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Health Tech

Description – Helping health tech companies win by providing deep market research based business insights

What We Do

Competitor intelligence
Market sizing and landscaping
Network / channel partner NPS
Patient feedback

Competitor intelligence

Who are the key competitors and what are their USPs?
What is the market share of competitors in the product group and how are they winning?
How does user experience compare across different competitive products / services?
How does competition fare against important industry metrics?
What is the market positioning of different competitive products / services?
What kind of customer groups do competitors target, and how does the value proposition differ between players?
How are competition’s products / services priced and how are they changing in recent times?

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Market sizing and landscaping

How big is the market for a specific product / service?
How is the market expected to grow? What are the drivers / barriers for growth and adoption?
What is the potential to switch from other products / service to the given product / service? How has the category evolved globally? Does India exhibit similar drivers of growth?
How does the market landscape look like across tiers of cities, products / services sub-groups, customer groups?
How big is the market size by customer types?
How big is the revenue mix by channel – offline company distributors, direct to hospital / clinics, B2B e-commerce, pharmacies?
How has the market share changed over the years?
What are the industry level risks – trend changes, pricing, RM costs?
What are the current regulations in the space? How do market players seethe regulations evolving?

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Network / channel partner NPS

How likely are the distributors to refer to the given product / service brand as compared to the other distributors in other regions? What is their NPS and drivers of promotion and detraction in comparison with other competitors?
How does the NPS vary by segments across: Product size (small, medium, large, etc.), Geos (Regions and city-tiers), Affluence, Price, etc.
What is brand affinity? How loyal are distributors to certain products? What is the willingness to switch to another competitor’s products? Reasons for switch?
What is the product affinity? How loyal are distributors? What is the willingness to switch others? Reasons for switch?

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Patient feedback

What is the profile of the patient?
What are the demographics of patients like age, income, occupation, location, medical history, chronic diseases, insured, price sensitivity, etc.?
What are the key criterias for selec,tion of a particular online player? How does awareness and selection happen? Use of channels and information gathering?
What is the overall experience and rating across different parameters?
What is the experience across online awareness, recommendation from friends / family, online reviews, location, brand, cost of consultation, ease of booking appointment, staff, doctor, lab, payment, claims processing, pharmacy, use of tech, etc.?
How does this experience vary by key departments (specialties)? What are the emerging key strengths and improvement areas for the establishment?

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Connect with our Health Tech Experts

Madhur Singhal

Mentor

Aryaman Tandon

Mentor

Hitesh Gossain

CEO, Network

Amar Choudhary

CEO, Intelligence & Insights

Aditya Thakur

Growth Leader, Operations

Related Case Studies

Assessing the overall effectiveness of systems and processes laid down by a medical device company for its channel partners

Objective

A medical device company wanted to assess the satisfaction level of systems and processes laid down for the channel partners

Methodology

Conducted in-depth discussions (~45 minutes) with the management – head of operations, head of sales & marketing, etc.
Conducted quantitative survey with channel partners (N = 150) dealing with ultrasound solutions, MATC, etc.

Impact / Outcome

Helped client understand the effectiveness, satisfaction & expectations from systems and processes

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Competitive benchmarking for a tele-medicine provider

Objective

Client wanted to get a deeper understanding on the performance of competition players with respect to service offerings, scale of operations, performance & business metrics
Client also wanted to understand the new players emerging in the space

Methodology

Conducted primary discussions (N = 40) with competition stakeholders consisting of sales head, regional sales managers, strategy lead, operations lead, marketing heads, HR heads, etc.
Benchmarked services against the competitors to know about the market position of the player
Did secondary research to find out new players in the space

Impact / Outcome

Helped the client assess its position vis-à-vis its competitors in the tele-medicine space
Helped the client identify new players in the space

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Customer sub-segmentation for a radiology player

Objective

Client wanted to segment the potential customers for a new offering
The goal of the project was to create needs-based customer segments, and further test and prioritize solutions for the identified sub-segments

Methodology

Conducted primary discussions (N = 90) and secondary research to understand different kinds of customers for the product
Shortlisted them based on the criteria finalized with the client

Impact / Outcome

Proposed a list of four segments of the potential customers for the client’s new product
Identified key customer segments that emerged basis distinguished needs

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Mapping customer service expectations for a medical device company

Objective

A medical device company wanted to evaluate customer service and expectations for service imaging equipment like MRI, CT, etc. The client also wanted to do SWOT analysis on its competitors

Methodology

Conducted qualitative discussions (N = 84) with end users like cardiologists, radiologists, healthcare providers etc.
Conducted qualitative discussions (N = 56) with competitor customers consisting of lab owners, etc.
Combed through various secondary sources to identify the services/ growth barriers and drivers of competitors

Impact / Outcome

Helped the client understand customer’s perception of their services, the additional services needed by the customers and their willingness to pay

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Market assessment for a radiology player

Objective

A radiology player wanted to understand the customer’s acceptance of the 6 offerings and design an ideal offering that would be preferred by the customer segments and its optimal pricing

Methodology

Conducted primary conversations (N = 30) and visited different types of radiology labs
Conducted expert interviews (N = 10) for adoption possibilities of the offerings
Conducted 440 surveys (N = 160) for conjoint analysis

Impact / Outcome

Enabled the client to understand the adoption level across of the services offered and understand the attributes / features to take to the market and at what price segment

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NPS study for a large hospital for its various services

Objective

A large hospital wanted to understand the patient feedback for its OPD and IPD services

Methodology

Conducted patient survey (N = 500) for different customer segments (based on gender, age groups, income, etc.)
Calculated NPS across different patients to understand reasons for difference in customer satisfaction
Conducted in-depth interviews (N = 30) with customers to understand their preferences, growth drivers / barriers
Used proprietary NPS framework to identify key action items detailing specific improvement points along with identifying relative strengths and weaknesses

Impact / Outcome

Helped client get clarity on perception, preferences and feedback as compared to its competitors with action points on how to improve NPS

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Vendor selection for a B2B medical supplier by understanding the procurement practices

Objective

Client wanted to understand the procurement practices of the suppliers of different product categories

Methodology

Conducted primary discussions (N = 90) with the employees and the customers of the company to understand the procurement practices
Did secondary research to validate the findings
Shortlisted the vendor basis the criteria finalized with the client as well as basis the research findings