Enabling Health Plan Growth
Cardiocom, a wholly owned subsidiary of Medtronic, is the nations’ leading provider of in-home telemonitoring technology and services for those suffering from chronic conditions including heart failure, chronic obstructive pulmonary disorder, diabetes, asthma, hypertension, mental health and kidney disease. Cardiocom’s four core competencies include: Enterprise platform integration, Custom clinical program development across multiple conditions and diseases, “Teachable Moment” communication platforms and integrated software and end-to-end manufactured peripheral devices.
Cardiocom engaged Flagship to review external business units and distribution channels including Government (Veteran’s Administration), Home Health Care, Health Systems and Health Plans. Flagship catalogued existing administrative and clinical capabilities, and then worked collaboratively with Cardiocom to establish Health Plan “Go-To-Market” (GTM) architecture including planning aids, engagement aids, marketing campaigns and dialogue materials. Integral to the success of the GTM platform was product repackaging, pricing structure refinement, clinical outcome guarantees and claim-side billing capability development. Jointly we created a two year GTM sales strategy including channel conditioning and sales execution.
In addition to working with Cardiocom to set the Health Plan distribution strategy, Flagship was asked to staff, manage and execute the sales process, including three health plan sales executives, two inside sales executives and push-marketing campaigns.
At the end of the two-year initial GTM plan, Cardiocom and Flagship successfully contracted with one of the five largest health plans, five of the largest Blue plans and several regional plans covering commercial markets, Medicare advantage and managed Medicaid.