Relentless Health Value

An experienced entrepreneur, Jacqueline has over 15 years of experience in software and health IT, in roles ranging from sales and marketing to system design and project management. Prior to founding Klio Health, Jacqueline was an early member of CRF Health, one of the leading providers of electronic patient diary systems for the clinical trials industry. In her career at CRF Health, she managed the implementation of patient data capture systems in over 50 Phase II and III clinical trials for global pharmaceutical companies across a variety of therapeutic areas. She was also previously on the management team of a venture-backed software startup in Helsinki, Finland. Jacqueline holds an MBA from INSEAD. For more information on Klio Health, connect at: http://www.kliohealth.com https://twitter.com/kliohealth https://vimeo.com/kliohealth To contact Jacqueline Thong, reach out at: https://twitter.com/jacthong http://www.linkedin.com/in/jthong/en Check out KlioHealth.com for more information.

David joined PMI in 1991 as the Director of Marketing. He has served in various business development roles, spending time cultivating relationships with hospitals and health care systems across the country. Prior to joining PMI, he worked with Control-O-Fax, a company that specialized in time-saving solutions and office systems for the medical practice. It was in this role that David gained insight into the importance of proper systems and training for the success of the practice. Company website: httpp://www.pmiMD.com PMI National Conference: http://www.pmiMD.com/ncsa15 (More information about the National Conference) Facebook: Facebook.com/pmiMD Twitter: Practice Management Institute's Twitter - @pmiMD David Womack's Twitter - @davidtwomack LinkedIn: Company Page: https://www.linkedin.com/company/pmimd Group Page: https://www.linkedin.com/groups?home=&gid=4187078

Sarah is a seasoned entrepreneur and marketer with startup in her DNA and a passion for brands. She began her career on Madison Avenue where she managed client relationships and studied what makes people tick at J. Walter Thompson, Ammirati Puris Lintas, and M&C Saatchi, then struck out on her own as a marketing consultant. She has worked with a long list of big brand marketers, including Kellogg, Unilever, MSN, General Motors, Gap, and Bank of America. She's spent the better part of the last decade nurturing two startups she co-founded: Mindset Media, an ad technology platform acquired by Meebo in 2011, and Buttoned Up, a company dedicated to motivating people who are "too busy to get organized" to take the daily, incremental steps required to conquer the chaos. In her free time she provides the VO for nearly all Monster Truck and NASCAR Hot Wheels races held on her two boys' tracks in the basement playroom. Oh, and she does laundry. Lots and lots of laundry. You can learn more about Noom at Noom.com or Noomhealth.com

Ethan received his Bachelors in Health Administration and Information Systems at the University of Maryland Baltimore County. He worked at Johns Hopkins University conducting clinical research with patients which initiated his interest in the consumer-centric healthcare experience. He later worked at a Medical Billing and EHR software company. While there he discovered many of the problems patients face with understanding their medical bills. Ethan was inspired to solve this discrepancy by creating a minimalistic healthcare information portal for consumers to compare healthcare services among providers in their area. Some of Ethan's colleagues and classmates have joined the Compared Care team including Brandon, Compared Care's CTO and Ethan's co-founder. Compared Care is the winner of several awards including UMBC's first ever Cangialosi Business Innovation Competition. You can learn more about ComparedCare at ComparedCare.com, as well as on Twitter and Facebook, or email Ethan directly at [email protected].

Jerrit Tan is the CEO of Canopy Apps (www.canopyapps.com). Growing up in an immigrant family, starting at the age of 10, he played the role of interpreter for his parents and grandparents during doctor visits. These experiences inspire him to develop technology to help improve and lower the cost of healthcare delivery for the 30 million Americans who do not speak English. Prior to Canopy, he was at Google. Today, he lives in New York City with his wife and his dog. www.linkedin.com/in/jerrittan You can learn more about Canopy Apps at www.canopyapps.com and download a free trial version of the app on both the iTunes App Store and the Android Apps store by searching Canopy Medical Translator.

Marty has over 30 years of experience in the health benefits industry. His career includes senior marketing and sales roles with third party benefits administrators, HMOs, and – for over 12 years – the corporate offices of Humana, Inc. He has also been the president of a marketing communications firm specializing in serving health care clients. He is currently Vice President, Sales and Business Development at Acclaris, a company that offers an integrated package of technology and services to support account-based healthcare plans such as Health Savings Accounts, Flexible Spending Accounts and Health Reimbursement Accounts on a, private labeled platform. A graduate of The Ohio State University, Marty writes frequently about consumer-directed healthcare topics. Contact: E-mail Website Twitter 00:00 Marty talks about how he started working for Acclaris. 01:10 Marty explains what Acclaris does and what a TPA is. 01:20 TPA stands for Third Party Administer. 02:40 What makes a payer want to put together these types of health plans? 04:16 There is a trend for offering higher deductible health plans in the current healthcare market, and Acclaris jumps in to assist consumers during the time between paying deductibles and getting refunds. 05:50 What does FSA stand for? Flexible Spending Accounts. 06:20 What does HRA stand for? Health Reimbursement Arrangement. 07:00 What does the HSA stand for? Health Saving Account. 11:15 The situation that Marty is seeing with Health Systems now, and what Acclaris is addressing, can be related back to Patti Peeple's analogy of "Squeezing the Balloon." 13:07 The importance of Patient Accountability for health outcomes. 13:20 How equipped are providers for knowing what the health costs are for their patients? 17:00 The Pros and Cons of a High-Deductible plan vs. a more traditional health plan, and how patient-consumers are changing the healthcare market. 19:10 The growing importance of patient education. 20:30 The pro for the consumer side of a limited distribution network. 25:00 Shopping for healthcare plans, and where preventative healthcare falls in accordance with high deductible healthcare plans. 27:30 Tools that would help consumers and providers when choosing a healthcare plan and using it. 29:40 Marty can be reached for further inquiry on LinkedIn or at www.Acclaris.com

Benjamin Jack, MD is co-founder and CEO at BoardRounds, a healthcare startup that saves lives and money by improving emergency room follow-up care. He is a graduate of Weill Cornell Medical College, and formerly worked as a quantitative trader at Goldman Sachs. He holds a B.Sc. in Applied Mathematics from Columbia University. Company URL: Boardrounds.com Contact: [email protected] Social media: @boardrounds • @benjijack Visit www.boardrounds.com or e-mail Benjamin at [email protected] for more information.

Josh Fieldman is the VP of Sales for RubiconMD, a New York based Health IT company that connects primary care physicians with top specialists allowing them to receive remote opinions. RubiconMD is empowering primary care physicians and allowing them to provide more care in the primary care setting. RubiconMD was founded in 2013 by two Harvard MBAs and a physician on faculty at Harvard Medical School with a mission to democratize medical expertise, bringing top medical expertise to the community level. The company, which graduated from the prestigious Blueprint Health accelerator in NYC, has raised $1.3M to-date, including an investment from EHR giant AthenaHealth. With over 15 years of sales and management experience in health tech, Josh is responsible for driving RubiconMD's growth. Prior to joining RubiconMD, Josh served as the VP of Sales for ABILITY Network where he oversaw the direct sales team prior to the company's sale to Summit Partners. Josh received a B.A. in Economics from the University of Minnesota and an MBA in Finance from the University of St. Thomas. You can reach Josh at [email protected] or learn more about RubiconMD at http://rubiconmd.com You can learn more at www.RubiconMD.com, or email Josh directly at [email protected].

Kevin Houlihan is the Director of Client Experience at Propeller Health, a Madison, Wisconsin based respiratory health management technology company. Propeller Health has an FDA cleared platform for passive collection of information related to inhaled medications use paired with software interfaces and analytics. Prior to joining Propeller Health Kevin spent time bringing productivity to mobile tools in the configured building products software space. Kevin also spent several years at Dassault Systemes Solidworks focused on 3D mechanical design software. Kevin earned a B.S. in Mechanical Engineering from the University of Wisconsin in Madison, and an M.B.A. also from UW Madison. Kevin enjoys downhill skiing and has been active in competitive racing and coaching for many years. You can find out more about Propeller Health at http://propellerhealth.com, and connect via email at [email protected]. You can follow Propeller Health on Twitter @PropellerHealth and on facebook at https://www.facebook.com/PropellerHealth. You can follow Kevin on twitter @Houlihan_Kevin 00:00 Kevin talks the origin of Propeller Health. 2:35 Where Propeller Health is today. 3:45 How Kevin wound up at Propeller Health. 5:00 How prevalent asthma and COPD are, yet remain two of the most overlooked and thus most expensive chronic diseases within healthcare. 7:15 "If we're not helping patients understand how to use their medication, that's a huge roadblock to patient outcomes." 8:25 "People start down this path, and it gets worse and worse and worse, and they just learn to live with that." 9:30 What the target of evidence-based medicine is for asthma. 10:20 The types of medication used to treat asthma or COPD 11:10 How Propeller can track patient medication use, and the goal Propeller Health shoots for using this data. 13:00 "The most expensive care is the kind that's given at the wrong time." 14:45 The lack of tools that Care Teams need to treat the right problems, and the issue of patients who don't track their progress because it's too time consuming. 17:11 How the Propeller Health App can track, remind, interact, and connect patients and their family members and providers. 18:30 The meta-data that the Propeller Health App tracks along with user data, in order to see a bigger picture and improve patient quality of life. 20:20 Propeller Health is also able to use this data to find correlations between environment and broad increases in asthma triggers. 22:10 How Propeller Health App reminders work. 24:55 "The goal for us is to stay quiet until we have some significant insight to give you that you can do something with." 25:23 "The goal is to reduce the burden of managing and having your asthma or COPD." 31:00 Who hires Propeller Health. 35:00 What Kevin thinks one critical success factor is for improving patient outcomes. 38:00 Check out propellerhealth.com for more information and to reach Kevin.

Dr Atreja has formal training in epidemiology and board certification in gastroenterology, clinical informatics and internal medicine. Over the last ten years, he has led many informatics initiatives at Cleveland Clinic and Mount Sinai Health System that includes developing online education modules, leading EHR implementation in an integrated delivery network, designing registries, analytics on healthcare data and developing patient and provider facing apps. He had received 2011 Innovator Award at Cleveland Clinic and currently chairs eCommunications Advisory Board at American Gastroenterology Association. As Director of Sinai AppLab and Chief Technology Innovation and Engagement Officer, Department of Medicine, he has dual role of developing innovative apps for patient care, education and research as well as engaging with providers, patients and startups to adopt new technology and improve outcomes at Mount Sinai Health System. Dr. Atreja is funded by National Institute of Health, has published over 50 scientific papers and has presented internationally on topics related to mHealth and patient engagement. Ashish Atreja, MD, MPH, FACP Twitter: @atreja Linkedin: linkedin.com/in/atreja Website: http://sinaiapplab.org

Dr. Stall is an internist and fellowship trained geriatrician (and a MIT graduate in electrical engineering and computer science) who has dedicated his entire professional career to the care of older adults. His efforts to empower patients, caregivers, and health professionals to provide better care for seniors include medical consultation and direct care, lectures, seminars, “homework” given at visits to his office, mentoring students, acting as a media resource, and providing information on his web site.Over the years, Dr. Stall has served as both hospital and nursing homes medical director, a member of the UB Medical School Faculty Council, and is proud to have co-founded a the group Building Bridges in WNY, comprised of Muslims, Jews, and others working together for the common good. Dr. Stall is the owner and CEO of Stall Senior Medical LLC, striving to enhance geriatric care using innovative, practical approaches. Projects to date include seven iPhone apps available in the iTunes stores, two interactive web-based utilities (the comprehensive Senior Health Assessment and Drugs Can Make You Sick!, a personalized medication-symptom analyzer). In 2014, Dr. Stall assembled a top-notch team of health providers to conduct high-quality home care assessments for the Medicare Advantage patient population.Stall Senior Medical is expanding services in 2015 to help fill the many senior care gaps in the community. Working under the direction of Dr. Stall and in conjunction with primary care physicians, specialists, caregivers, faith institutions, and service organizations in the community, Dr. Stall’s team is also offering Medicare annual wellness visits, transitional care management home visits to prevent rehospitalization after inpatient hospital or rehab stays, community screening clinics, and primary care services at senior living facilities and patients’ homes. Dr. Stall may be reached by email

Salim Kizaraly is the Founder and SVP of Business Development at Stella Technology, a healthcare information technology company assisting healthcare executives and their teams in solving their care coordination, physician collaboration and systems integration challenges through innovative products and services. Salim's exposure to a variety of positions ranging from Engineering to Sales provides him a great insight into the health IT market, customers and technologies. In his latest role prior to founding Stella Technology, he managed the Solution Architecture team at Axolotl/OptumInsight, which supported Sales Executives by providing consultative services and domain expertise to promote the acquisition of the Optum Health Information Exchange (HIE) solution. In between his tenures at Axolotl, Salim was a Product Manager with InterComponentWare (ICW), a global eHealth company where he helped define and drive US requirements for ICW's provider connectivity, as well as care and disease management suites. Salim has contributed to several industry papers and articles on HIE and health IT. He graduated with a BSc. (Hons) in Computing from the University of the West of England (UK), and a MA in Commerce and Sales from the Université de Savoie (France). Company URL: stellatechnology.com Social media: @Stella_Inc • @SKizaraly

Sonni obtained her medical degree at Louisiana State University in New Orleans and then completed an Internal Medicine residency at Mount Sinai Medical Center. She was eventually appointed Chief of Medical Services for the Palliative Care Service and Co-Director of Integrated Palliative Care/Geriatrics and Palliative Care/Oncology fellowships at Mount Sinai. During Sonni's last clinical job as Medical Director of Visiting Nurse Service of New York's inpatient hospice she became increasingly interested in using technology to facilitate communication with patients. After meeting Quality Reviews' CEO and Co-Founder Dr. Edward Shin through a mutual colleague, Sonni joined the company in 2013 and is now Director of Account Management. Sonni occasionally works as a per diem hospitalist to maintain a connection to clinical medicine. Listeners can reach out to Sonni via www.ratemyhospital.com

Dr. Glen McCracken is an Emergency Room Physician with 20 years' experience. He has won the prestigious "Top Doctor" of Phoenix Award multiple years, an award given to only a few physicians per year in his specialty. From 2004 to 2006, Dr. McCracken served as President and CEO of Scottsdale Emergency Associates Ltd. (SEA). Dr. McCracken served on behalf of SEA as Chairman of the Emergency Department of one of these facilities, Scottsdale Healthcare Shea. In 2009, Dr. McCracken pursued his passion for business and obtained an MBA from the University of Arizona. He has also served as Chief Medical Officer for several start- up companies including a telemedicine company Statdoctors and a Hospital Software company Medeci. In his most recent venture he co-Founded eVisit an innovative telemedicine company that allows Physicians and healthcare providers to engage their patients, increasing their revenues by increasing work flow efficiencies and allowing payment for after hour work. You can reach Glen via LinkedIn or e-mail him at [email protected]. evisit.com

Bernie Vitti is the Executive Director of Business Development at Pharma-Care, Inc. located in Clark, NJ. After a successful 30 year career as a director and supervisor at large pharmaceutical organizations such as Novartis and Pharmacia pharmaceuticals, he decided to change gears and join Pharma-Care, Inc. which was his stellar customer/account while at big pharma. Bernie has been an intrepreneur at Pharma-Care, Inc. launching new and innovative Value Based Care Solutions and Medication Therapy Management (MTM), program initiatives throughout the Northeast metro area. MTM is a medication treatment plan that monitors efficacy and safety of medication therapy, enhancing medication adherence through patient empowerment and education, and documenting services to prescribers in order to maintain comprehensive patient care. Bernie recently led Pharma-Care, Inc. to the first successful Value Based Care Solution to a large municipality in NJ. This is the first such program of its kind initiated in the NJ metro area. Bernie continues to dedicate Value Based Care Solutions to customers in need of resolving the never ending issues surrounding healthcare costs. You can contact Bernie at [email protected] or [email protected]

Inbetweenisode 2: Big Thanks to You, Our Listeners & 2014 End of Year Wrap Up

Carly Stockdale is the CEO of ChartRequest, a New York-based release of information technology company that manages and monetizes medical records requests on behalf of healthcare providers. The company has delivered on its mission to make information exchange fluid and reduce the time and compliance resources hospitals and physician practices must devote to release of information. Since formation in 2012, the company has facilitated requests for health information among 500 provider institutions nationally. Prior to joining ChartRequest, Carly served as a strategy consultant and fellow at Massachusetts General Physician's Organization. She is a self-proclaimed enthusiast of alternative investing, woodwork and welding, and is an avid skier. Carly received her B.A. from Yale University and her M.P.H. from Yale University School of Public Health. You can reach Carly at [email protected] or learn more about ChartRequest at www.ChartRequest.com Carly can be reached by email, and more information can be found on ChartRequest's website, or by calling their office at 888.895.8366

Mark started Concentrated Coaching in 2012 to serve entrepreneurs, innovative business leaders, and writers/other creatives who've gotten "stuck" or de-energized. They have something important to do. The skills do it. But it's not happening or it's way too hard. Examples include getting started on a new business initiative that keeps getting deferred, overcoming writer's block, or transcending networking phobias or wounds from workplace abuse. Mark applies specialized tools in a very concentrated way, so that a few hours, his clients see such blocks to creative expression vanish. What they've been struggling to do becomes what they love to do. Mark had been a Partner with The London Perret Roche Group, llc., (LPR), which he joined in 2010 with 32 years' experience in global business strategy, sales and marketing tactics, and incentive/organizational design in situations from start-ups to multinationals. At LPR, he helped organizations unleash breakthrough business results by developing behaviors, practices, and attitudinal shifts essential to a culture of high performance and innovation. Previously, Mark was VP Professional Services at marketRx (a Cognizant company) applying analytics to support strategy execution. He was also Group Leader at the strategy advisory firm, Monitor Group; a Senior Partner and Vice President at CSC Healthcare; a Vice President with The Wilkerson Group (merged with IBM Healthcare); a Principal at Towers Perrin; and a lecturer at New York University. Mark earned a Bachelor's degree in electrical engineering and computer science from MIT and an MBA from Wharton at the University of Pennsylvania. He is a Certified Internal Family Systems Practitioner, and also has Master Practitioner-level certification in Neuro Linguistic Programming and Ericksonian Hypnosis. Mark enjoys yoga, dance, cooking, golf and meditation, and has been a frequent speaker and author with more than 50 speeches and contributions to over 20 written pieces.

Josh Stein is the CEO and Cofounder of AdhereTech, a company that makes patented smart pill bottles that track and improve medication adherence. Last month, Josh gave a TED talk at the TEDMED conference about the best ways to design smart medical devices. He has an MBA from Wharton and a BA from Washington University in St. Louis. AdhereTech smart wireless pill bottles are currently being used by patients in engagements with top pharma companies. These bottles wirelessly send all data in real-time, and if doses are missed, patients receive customizable interventions, using: on-bottle lights and chimes, automated phone calls, text messages, patient feedback and more.

Happy Thanksgiving!! Most importantly, happy Thanksgiving to you and yours. Here at the Relentless Health Value podcast, we are grateful to you for listening. 5 Takeaways from the NYeC Digital Health Conference 2014 ACA's payment reform means the business model for HC needs to adapt.Ezekiel Emanuel: "If we really want the digital medicine of the future, we're going to have push hard on payment reform for it." Eric Topol: Need to move to capitation, bundled payments, two-side risk Jacob Reider: "Sharing risk provides incentive to share health information ~ new business models will promote interoperability" Technology enables personalized medicine at scale — and personalized medicine is a must-have for successful population health. -Personalized medicine for treatment decisions.Every hospital should be able #genesequence suspected #infections instead of wait 3 days for culture results. @EricTopol -Personalized medicine of the pillClose to 55% of drugs prescribed are ineffective for the patients they are prescribed for, per @gnshealthcare -Personalized patient engagement" There's got to be a better way" than just "take a pill that will solve all your problems" - Sky Christopherson an olympic cyclist & coach who demonstrated by using data, not drugs to break world records and win olympicsBecause most health decisions happen between visits. whether a drug works or not depends on whether the patient takes it, and that is a decision solely in the patients hands. Technology demands an Uber-Doctor - a new kind of doctor.The job of the physician is changing due to manifold external pressures: -Pressures transforming the role of the physician. Shown by Eric Topol. -Docs be less involved in diagnosis. there are plenty of scans, labs, imaging so patients will be able to self-monitor and technology might read their results at a grand scale. Sharing and collaborating requires trust and shared priorities.Trust someone won't abuse private info. How do you remove the business interests that are barriers to sharing data - David Liss How do you create trust? Listen to last week's podcast with Charlie Green from Trusted Advisors: http://relentlesshealthvalue.com/21/ The decentralization of healthcare providers and re-centralization around the patient.We need an internet of You. The patient is the only common entity between healthcare sites. "Internet of You" will require a customizable, interoperable platform that connects Internet-enabled devices. Care no longer in the locus of the hospital. no longer centralized. care all over the place. in the home. via telemedicine.

Trond Waerness is the Vice President of Business Development at MedVantx, which is the leading provider within point-of-care medication adherence and direct-to-patient consumer engagement programs, through its MedStart™ Connect Cabinets, pharmacist staffed call center and two mail order pharmacies. Trond has 18 plus years of marketing, operations, sales and sales management experience within the pharmaceutical industry, both on the manufacturer side and the vendor/services side. He has worked for two of the largest pharmaceutical manufacturers, and has also been involved in launching two pharmaceutical startup companies. Having worked in, and been exposed to nearly every aspect of the commercial side of the pharmaceutical industry, Trond is able to draw on that experience when trying to overcome challenges within medication access, promotion and adherence. He has a strong passion for the pharmaceutical industry in general, how it can be improved, and how we can reduce the cost of healthcare in the US through disruptive innovation, efficiencies and new thinking. LinkedIn: Trond Waerness Email: [email protected] MedVantx medvantx.com

Charles H. Green is an author, speaker and world expert on trust-based relationships and sales in complex businesses. Founder and CEO of Trusted Advisor Associates, he is author of Trust-based Selling, and co-author of The Trusted Advisor and the just-released Trusted Advisor Fieldbook. He has worked with a wide range of industries and functions globally. Charles works with complex organizations to improve trust in sales, internal trust between organizations, and trusted advisor relationships with external clients and customers. Charles spent 20 years in management consulting. He majored in philosophy (Columbia), and has an MBA (Harvard). A widely sought-after speaker, he has published articles in Harvard Business Review, Directorship Magazine, Management Consulting News, CPA Journal, American Lawyer, Investments and Wealth Monitor, and Commercial Lending Review, and is a contributing editor at RainToday.com. Email: [email protected] Website: http://www.trustedadvisor.com

Ali Zaman is co-founder and CEO of Docsap, an online marketplace for subscription-based primary care. He and a team of Brown University students launched Docsap during the summer of 2014 to help patients find primary care doctors offering comprehensive primary care for an affordable monthly subscription fee. Ali is also a Master of Public Health student at Brown University and deeply passionate about improving the current state of primary care. Prior to Brown, Ali completed his undergraduate studies in neuroscience at the University of Miami. Website: docsap.com Twitter: @docsaphealth E-mail: [email protected]

Bina Eggensperger Chairman – Committee on Governance ~ American Hospital Association Trustee – Montana Hospital Association Trustee – Clark Fork Valley Hospital Western Regional Trustee Symposium Organizing Committee Chair Elect – Leadership Development Committee ~ American Hospital Association Bina is passionate about trustee education and has presented to various groups on healthcare governance. She was a member of a Blue Ribbon Panel for AHA that published "Governance Practices in an Era of Healthcare Transformation" in 2012. Bina and her husband Tom are publishers at Ledger Publishing Co., Inc. where they produce a weekly newspaper, The Sanders County Ledger and she works with clients to improve marketing presence. Resources: aha.org/membercenter/trustee/acrossaha.shtml, greatboards.org, trusteemag.com, trusteesymposium.org E-mail: [email protected]

Karen Phelan is a business author, speaker, and co-founder of Operating Principals LLC, an organizational development consulting firm that uses simple and fun practices to effect change and develop people. Their latest product, "Act Like a Leader," is an easy role-playing game that develops leadership skills. Her book, I'm Sorry I Broke Your Company, a humorous dissection of how some common management practices often go awry, was named one of the top ten business books of 2013 by the Toronto Globe and Mail and is an international bestseller, selling out its first edition in its first week in Japan. Karen has been featured in Fortune online, Leadership Excellence magazine, the AMA Newsletter, as well various business blogs and radio shows and was a featured speaker at the national HR Summit of the Conference Board of Canada. She has over a dozen years of consulting experience at Gemini Consulting and Deloitte & Touche and has held several management positions at Pfizer and Johnson & Johnson. Karen started her career in a military think tank and holds a B.S and M.S. in engineering from MIT.

Dr. Patti Peeples is a health economist, pharmaceutical marketer, pharmacist, and entrepreneur with 25 years of experience in the pharma industry. She is Founder and CEO of HealthEconomics.Com, a top-ranked resource portal that serves as the global pharmaceutical and payer industry's CONNECTED COMMUNITYTM for individuals involved in establishing value for healthcare interventions, including those in the health economics, outcomes research, pricing, reimbursement, and market access. Dr. Peeples has served in senior positions in Medical Affairs, Health Outcomes, and Product Management and has worked for major pharma and device organizations including ALZA, Sandoz (now Novartis), and Xcenda. She is on the Board of CreateHealth.io, a digital healthcare customer insight company and is a frequent speaker on digital and marketing communication tools for payers. Peeples is the author of dozens of peer-reviewed publications on the cost-effectiveness of healthcare interventions and patient-reported outcomes, and she holds a PhD in Health Economics, an M.S. in Pharmaceutical Marketing, and a B.S. in Pharmacy. She lives in Ponte Vedra Beach, Florida and is mom to 15-year old twin boys. In her spare time, she is an avid cyclist typically spending weeks on her bike in foreign countries while camping, and she founded an outdoor adventure group for teen-agers to inspire appreciation for nature, community, and connection. Her most important goal is to keep striving for a balanced life.ice must reflect worth."

Kyle Samani is a CoFounder and CEO of Pristine, a company pioneering the next generation of tele-presence through Google Glass. Prior to founding Pristine, Kyle led design and development of a hospital electronic medical record (EMR) system. Kyle is an active writer who writes at the intersection of healthcare, technology, policy, economics, business, and entrepreneurship with an audience of more than 200,000 readers each month. In addition to writing, he is also an active public speaker. In the past year, Kyle has spoken at HIMSS, SXSW, TEDx, Healthspottr, Rutberg and won the coveted DEMOgod award at the DEMO startup conference. He's also a member of the Young Entrepreneur Council (YEC). Kyle studied Finance and Management at the NYU Stern School of Business. Kyle Samani is CEO @ Pristine Book an appointment with Kyle at calendly.com/kyle Check out Pristine and its Healthcare and Engineering blogs.

Jason Brooks is the founder of The Private Practice Consultant, a healthcare consulting company that serves the independent practice in all facets of development, marketing, EHR/PM procurement-configuration-training-and-support, patient engagement, and employee retention and engagement. He is also the Chief Operating Officer at Epical Healthmed, a "concierge" cash-only practice focused on providing in-home or at-work care, and allowing the patients to become fully engaged and take an active role in their healthcare. Jason Brooks is proud to be Consulting as the Business Analyst II for the State of CT, D.O.C. Health Portal Project. They are responsible for managing the procurement and implementation of an EHR to the 17 facilities in the state, and the establishment of a patient/community provider portal to achieve information sharing in the state. Finally, Brooks is an entrepreneur who has a deep desire to provide service and add value for the independent practices out there who are struggling, who are doing their best to maintain a profitable practice, while practicing medicine is becoming a numbers game. To those providers, clinicians, assistants, and staffers, he says...Thank You! How may I be of service? Phone: 413-355-3525 Email: [email protected] Web: privatepracticeconsult.com LinkedIn: https://www.linkedin.com/profile/view?id=346150105 Twitter: @Consults4MDs Facebook: Facebook.com/ThePrivatePracticeConsultant Google+: https://plus.google.com/u/0/105572598175106945303/about/p/pub

Pete Sheldon - President, Opus Science, LLC Pete Sheldon is the President of Opus Science, where he works with best-in-class healthcare organizations to develop research and quality improvement initiatives that serve large health systems, hospitals, outpatient clinics, and physician practices. Prior to Opus, Pete was the Vice President/Grant Development for Med-IQ, a CME-accredited provider of medical education and training programs for over 12 years. In addition, Pete was the Vice President of Business Development for Physicians Practice for 11 years, where he initiated and managed the hospital sponsorship model of distribution for a national practice management publication and worked with over 50 academic medical centers and health systems on improving provider relations and facilitating referrals. Pete has been an active member and/or speaker for multiple healthcare associations and advisory boards including the Alliance for Continuing Medical Education, the National Institute for Healthcare Quality Improvement, the Medical Group Management Association and the Mid-Atlantic Association of Community Health Centers. He also serves as the President of the Maryland Chapter of the Juvenile Diabetes Research Foundation. [email protected] opus-science.com

Adam C. Powell, Ph.D., is the President of Payer+Provider Syndicate, a management advisory and operational consulting firm focused on the healthcare delivery and managed care industries. A healthcare economist and published author, Dr. Powell's specialty is using quantitative techniques to examine issues concerning technology, product design, operations, and firm decision making. Dr. Powell holds a Doctorate and Master's degree from the Wharton School of the University of Pennsylvania, where he studied Health Care Management and Economics. He also holds Bachelor's degrees in Management Science and Writing from the Massachusetts Institute of Technology. Dr. Powell is a member of the adjunct faculty of Northeastern University, where he teaches students in the Health Informatics Graduate Program. He additionally serves on the Visiting Faculty of the Indian School of Business, where he teaches a post-graduate course on Health IT. Outside of his consulting and academic work, Dr. Powell provides thought leadership through both expert networks and the media. He has been featured in over one hundred and fifty articles from outlets including CNN, Forbes, Fox, Inc., JAMA, NBC News, Reuters, The Wall Street Journal, Yahoo! Finance, Becker's Hospital Review, Fierce, Healthcare Finance News, and Seeking Alpha. A frequent public speaker, Dr. Powell has delivered many lectures on healthcare innovation to audiences in China, India, and the United States. LinkedIn: adamcpowell Twitter: @payerprovider Email (preferred mode of interaction): [email protected]

Robert White is a healthcare administrator who has been working in medicine for over 25 years. He has managed physician groups and practices in Anesthesia, Pain Management, Dentistry, Oral & Maxillofacial Surgery, Retina Surgery, Rehabilitation Medicine (with Primary Care/Hospitalists), Obstetrics & Gynecology, and Primary Care/Family Medicine. This wide array of medical specialties provides an ideal background for someone to understand the nature and utility of the GoGoHealth Environment for providers and patients. Robert has been responsible for workflow design and optimization and enhancing the patient experience. He joined GoGoHealth in August of 2013 and has been working to develop the workflow integration model for product rollout. He has also concentrated on speaking with physicians and determining modifications to the product to meet the needs of the market. Once the solution has been completed, Robert's primary role will be to generate customers and implement GoGoHealth into their practices and workflows. He will be the primary trainer for staff and providers to insure successful rollout. Robert will also continue his role as CFO, managing the financial and revenue systems for GoGoHealth. Robert will commit 100% effort to this project for the entire project period. Twitter: @rwhite020 and @gogohealthllc Facebook: gogohealthllc

00:00 Matt and his position at Hello Health. Has been with the company for 3 ½ years, started in the Physician Services Department, just recently took over partnerships and channel marketing. 1:00 Matt's early career that lead up to Hello Health. He is an engineer by trade, but was inspired by his father to enter into the world of healthcare. 3:00 Matt talks early EHR installation in a medical practice. 6:00 The Hello Health aspects that put it above other EHRs in Matt's eyes. 7:30 "Structured Data" 8:30 Preventive tools: searchable database and secure emails 9:00 Proactive or reactive? Mainly preventive tools are reactive. 11:00 Patient portal advantages. 11:50 "Information is Power" 12:20 Patient care via email: No matter what, patients will call in to the clinic with small questions, so having email as an option does not increase the chances of doctoring by email. Clinics now store credit card information as well, so if a patient really does not want to come in, they can still be charged for a virtual visit. 13:15 Charging for CPTs is not yet reimbursable through insurance, but doctors usually do not charge more than a copay to begin with. 14:15 Hello Health is one of the few EHRs that is free. 15:00 The Hello Health options that allow the company to stay in business (aka make money). 15:50 These options in more detail: The free option, the patient-funded option, and the full billing cycle option. 20:00 On the patient portal, patients can access their patient plan. What this entails. 21:45 Matt argues that all EHR systems are still in their infancy. 22:35 The information that EHRs are collecting, in relation to patient demographics. 23:50 The benefits of the EHR system though Clinical Decision support. 24:45 Required data for these systems include pharmacy notes from 25:30 Matt's advice for those thinking about leaving a large company for a small, start-up company. 29:00 Hello Health's growing partnerships and what Matt is up to himself.

You can find Michael LinkedIn here.

Mark Conklin can be reached by email at [email protected] and through http://www.pharmacyquality.com/ or https://www.EQuIPPp.org/professional.aspx . He can also be reached on twitter @MHConklin

Jeneanne Rae is an internationally recognized thought leader and expert in innovation management, design strategy, and customer experience. She has served as a consultant and teacher to dozens of leading organizations during her twenty-year career, including Procter & Gamble, Under Armour, Microsoft, Kaiser Permanente, Johnson & Johnson, AARP, HP, and AIG. In addition to penning articles for top industry publications such as the Design Management Review, Innovation Management and Fast Company, Rae has written extensively for Bloomberg BusinessWeek and was named one of its "Magnificent Seven Gurus of Innovation" in its cover story on the creative corporation. She was later hailed one of BusinessWeek's "Leaders of the Year," for her groundbreaking work in the study of service innovation. Prior to forming Motiv, Rae spent seven years on the executive team design powerhouse IDEO and was President of management consulting firm, Peer Insight, for six years. She has serviced as an adjunct professor at Georgetown University's McDonough School of Business for 10 years and has taught executive education through a number of top-ranked programs. Jeneanne holds a B.S. in marketing and finance from the McIntire School of Commerce at the University of Virginia and an MBA from Harvard Business School. Check out http://motivstrategies.com/ or e-mail [email protected] to set up a speaking engagement with Jeneanne. Follow Motiv Strategies on Twitter: @motivstrategies Follow Jeneanne Rae on Twitter: @JeneanneMRae

Stan Berkow is co-founder and CEO of Sense Health, a NYC-based healthcare startup focused on delivering superior health support to underserved patient groups. Prior to Sense Health, his passion for better understanding health and behavior brought him to the Columbia University Medical Center, where he coordinated clinical trials in the Department of Behavioral Medicine. His experience at Columbia highlighted the immense gaps in care patients receive and led him to pursue his interest in improving people's health using technology and design. A firm believer that technology will only improve healthcare when infused with empathy, humanity, and great design, he is focused on creating products that connect providers and patients while still taking into account the unique needs and constraints of both groups. Stan contributes on the Huffington Post and holds a BA in neuroscience from Bowdoin College. sensehealth.com [email protected] Montefiore Behavioral health Center: http://www.montefiore.org/mbhc

LEO P FRANCIS, PHD – President, LPF Solutions Leo Francis is an award-winning communications professional with a unique mix of commercial and scientific expertise and a proven record of success. He is a skilled communicator and visionary who is also operationally robust in translating scientific ideas into organizational value. He began his healthcare career in international clinical development at Gensia Europe Limited with a focus on the development of novel cardiovascular agents in surgery and arrhythmia diagnosis. Leo was instrumental in the preparation of the NDA for this unique device-drug combination Over the next several years, Leo moved into medical communications leadership positions at Adelphi Group (US), OCC Europe, Ltd (UK) and Gardiner-Caldwell Communications (UK) deploying his expertise with most major pharmaceutical manufacturers on all aspects of the prelaunch/launch commercialization process from clinical study design, market shaping and preparation, positioning, thought-leader development engagement, healthcare organizational alliances, value proposition development and tactical deployment of medical communication strategies at both the domestic and global level. Since being US-based, Leo's recent roles were within Publicis Healthcare Communications Group (PHCG) as President, Publicis Medical Education Group (PMEG), leading an eclectic group of six medical education agencies, following which he progressed to the role of Global Group President responsible for a portfolio of Global Advertising and Medical agencies (market research, market access, healthcare consulting & managed markets) and cross discipline skill centers (strategic planning, patient & consumer insights, data analytics & strategic services, medical insights/analysis). In 2010 and 2012, Leo was honored in PharmaVoice 100 as one of the 100 most inspiring leaders in the life-sciences industry. Thereafter, Leo has been developing his Healthcare Consulting business, LPF Solutions LLC (www.lpfsolutionsllc.com; Twitter: #lpfsolutions) and has Pharmaceutical company and Healthcare agency clients across several business areas and therapeutic categories. Leo's holds a Ph.D. in Physiology and Pharmacology from the University of Central Lancashire, UK

3:11- Kent talks about how he got from top secret military work to healthcare, specifically remote monitoring of biometrics. 5:11 - Lessons from 9/11, monitoring vital signs and stress levels via biometric headsets. And how to transmit this information back to the cloud from a technology perspective. Hones in on cell phones. 6:00 - Working with McKesson to do a small pilot for diabetes patients and the Navaho indian reservation. Began to focus on the 15% of people consume 80% of healthcare cost. Found that the trick to ROI is to align the technology solution to these high-risk patients. But that’s hard because the people who most need the technology are probably the least likely to use the technology: elderly, indigent and either are intimidated or can’t afford the technology or will attempt to use the technology in a way that doesn’t contribute to their health, like downloading games or selling the device in a pawn shop. 8:40 - First hope was to monitor people in their disease to identify people who are likely to wind up in the hospital or in danger of their disease exasperating to the next level. 9:00 - Use of monitoring devices in heart failure, for example to avoid hospitalizations. 10:50 - Chasing efficacy, alignment of reimbursement of physician incentives and the latest technologies. Constant pursuit of the right solution to try to engage patients at the right cost and the right incentives to doctors. 12:30 Stakeholders most interested in technologies like this are those financially responsible for the patient, especially those interested in capititated cost. One of the most effective, and the most costly ways to improve outcomes is to have a skilled nurse work with patients. The least costly is if the patient can use their own device to monitor themselves, but this is also the least compliant. So need to find a solution in between. “one solution doesn’t fit all.” Need to figure out what fuels people to engage them and keep them as high compliant as possible and keep them out of the hospital or ER. 14:45 - How the MedApp solution walks the middle line between cost and effectiveness. This solution is designed for the 15% of the market that consumes 80% of the heath resources. It needs to be simple, transparent in the background, ubiquitous. It can’t require extra steps. Humans don’t work any other way. An example of how Kent’s scale is automatic and transparent this way. 19:05- with this 15% patient population … the plan is not going to know which phones or technology their patients are using. And also have to be careful that the devices are not “hockable.” The unit needs to be “dumb” but highly automated and easy for the business model to work, all within a regulated environment. 20:50 - McKesson pilot. “Let the nurses be clinicians, not technicians.” By using the MedApp solution was cheap to make and deploy to patients. 19:00 An example of a fail. Microsoft Healthvault and Cleveland Clinic try to use the patients own technology and connectivity to configure each patient for a congestive heart failure pilot. 23:30 - In this transformational period and experimental phase, the technologies are altering quickly. What we need to do is be less hardware dependent. People were concentrating on the health of the patient, but not the health of the device from a technology and connectivity standpoint. Need to be able to update firmware over the air, need to configure automatically if things change. Devices can’t be high maintenance otherwise the data-stream interrupts and the whole program goes down. What helped us most to become a key player here was our acquisition by Alere. Alere brought to us a full continuum of care to follow the patient longitudinally from a rapid diagnostic, care, education and data/analytic and informatic standpoint. 26:30 - The downside to a silo’ed industry which Alere overcomes with their “modular” approach. How Alere can identify dangerous trends in a patient’s health before they culminate in acute events. 28:00- transitioning from an analog company into a digital service organization 32:30- “CIA Effect.” You can’t replace all the operatives with technology and massive amounts of data. So much data that no one could act on it. It’s not cheaper to have nurses and just rely on data collection and technology. It’s not cheaper, because nothing was getting done. The best way to go is a hybrid approach. have powerful technology that collects data and synthesizes it down to key points. Then have the doctors and nurses be able to look at these points and determine who to act upon. One of the biggest problems have today, align incentives for doctors and nurses to make sure that they are paid to act on the information they get. 24:30 - Fitting seamlessly into the lives the healthcare providers. The technology or data we provide can’t require massive extra steps. Doctors want systems around looking at trending, do long haul work in the background. But the technology needs to be relevant and a

Today I speak with Michael Kuderka, an experienced pharmaceutical marketer. I liked what he had to say about being authentic. Michael suggests that pharmaceutical brands these days need to lock down a patient population where the brand can legitimately add the most value, and then own that market by developing strong value propositions for each stakeholder along the patient journey. Michael says in the long run, this is a much better strategy than fighting for a tiny piece of a giant pie. Especially when the clinical differentiation across such broad sweeps of patients is rarely well-defined and even more rarely will motivate prescribers to switch up their current standard of care. Soon after my talk with Michael, I heard a guy named Ian Altman speak on another podcast. His message dovetailed perfectly with Michael's point of view. I immediately went out and bought his book, called "Same Side Selling." Ian advises that sellers and marketers aim to be “Some Things to the Right People." He says that when a buyer senses that the seller is more interested in selling than in delivering value, trust vanishes. I can easily see how this applies to pharmaceutical brands. 0:00 - How Michael went from the defense industry to Pharmaceutical Sales and Marketing. I like a term he uses for smaller pharma … “Micro-Pharma” 2:15 - How the role of the healthcare marketer has changed: Formerly silo’ed functional teams have begun to work together and follow patients throughout their disease management journey. 3:50 - An example of what a patient journey might look like for an h.pylori patient 5:17 - How Michael’s brand team tackled the challenge to help patients via providers and caregivers by keying in on the problem perpetuated by the current standard of care … an overuse of one kind of antibiotic. 6:45 - Giving the prescriber a solid answer to the question, “I need to prescribe this brand because…” The answer needs to be compelling enough for the physician to champion the brand with payers and also compelling enough for a prescriber to break what might be longstanding prescribing habits. 10:00 - Niche strategies - from a forecast perspective, many might find it alluring to battle it out for a small piece of a big pie … but Michael talks about the advantages of owning a segment where your brand has the most value. “In the niches you’ll find the riches” 10:45 - Focusing on the patients where a brand delivers the most impact might be the fastest path to market success. Because it hinges on the brand’s authentic value, physicians will see success. They become believers, and it is through these believers that marketshare multiplies. Being authentic also attenuates the problem where really good reps who see that a sweeping unfocused strategy isn’t working will come up their own splinter approaches. That’s bad news for a brand. 12:30 - Major lesson learned? No value proposition is one-sized fits all. Every stakeholder along the patient journey— doctors, nurses, pharmacists … each has their own unique lens and a different impact on the brand. 14:09 - Transforming those various value statements into marketing: Michael talks through an example where one value message worked for payers and providers, but pharmacists required a different message. 16:56 - How can pharma collaborate? Around patient outcomes, says Michael. Each stakeholder has a role in outcomes. 18:19 - I pose a tough question — do patient outcomes sometimes play second fiddle to other organizational goals, like profitability? Michael emphasizes authentic brand value and supporting the patient as a guiding star for healthcare business. 22:00 - Value is, in some cases, synonymous with reducing cost. If this is true, then creating value for certain stakeholders might in fact diminish patient outcomes where the improvement in outcome is deemed not worth the price. 24:39 How viable might it be for an app developer to sell data to pharma? Michael talks about the challenges an app developer might face. 26:17 - Considerations a pharma brand manager might weigh before deciding to fund or subsidize a mobile app. Main takeaway, partner early in the app development. Michael Kuderka An innovative marketing professional Michael Kuderka is a pharmaceutical Marketing Director with over 22 years of sales and marketing experience. Michael has a demonstrated talent for branding, positioning, messaging, and strategic and tactical planning for such products as Covera-HS, Boniva, Zenpep, and Pylera, and brand life-cycle experience ranging from early commercialization, to launch, to in-market branding, through generic competition. In his career Michael has gained experience in large and small specialty pharma settings, working at Pharmacia Corp., Roche Laboratories, Eurand, Inc, and Aptalis Pharma, resulting in hands-on experience in the Cardiovascular, Osteoporosis, Cystic Fibrosis, Pancreatic Insufficiency, H.pylori, and the Duodenal Ulcer disease markets. Michael Kuderka can be contacted vi

"What is this podcast?" It's a valid question that I've answered many times lately. This podcast is about the people of the healthcare industry— the entrepreneurs, employee-preneurs, business leaders. Those of us who struggle, every day, to do what we can to make healthcare better. We all know the health industry is a tough place to drive results. It's highly regulated, enormous, chaotic and rife with vested interests. Implementation of almost anything involves navigating a very messy middle. Relentless Health Value is about us. It's about our successes and lessons learned. My guests share their stories. They talk about how they manage to stay strategic and focused when their days are chock-full of too many distractions, too much data, too little data, and triple-booked meetings. They talk about what they're currently excited about, what's inspiring them, what's troubling them. They offer advice and share an insight or two. They talk about their role and what they hope to achieve. And this is important. It's important because in order to collaborate, we need to understand each other. There are a number of health industry podcasts already out there and I'd like to give them a shout out. They make it easier to keep up with what's going on with the industry by covering news, current trends and topics: First Word Pharma - Daily podcast to keep you up to date on who bought who, who sued who and the general goings-on. A robot reads the copy. Pharma Marketing Podcast - Hosted by The Pharma Guy. His guests talk about their latest projects. Healthcare Informatics - Health IT focused. HIN.com - Episodes are short, usually teasers for a longer webinar but cover trending topics. AJHP Voices - Pharmacy-centric. Pharma Talk Radio - Sometimes clinical, sometimes not. Guests share their recent projects. Medical Sales Guru - Mace Horoff gives advice on how to sell medical/pharma products. (In the podcast, I neglect to mention the HIMSS podcast called "HIE InPractice.") My name is Stacey Richter and I'm the founder and CEO of Franklyn Healthcom, a marketing agency specializing in communications to decision-makers at healthcare organizations. I'm your host. Take a listen and I thank you very much if you subscribe. Upcoming episodes feature Robert Herzog of eCaring, Kent Dicks of Alere, Leo Francis of LPF Solutions among other American entrepreneurs and business leaders you might want to get to know. Visit us online at RelentlessHealthValue.com

Today on the program, I speak with Robert Herzog, Founder and CEO of eCaring. eCaring is a system, with an iPad app as its centerpiece, which increases the efficiency and productivity of care managers responsible for patient homecare. His system is a great way to extend healthcare into the home, and collect actionable data from the home. Both are essential to control outcomes because it's where patients spend 95% of their time. A few things that Robert said which I found very interesting: eCaring customers are people who were "ripe for change?" Inertia is his biggest competitor. Robert credits some measure of his success to his relentless drive toward intuitive simplicity His plan to integrate eCaring data into a larger data pool is to work through HIEs (Health Information Exchanges) eCaring enables a great use of care extenders, who have the data to be able to talk to physicians if necessary. So it's a very efficient use of resources. Robert Herzog CEO, eCaring Robert has an extensive background in digital media and creative enterprises as an entrepreneur and executive. For several years he was deeply involved in the home and extended care of his mother Grace, which gave him an understanding of the problems eCaring is designed to solve. He has been a pioneer in applying new technologies to business ventures, working as a senior executive with startup companies such as Motionbox, Diva, ON2 Corp, Softcom, Granite Films and City Winery, major corporations including JPMorgan Chase, Cahners Communications and the Sarnoff Research Center, and not-for-profits including New Jersey Appleseed and Ecotrust. In public service, he was the creator and Director of New York City’s Energy Office, and also taught public school. Robert is also an author and filmmaker. He graduated from Williams College and has a Master’s from the New School. [email protected]