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Above the Fold

TECH: Silverlink–Automating Outreach

I had an interesting chat with Stan Nowak, CEO of Silverlink. Being a mere dumb blogger I’d never actually heard of Silverlink, but they are going great guns. They have 80 people, they’re growing at 80% run rate and they raised $14m in VC about a year ago. Their business is making automated phone calls for health plans and PBMs. And these aren’t your ordinary automated calls. They’re recorded by professional voice types, they have multiple scripts that people can use a “Press 1 to hear again, press 2 to learn more about this disease, 3 to get to a nurse” approach to navigate around, and they can record data back. They’ve started in mostly informational type calls, e.g. PBMs use them to remind people to refill prescriptions. Then they moved on to helping Part D recipients understand their choices. They now do HRAs on the phone, and now they’re putting a package together for full disease management—starting with diabetes—including communicating Healthwise material over the phone.

As you might expect they claim a 5 to 1 cost advantage over having humans make the same calls, and  they believe that they’re not eliminating outbound calling staff, but rather both extending the reach of DM to the at risk population (who the call center nurses don’t have time to call) and minimizing their work. (Stan said that is was surprising how many companies have nurses calling wrong numbers!). They claim really high response rates (up to 80% depending on the type of call).

I’ll have a longer conversation with Stan on THCB soon, but the automated outbound calling play is very interesting—given that lots of people still don’t use the web.

PODCAST/TECH: John Capobianco, President of Medecision “making the unknown known”

Here’s the transcript from interview with John Capobianco from Medecision talking mostly about the “payer-based health records” they’re developing with several big health plan customers, and distributing to providers. The audio podcast is here.

Matthew Holt:  Matthew Holt with The Health Care Blog, still at HIMSS. Now I’m meeting with John Capobianco, who is the President of MEDecision, and also with Tracey Costello, who is the VP of marketing. So welcome to you both, hi John.

John Capobianco:  Hi.

Matthew:  Hi, Tracey.

Tracey Costello:  Hello.

Matthew:  John, tell us a bit about MEDecision. As some of the readers of the blog know, I’ve had folks from ActiveHealth Management and Click4Care do podcasts. I was thinking about the whole space around payers and data, and analyzing what’s going on in that world is something that probably most of our readers don’t know that much about. So give me a brief overview of what you guys do, where you fit in the space generally, and how you compare yourself to those guys, or other competitors.

John:  Hi, Matt. I’d be happy to do that, Matt. MEDecision started about 18 years ago creating a solution to a mission statement that was put forth. That was:  how to improve the relationship amongst payers, patients, and providers. We started out going after the payer community because it was not only where the money is, but where the data is, to create clinical records for patients. If you want to improve the outcome, you want to improve the health of patients, what you have to do is to get health information exchange to actually work.By spending the first 18 years going after providing the right information for care managers, for utilization in case and disease management, we figured out how to analyze and gather the data together that was inherent within the only currently available digital systems in the industry that have a lot of data. That’s from the payer’s claims data. We also then created the workflow applications for the case disease utilization mangers. We’ve now recently added the clinical overlays for both utilization as well as case and disease conditions, and what the best practices and processes are around that. Then just a few years ago we started to create the communication vehicles from those inside the walls of the payer to the outside, to the provider communities.About a year ago now, we entered into what we think is probably the most important phase of that. That is, above and beyond the great work we’ve now been able to do with authorizations and referrals and extensions as communication vehicles, we’re actually now starting to take what we call the patient clinical summary. That summarized view of this patient and all their conditions and move it out to the point of care.With several of our clients now, we are not only populating the personal health records, or personal health management systems that they choose, but we’re also providing that data out to either their provider portals or through the standard vehicles we put in place to do authorizations and referrals. Delivering that patient clinical summary right to the provider at the point of care.

Continue reading…

PODCAST/TECH/CONSUMERS: Bob Lorsch from My MedicalRecords.com

This is the transcript from the podcast with Bob Lorsch at mymedicalrecords.com. You’ll note that at the end Bob offers you a free trial of his system by going to the site, www.MyMedicalRecords.com and sign up for an account, putting in promotion code "TryMMR". You’ll receive a 90 day free account and you can find out for yourself and get your own phone number and your own lifeline. If you want to listen to the audio, that podcast is here. For the words, and a little fesitiness (but not alot) about whether his model and his company has a shot, read on.

Matthew:   Bob Lorsch is the chairman and CEO and founder of MyMedicalRecords.com. We had quite an interesting discussion yesterday. MyMedicalRecords.com is a personal health record company that has what I’ve described as pretty much the standalone model. Any reader of the blog knows that I’ve been pretty negative about the prospects for that kind of thing, and we had a rather interesting discussion. I thought we’d continue online today. So Bob, thanks for chatting with me.

Bob Lorsch:  Hey, it’s my pleasure to be here. I’m looking forward to making you a believer.

Matthew:  Right. So, let me get to the heart of the matter. Correct me if I’m wrong, MyMedicalRecords.com is what I would call primarily a sort of vault system where it’s got a very sophisticated way of allowing people to fax in information and submit information which it then stores in kind of a templated document management fashion. Is that roughly accurate?

Bob:  It’s roughly accurate, yeah. I would describe it more as a fully functional online life storage system. Founded because of the boom in electronic medical records, but it’s really the kind of a product that will store medical records, insurance information, financial information, advanced directives, any document or information that would be necessary to an individual in an emergency from anywhere in the world, seven days a week, 24 hours a day over any Internet‑connected computer. The unique thing about MyMedicalRecords is it works off dumbed‑down existing technologies. For example, it doesn’t require interface with an EMR system. An individual who cares about their health or cares about their medical record storage can have a MyMedicalRecords account and with a fax machine and a plain old ordinary Internet connection, they can have a complete document management network of patient charts, X‑rays, film, important documents, advanced directives, wills, policies, whatever information they want to have online.

Matthew:  Now that’s really the crux of the matter here. I’ve always argued that in the personal heath records space—and we’re obviously talking about a business which has yet to take off—In the personal health records space it’s going to become more like online banking. People are going to essentially get information that’s already in the system and just use their personal health records as a vehicle with which to view it. If people could watch, say, what WebMD is doing, or where Intuit is going, all they’re discussing is basically a product that’s attached to a large health plan or provider system, which is also what the companies are using Epic are doing. You know, it’s a view into other data.So you’re taking a very different approach and obviously  it has yet to be resolved as to which one works.

Why do you think people would actually go the trouble of doing all that when they could get to their health plan or go to their provider at some point? Most of them are going to be offering a personal health record where they can view most of their information there, rather than why would they go to a standalone entity which they’re going to have to go to the trouble of inputting their own data and collecting information and then sending it in?

Continue reading…

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PODCAST/TECH: Interview with the Cisco health care brain trust–Transcript

This is the transcript of my interview at HIMSS with Cisco’s health care team leaders Jeff Rideout & Frank Grant. The audio podcast is available here.

Matthew Holt:  This is Matthew Holt with The Health Care Blog. It’s another podcast from the HIMSS floor and today I have got the brains trust from Cisco’s Health Care Group, Jeff Rideout, who is the vice‑president and the medical director. He was formerly in the health plan world, and he’s been at Cisco, what, three years now?

Jeff Rideout:  Yes.

Matthew:  Ah, good guess. Jeff Rideout and Frank Grant who is the director of Healthcare Sales, who was roped into this at the last minute and didn’t know he was going to be involved, but anyway! So, we’ll pass the mike between us.For disclosure, as you guys know, I do a little bit of work for Cisco now and again. So it’s a company I like and I’m unlikely to say rude things about them. But the good news is that I don’t think there’s going to be anything rude to say about them, unlike some of the other people that I talk about on The Health Care Blog.So let’s start at the beginning. This is a question for you, Jeff. Why did Cisco decide that it wanted to get into health care, and why did they want to hire you in the first place?

Jeff:  Well, Cisco has been working with health care customers for 20 plus years. About three years ago, we were invited to join a White House council and give our thoughts on productivity and how technology could help, specifically in health care. I think that got the bug in the company. John Chambers (Cisco’s CEO) comes from a health care family. Both of his parents are physicians.So, from that point it was really, how do we make more of an impact like we have in other industries? That started the process, which eventually led to what we call a "health care vertical" that Frank and I lead. It is really a coordinated go‑to‑market effort for health care customers.

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HOSPITALS: These things happen By Paul Levy

Paul Levy is the President and CEO of Beth Israel Deconess Medical Center in Boston. Paul recently became the focus of much media attention when he decided to publish infection rates at his hospital, despite the fact that under Massachusetts law he is not yet required to do so.  For the last year and a half he has blogged about his experiences in an online journal, Running a Hospital, one of the few blogs we know of maintained by a senior hospital executive. Today Paul writes about some of the reasons he decided to publish data on central line infection rates and the (adverse) reaction his decision stirred up among competitors in Boston.

These things happen … I was reminded of this by our Chief of Medicine. In the movie, "It’s a Mad, Mad, Mad, Mad World," Ethel Merman, playing Mrs. Marcus, says:

Now
what kind of an attitude is that, ‘these things happen?’ They only
happen because this whole country is just full of people who, when
these things happen, they just say ‘these things happen,’ and that’s
why they happen! We gotta have control of what happens to us."

I am struck by the relevance of this to running a hospital.

Several
years ago, we had that attitude in our hospital with regard to certain
types of medical outcomes. For example, we were content with our level
of central line infections because we were below the national average.
After all, these things happen. Then our chiefs of medicine and surgery
said, "No, they don’t have to happen. When they happen, people die. We
are going to insist that we achieve zero central line infections." And
then they got to work. As I have noted below, it is not an easy problem
to solve, but it is worth the effort, and you can improve.
One way to encourage organizational improvement is to publicize the results of your program. I have done that below
for our hospital, and I have made the suggestion that others in the
city could do the same. As I noted, I did not make the suggestion for
competitive purposes — after all, I don’t know if our numbers are
better or worse than those of other hospitals — but because public
exposure of all our efforts will drive all of us to do better. Also, it
will build, rather than erode, public confidence in the academic
medical centers in our city.

The
response, as you have seen from the press reports, ranges from simple
recalcitrance to technically sophistic arguments about comparability of
data. Please, does anyone argue that the goal should not be zero? If it
is zero, it does not matter whether the data is measured in cases per
thousand patient-days, cases per thousand catheter-days, or just the
raw number of cases.

We all
keep track of these numbers in some form or another. We could easily
post them in real time voluntarily on a website maintained by the state
or an insurance company, along with our own explanations of how and
what we measure. (And perhaps, over time, we will agree on what single
metric is most useful.)

People can and will understand this. They already spend hours on the Internet
reading medical websites. Why do we give them so little credit? It will
demonstrate to the public that we care about this problem, and will
show our individual progress towards our ultimate goal.

Finally,
it will enhance the reputation and credibility of all of the academic
medical centers, two aspects of our character that will be more and
more under siege because of the broader problems of the health care system.

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