The Rise of Value-Based Healthcare Means a New Sales Pitch

The biggest trend in healthcare going into 2019 is the rise of value-based healthcare. No longer is the healthcare industry focused on simply a fee for a service, but now on delivering outcomes. Healthcare providers are now being paid by helping people stay healthy and preventing the need for more expensive treatments—a proactive approach instead of a reactive one. Healthcare providers are even being reimbursed for offering this kind of care, meaning that they get paid on this ability to prevent more expensive treatments. Ideally, this approach will lead to fewer major treatments or surgeries, and healthcare won’t be as much of a burden for the patient as a result. Medtronic, as an example, found a 27% decline in the rate of preventable hospital admissions for their insulin pump users. This was in large part because of their partnership with UnitedHealthcare that allowed UnitedHealthcare members with diabetes access to advanced technologies and improved support services. This is coupled with UnitedHealthcare's payments totaling $65 billion for prevented hospital visits in value-based healthcare arrangements. What this means for healthcare professionals is clear—with the incentives lined up towards value-based care, delivering on it will be increasingly important. But what does it mean for sellers and marketers, and how can they capitalize on this critical shift in the healthcare industry? B2B Medical Device Sel...
Source: MDDI - Category: Medical Devices Authors: Tags: Business Source Type: news