Commercial Relationship Cigna expands telehealth coverage, adds behavioral health Private Equity 73.6 Yes N NA Livongo May 10, 2016 Commercial Relationship Humana makes strategic investment in connected diabetes management company Livongo Series C 90.7 Yes N NA Cigna: Relationship Details