Ludwig Thiede, Autor bei Digital Oxygen Fri, 09 May 2025 11:45:28 +0000 en-US hourly 1 Advanced Diabetes Technology Landscape 2025 https://digital-oxygen.com/advanced-diabetes-technology-landscape-2025/ Tue, 18 Mar 2025 19:32:23 +0000 https://digital-oxygen.com/?p=24627 The Advanced Diabetes Technology Landscape 2025 is an extensive overview of companies shaping the future of diabetes care.

Der Beitrag Advanced Diabetes Technology Landscape 2025 erschien zuerst auf Digital Oxygen.

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Advanced Diabetes Technology Landscape 2025


Who’s shaping the future of diabetes care?

For the fourth time, Digital Oxygen presents its comprehensive map of the most relevant players in advanced diabetes care. The 2025 edition of the Advanced Diabetes Technology Landscape provides a structured overview of more than 250 companies, covering the entire spectrum of innovative diabetes technologies – from CGM systems and smart pens to AID software and Non-Invasive Measurement.

This year’s edition highlights a rapidly evolving market:

  • Automated Insulin Delivery (AID) has become the new standard in tech-supported diabetes therapy.
  • Non-invasive glucose monitoring continues to be a hotbed of innovation – while products are still pending, R&D is booming.
  • CGM remains the fastest-growing segment, with more than 20 companies entering a space previously dominated by just a few key players.
  • Diabetes Software is becoming even more crowded on both ends, HCP and patient focused.

With the growing complexity of the technology landscape, patients benefit from smarter tools – but healthcare providers face new challenges. The need for training, guidance, and tech literacy is rising. This opens opportunities for tech companies to support HCPs more directly and strengthen their patient relationships.

More competition also means lower costs – and better access to advanced diabetes tech for broader patient populations. As Managing Partner Torsten Christann puts it:

“The combination of affordable CGM systems and widely available AID software may finally unlock the full potential of SMART Pens – bringing next-gen diabetes care to millions of type-2 patients.”

This year, the Non-Invasive Measurement space is grouped into the 4 most dominating technologies used to measure glucise levels: optical, electro-magnetic. thermal-mechanical, bio-chemical. Which of these technologies will prevail is not yet clear.

Explore the full Landscape 2025, structured into 11 major categories:

  • Insulin Pumps (Traditional, Patch, Tubeless – with/without AID)
  • Smart Pens, Caps, and Clips
  • Continuous Glucose Monitoring (CGM)
  • Implantable CGM
  • Non-Invasive Measurement
  • AID Software
  • Point-of-Care Software
  • Diary & Titration Apps
  • Nutrition & Lifestyle Apps
  • Patient and Therapy Support
  • DiGA (Digital Health Applications)

Free Download

Please complete the following data to download the Advanced Diabetes Technology Landscape 2025.




Your Contact



Torsten Christann
Managing Partner

diabetes@diox.de
+49 172 / 4543310

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Der Beitrag Advanced Diabetes Technology Landscape 2025 erschien zuerst auf Digital Oxygen.

]]> Whitepaper: Digital Health Applications (DiGA) in Portugal https://digital-oxygen.com/whitepaper-digital-health-applications-diga-in-portugal/ Tue, 25 Jun 2024 08:09:20 +0000 https://digital-oxygen.com/?p=24417 The whitepaper "Digital Health Applications (DiGA) in Portugal," explores the necessity and current status of implementing a DiGA framework in Portugal, offering expert insights and strategic recommendations for enhancing healthcare through digital solutions.

Der Beitrag Whitepaper: Digital Health Applications (DiGA) in Portugal erschien zuerst auf Digital Oxygen.

]]>


Whitepaper: Digital Health Applications (DiGA) in Portugal


Explore the transformative potential of Digital Health Applications (DiGA) within the Portuguese healthcare system through the in-depth whitepaper, “Digital Health Applications (DiGA) in Portugal.” This whitepaper, prepared by LabToMarket at the request of EIT Health Innostars, delves into the current status and necessity of implementing a DiGA framework in Portugal.

Key Highlights:

  • In-depth Analysis: Discover detailed insights into the Portuguese digital health ecosystem and reimbursement mechanisms, provided by a panel of experts.
  • Expert Contributions: Benefit from the collective knowledge of healthcare leaders, economists, and innovation managers who have shaped this whitepaper.
  • Strategic Recommendations: Obtain valuable recommendations for the effective implementation of a DiGA framework, aimed at enhancing healthcare delivery and patient outcomes in Portugal.

Understand the significance of a DiGA framework in Portugal and how it can revolutionize healthcare through innovative digital solutions. Request your copy of the whitepaper today to stay ahead in the evolving landscape of digital health.

Learn more about the need and readiness for a Portuguese DiGA framework and download your copy of the whitepaper here.

Contact



Your Contact



Torsten Christann
Managing Partner

healthcare@diox.de
+49 172 / 45 43 31 0

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Der Beitrag Whitepaper: Digital Health Applications (DiGA) in Portugal erschien zuerst auf Digital Oxygen.

]]> Webinar | Digital Devices in Pediatrics https://digital-oxygen.com/webinar-digital-devices-in-pediatrics/ Fri, 24 May 2024 13:56:46 +0000 https://digital-oxygen.com/?p=24391 Discover the Transformative Reimbursement Pathways in Pediatric Healthcare through Our Engaging Webinar. Learn about the key aspects, benefits, and processes for achieving reimbursement for innovative healthcare solutions.

Der Beitrag Webinar | Digital Devices in Pediatrics erschien zuerst auf Digital Oxygen.

]]>


Webinar | Digital Devices in Pediatrics


Webinar in full length


Watch entire Webinar

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Your contact



Torsten Christann
Managing Partner

healthcare@diox.de
+49 172 / 45 43 31 0

Spotlight
Healthcare Insights

Whitepaper: Digital Health Applications (DiGA) in Portugal

The whitepaper "Digital Health Applications (DiGA) in Portugal," explores the necessity and current status of implementing a DiGA framework in Portugal, offering expert insights and strategic recommendations for enhancing healthcare through digital solutions.
Read more

Webinar | Digital Devices in Pediatrics

Discover the Transformative Reimbursement Pathways in Pediatric Healthcare through Our Engaging Webinar. Learn about the key aspects, benefits, and processes for achieving reimbursement for innovative healthcare solutions.
Read more

6 Insights on “PECAN” by Vincent Erdmann

In "6 Insights on PECAN" our PECAN expert Vincent Erdmann answers the most relevant questions of the PECAN process in France.
Read more

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Der Beitrag Webinar | Digital Devices in Pediatrics erschien zuerst auf Digital Oxygen.

]]> New Levers in Pharmaceutical Field Force https://digital-oxygen.com/pharmaceutical-field-force/ Thu, 18 Apr 2024 09:06:23 +0000 https://digital-oxygen.com/neue-hebel-im-pharma-aussendienst/ The sales force is and remains an essential sales driver for pharmaceutical companies. But not just since the coronavirus has it become clear that the traditional sales force is in urgent need of an update.

Der Beitrag New Levers in Pharmaceutical Field Force erschien zuerst auf Digital Oxygen.

]]>


Commercial Excellence – New Levers in Pharmaceutical Field Force


Field Force remains a crucial revenue driver for pharmaceutical companies. However, even before the COVID-19 pandemic, it was clear that the traditional approach needed an urgent update.


1. New Challenges in Field Force

It’s undisputed that field force is essential for any pharmaceutical company: understanding the needs of prescribers and providing them with the necessary study data and arguments to make informed prescribing decisions. While patient-focused marketing targets patient demand for a product, field force is key to drive healthcare professional (HCP) prescriptions and recommendations for pharmaceutical or MedTech products. So why does traditional sales force needs an update, and what should this update look like? Let’s examine the current challenges:

1.1. The New Needs of Physicians 

As in many other areas, the COVID-19 pandemic catalyzed changes in physicians’ daily routines: contact and travel restrictions, a sudden increase in patient numbers, significant additional bureaucratic requirements, and new processes, often with fewer staff available due to the pandemic or general staff shortages, or both. Physicians who couldn’t see patients in person had to quickly switch to video consultations. Digital proficiency varied among HCPs, just as it did among their patients. Every friction, no matter how small, in their processes scaled painfully with each additional patient.

These experiences have led to lasting changes for both physicians and patients. While video consultations have decreased among patients post-pandemic, physicians have shown varying preferences for visits from pharmaceutical representatives: some enjoy the return to in-person interactions, while a significant portion has shifted to virtual visits. More than 90% of HCPs now prefer more virtual contacts. Physicians increasingly expect these pharmaceutical interactions to be tailored to their specific needs. COVID-19 was a stress test, but it also provided an opportunity and necessity to reevaluate processes, priorities, and preferences. Field sales must now thoroughly understand what their physicians expect and need: currently, only about 7% of HCPs are “very satisfied” with the provided pharmaceutical content.

1.2. The New Importance of Efficiency

The pharmaceutical industry is not immune to broader political and economic developments: global conflicts, societal tensions, and technological upheavals create uncertainty, leading companies to be cautious with investments. Consequently, there is an increased focus on efficiency in the pharmaceutical industry, particularly in sales and marketing. Every pharmaceutical company must better utilize existing resources. This task falls to the “Commercial Excellence” division, now facing new challenges: How can we maximize the potential of new and existing contact channels, support the digital processes of physicians and patients, and use the wealth of new data to increase revenue with the same or fewer resources?

1.3. The New Importance of Best Practices 

The ubiquitous shortage of skilled professionals also significantly impacts pharmaceutical companies and their sales organizations, leading to a noticeable performance gap among team members and between teams. As a result, systematically collecting, sharing, and developing best practices in sales force teams has become more critical than ever. Best practice sharing was once a key tool for enhancing the performance of successful sales teams; now, it’s essential to maintain the functionality of field sales teams.

2. Three Steps to New Levers in Pharmaceutical Field Force 

Pharmaceutical companies face three main challenges:

  1. New, often highly individualized needs and expectations from HCPs.
  2. Economic pressure to use resources as efficiently as possible.
  3. The challenge of implementing these insights across complex sales organizations.

So, how do we address these challenges?

Step 1: Understand Your Own Best Practices 

In many, even the best, sales organizations, knowledge about what works in field sales is unevenly distributed. This is not necessarily due to silo thinking but because collecting, preparing, sharing, and developing best practices can be a complex endeavor. Here are some tips for identifying best practices in pharmaceutical sales organizations:

  • Involve More Than Just the Top Performers: The top performers in sales rankings are crucial for best practices, right? Not necessarily. Significant performance differences can indicate structural aspects, such as particularly willing prescribers, regional differences, or longer relationships with HCPs. Include a broader range of colleagues when identifying best practices.
  • Conduct Individual Interviews: Dominant and less dominant individuals exist in every team. The latter often provide valuable insights but can be overshadowed in group discussions. Take the extra time for individual interviews; it’s worth it.
  • Use External Support: Utilize external help for identifying best practices. This doesn’t necessarily mean specialized consultants; well-briefed colleagues from other teams or departments can offer fresh perspectives and more open communication.
  • Include Worst Practices: Efficiency in a sales organization is about doing the right things (best practices) and avoiding the wrong ones (worst practices). Structured interviews with your sales representatives can reveal what doesn’t work and why, preventing others, especially new employees, from repeating known mistakes.
  • Schritt 2: HCPs neu verstehen
Step 2: Re–understand HCPs 

Physicians’ needs have significantly changed. Pharmaceutical companies must often completely rethink their approach to physicians. Beyond the basics (“What do prescribers think of my products and those of my competitors?”, “What prevents them from prescribing my product?”), two perspectives require careful consideration:

  • HCP Digital Maturity: Understanding where prescribers are in their digital journey is essential. Only by understanding how digital (or analog) they are, their stance on digital processes and therapeutics, and their plans and current limits, you can make your communication more efficient and redefine your role from salesperson to problem solver.
  • Patient Perspective: Field sales serve HCPs, who are in turn exposed to the needs, fears, and trends of their patients. Sales organizations must understand what this means: What patient questions must HCPs answer? What’s important to patients in the prescribing process and why? Is a medication vegan, and does it matter? How does a medication fit with a digital health application, and who helps with its application process?

Once initial hypotheses on best practices are formed, they must be tested. Significant regional differences and peculiarities can exist, or there may be biases in the HCP sample. A proven method for gaining these insights is “Voice-of-Prescriber” or “Voice-of-Patient” studies, where necessary insights are collected and tested on-site with HCPs, practice teams, and patients.

Step 3: Make Results Visible – The Field Sales Playbook

Let’s recap: 

  1. We’ve identified the needs of prescribers and understand what needs they must fulfill for their patients. 
  2. We’ve identified best practices within our sales organization or a team. 
  3. We’ve tested these best practices for general applicability. 

Now, it’s time to consolidate, prepare, and share this information in a way that’s understandable and actionable for everyone on the team, such as in a field sales playbook. 

A playbook should include: 

  • HCP Profiles: What drives our prescribers, what do they expect from us, and how can we help them? 
  • Best Practices (Actionable Recommendations): What works and why? 
  • Context and Specific Examples (Anonymized): For illustration. 
  • Pitfalls (Worst Practices): What should be avoided? 

Such a playbook should be available in one or more formats that are most practical for the team in their daily field sales work: print, searchable digital versions suitable for smartphones or tablets, Q&A formats, and/or personal or group training programs – all tailored to the needs of the field sales organization. 


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Torsten Christann
Managing Partner

diga@diox.de
+49 172 / 45 43 31 0

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[/av_content_slide] [av_content_slide title='tun' heading_tag='' heading_class='' link='' linktarget='' av_uid='av-43u25zx' sc_version='1.0' element_template='' one_element_template='']

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[/av_content_slide] [av_content_slide title='vitadio' heading_tag='' heading_class='' link='' linktarget='' av_uid='av-b3miot' sc_version='1.0' element_template='' one_element_template='']

[/av_content_slide] [av_content_slide title='Vitolus' heading_tag='' heading_class='' link='' linktarget='' av_uid='av-2hpz3el' sc_version='1.0' element_template='' one_element_template='']

[/av_content_slide] [av_content_slide title='Welt Corp - Digital Health' heading_tag='' heading_class='' link='' linktarget='' element_template='' one_element_template='' av_uid='av-27de119' sc_version='1.0']

[/av_content_slide] [av_content_slide title='White Label Advisory' heading_tag='' heading_class='' link='' linktarget='' av_uid='av-1phdfz1' sc_version='1.0' element_template='' one_element_template='']

[/av_content_slide] [av_content_slide title='Ypsomed' heading_tag='' heading_class='' link='' linktarget='' av_uid='av-12apv0d' sc_version='1.0' element_template='' one_element_template='']

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Der Beitrag New Levers in Pharmaceutical Field Force erschien zuerst auf Digital Oxygen.

]]> Whitepaper: HCP Engagement https://digital-oxygen.com/whitepaper-hcp-engagement/ Tue, 23 Jan 2024 10:52:16 +0000 https://digital-oxygen.com/?p=23871 The Whitepaper "Enhancing HCP Engagement in Germany" showcases the evolving landscape of HCP engagement, explaining the shift from traditional face-to-face interaction to dynamic digital strategies.

Der Beitrag Whitepaper: HCP Engagement erschien zuerst auf Digital Oxygen.

]]>


Whitepaper: Enhancing HCP Engagement in Germany


Identify Best Practices.
Leverage Your HCP Engagement Strategy.
Maximize HCP Reach and Impact.

How HCPs want to interact with pharmaceutical and MedTech companies has changed: Traditional face-to-face HCP engagement is gradually giving way to a new set of engagement methods, especially including digital means of communication, interaction, and engagement.

This Whitepaper showcases the evolving landscape of HCP engagement, explaining the shift from traditional face-to-face interaction to dynamic digital HCP engagement strategies.

Learn how pharmaceutical and MedTech companies can enhance their engagement with HCPs by using state-of-the-art digital tools, leading to

  • improved communication
  • cost savings and
  • extended market reach

Gain valuable insights into the best practices for engaging with HCPs in today’s digital age, and understand the role of hybrid strategies combining traditional and digital approaches.

Learn more about Enhancing HCP Engagement in the German healthcare market and request your copy of the Whitepaper today.

Request Full Whitepaper



Your Contact



Torsten Christann
Managing Partner

healthcare@diox.de
+49 172 / 45 43 31 0

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Der Beitrag Whitepaper: HCP Engagement erschien zuerst auf Digital Oxygen.

]]> DiGA Webinar | DiGA Overview and Lessons Learned https://digital-oxygen.com/diga-webinar/ Fri, 19 Jan 2024 16:28:15 +0000 https://digital-oxygen.com/?p=23882 Discover the transformative DiGA fast-track in digital health through our engaging webinar. Learn about its impact, benefits, and the process for digital solutions certification.

Der Beitrag DiGA Webinar | DiGA Overview and Lessons Learned erschien zuerst auf Digital Oxygen.

]]>


DiGA Webinar | Overview of the German Certification Scheme and Lessons learned


Webinar in full length


Watch entire Webinar

Get in touch



Your contact



Torsten Christann
Managing Partner

healthcare@diox.de
+49 172 / 45 43 31 0

Spotlight
Healthcare Insights

Whitepaper: Digital Health Applications (DiGA) in Portugal

The whitepaper "Digital Health Applications (DiGA) in Portugal," explores the necessity and current status of implementing a DiGA framework in Portugal, offering expert insights and strategic recommendations for enhancing healthcare through digital solutions.
Read more

Webinar | Digital Devices in Pediatrics

Discover the Transformative Reimbursement Pathways in Pediatric Healthcare through Our Engaging Webinar. Learn about the key aspects, benefits, and processes for achieving reimbursement for innovative healthcare solutions.
Read more

6 Insights on “PECAN” by Vincent Erdmann

In "6 Insights on PECAN" our PECAN expert Vincent Erdmann answers the most relevant questions of the PECAN process in France.
Read more

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Der Beitrag DiGA Webinar | DiGA Overview and Lessons Learned erschien zuerst auf Digital Oxygen.

]]> Digital Oxygen & MD101 Webinar https://digital-oxygen.com/digital-oxygen-md101-webinar/ Thu, 05 Oct 2023 11:43:36 +0000 https://digital-oxygen.com/?p=23420 Join our webinar with Axel Meiling, partner at Digital Oxygen, for expert insights into Germany's healthcare system. Discover key reimbursement pathways and master the go-to-market strategy.

Der Beitrag Digital Oxygen & MD101 Webinar erschien zuerst auf Digital Oxygen.

]]>


Register here


Website MD101 Direct to Zoom


Beginners Guide – Unlocking the German Healthcare System


Join us for an enlightening session with Axel Meiling, partner at Digital Oxygen. Explore Germany’s healthcare system and gain invaluable insights. This webinar, a collaborative effort between MD101 and Digital Oxygen, promises to highlight key reimbursement pathways and offer guidance on navigating the challenges of the go-to-market strategy. Don’t miss this chance to learn from an industry leader.

Content

  • Market Opportunity
  • Overview of the Germany Healthcare System
  • High-Level Pathways for reimbursement
  • Go-to-Market Pitfalls

Claim your spot here.


Get in Touch

Get in Touch



Your Contact



Axel Meiling
Managing Partner

healthcare@diox.de
+49 (0) 151 5824 3390

Spotlight
Healthcare Insights

Whitepaper: Digital Health Applications (DiGA) in Portugal

The whitepaper "Digital Health Applications (DiGA) in Portugal," explores the necessity and current status of implementing a DiGA framework in Portugal, offering expert insights and strategic recommendations for enhancing healthcare through digital solutions.
Read more

Webinar | Digital Devices in Pediatrics

Discover the Transformative Reimbursement Pathways in Pediatric Healthcare through Our Engaging Webinar. Learn about the key aspects, benefits, and processes for achieving reimbursement for innovative healthcare solutions.
Read more

6 Insights on “PECAN” by Vincent Erdmann

In "6 Insights on PECAN" our PECAN expert Vincent Erdmann answers the most relevant questions of the PECAN process in France.
Read more
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Der Beitrag Digital Oxygen & MD101 Webinar erschien zuerst auf Digital Oxygen.

]]> 5 Insights on “Artificial Intelligence” by Tobias Woldrich https://digital-oxygen.com/ai-insights/ Wed, 27 Sep 2023 08:47:57 +0000 https://digital-oxygen.com/ki-insights/ In "5 Insights on Artificial Intelligence (AI)," Tobias Woldrich answers the most relevant questions about Artificial Intelligence and its potential within companies.

Der Beitrag 5 Insights on “Artificial Intelligence” by Tobias Woldrich erschien zuerst auf Digital Oxygen.

]]>


5 Insights on “Artificial Intelligence”


Tobias Woldrich is Project Manager at Digital Oxygen and an expert for Artificial Intelligence.

01: Is the topic of ‘AI’ still worth an interview?


Tobias Woldrich: Most definitely, yes. We see the highest interest from SMEs, — some are afraid to “miss out”, some see the benefits but don’t know where to start. We are currently in an exciting phase: Basically everyone is somehow familiar with the term “AI”, digital products are being enhanced with AI, and promoted aggressively. At the same time, many people still associate Artificial Intelligence either with a vague concept of “intelligent machines” or very specifically with very prominent applications like ChatGPT or DALL-E. On the one hand, this is very positive, because it reduces reservations regarding AI. On the other hand, to really benefit from AI this level of understanding is, in my opinion, by far not sufficient. So, yes, we need to talk about AI, especially now.


02: What is the most common misconception about “Artificial Intelligence” at this point in time?


Tobias Woldrich: One of the most common misconceptions I encounter is the notion that there is “one” Artificial Intelligence – this idea is probably also one of the reasons why “AI” is often associated with something “blurry” or even “magical”. As soon as we approach the topic in a more structured and conceptual way, this usually changes – and the different applications of AI are quickly perceived as what they are: many, entirely different tools.


03: AI is predicted to play an omnipresent role in basically all business areas: from administrative tasks to product development. Where do you see the biggest levers at the moment?


Tobias Woldrich: Frankly, the biggest lever currently lies in building a basic competence in companies and teams so that everyone speaks the same language. This phase of AI applications is similar to the rise of the Internet: If we want as many people, teams, and companies as possible to benefit safely from AI, we need to build AI competence – for everyone. Everything else, such as the introduction or expansion of AI into our own tools, or the use of AI in product development, is secondary to me at this stage. Understanding and experimenting are the absolute basics. That’s why our AI bootcamp, for example, is focused on exactly that: Building a practical understanding of AI.


04: How can companies provide their teams with the best possible and pragmatic introduction to the topic?


Tobias Woldrich: In large corporations, dedicated roles or even entire teams, have been engaged with the topic of AI long before the hype around ChatGPT, so internal knowledge and capacities are already available. We see the greatest interest from SMEs: It’s where we observe a great openness and curiosity on how AI can be leveraged in the short-to-medium term. At the same time, the topic is often not yet institutionalized due to a lack of access. The first and best step here is a casual and especially inspiring introduction that goes beyond “conversations with ChatGPT”: The necessary history, the technological foundations, and above all: Lots of examples for interesting use cases and hands-on experiments.


05: What advice would you give companies that want to get AI of the ground?


Tobias Woldrich: 1. Building a solid AI foundation pays off: It is fascinating to see the impact of simply speaking the same language within a team or organization, when it comes to AI terminology.

2. Just get started. Of course I will recommend our AI Bootcamp, but the key in general is: people need to start to engage with various AI applications – and are allowed to spend some time on it.

3. We currently see a strong “Fear of Missing Out,”. I get that: AI is a complex topic and is already shaking nearly every industry. But: Panic won’t help either. New technologies always mean change — and they should be fun, too.


More information on AI-Bootcamp, click here.


Send Request

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Your Contact



Tobias Woldrich
Project Manager

healthcare@diox.de
+49 89 / 5404 4197

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Der Beitrag 5 Insights on “Artificial Intelligence” by Tobias Woldrich erschien zuerst auf Digital Oxygen.

]]> 6 Insights on “PECAN” by Vincent Erdmann https://digital-oxygen.com/pecan-insights/ Thu, 14 Sep 2023 08:00:00 +0000 https://digital-oxygen.com/?p=23162 In "6 Insights on PECAN" our PECAN expert Vincent Erdmann answers the most relevant questions of the PECAN process in France.

Der Beitrag 6 Insights on “PECAN” by Vincent Erdmann erschien zuerst auf Digital Oxygen.

]]>


6 Insights on “PECAN” by Vincent Erdmann


01: What exactly is PECAN, and why is it relevant for DiGA manufacturers?


Vincent Erdmann: PECAN, which translates to “Early Access to Reimbursement for Digital Medical Devices”, is France’s initiative aimed at advancing the digital health sector. Essentially, it’s the French equivalent of the German DiGA fast-track process. PECAN allows digital therapeutics (DTx) and telemonitoring solutions to be reimbursed by the French statutory health insurers while still preparing their final clinical evidence. For DiGA manufacturers, this presents a great opportunity to expand their presence to the French market. This is especially the case as clinical evidence generated in France is not necessarily required to be PECAN-eligible.


02: Does this mean that all DiGA manufacturers who have already finalized their evidence generation can immediately apply for PECAN listing in France?


Vincent Erdmann: Unfortunately, it is not that simple. But let’s start with the good news: especially for permanently listed DiGAs, it is usually possible to achieve PECAN-eligibility with moderate effort.

While the DiGA core functionality can typically be retained, adapting the product is still necessary as technical requirements for PECAN differ in several parts from those for DiGA. Personal health data of French patients can for example only be hosted by cloud service providers that hold the French Health Data Hosting (HDS) certificate.

Also on the evidence side, DiGA manufacturers will need to do some work before submitting their PECAN application. If the clinical evidence has been collected outside of France, manufacturers need to justify why the positive healthcare effect would also apply in the French healthcare system. Additionally, a PECAN application can only be submitted if the manufacturer is still involved in an ongoing study. Otherwise, the only option would be an application for permanent listing via the List of Reimbursable Products and Services (LPPR). However, this is less favorable, as the LPPR admission process takes significantly longer than the PECAN process. Therefore, DiGA manufacturers who have already completed their randomized controlled trial (RCT) will need to establish an additional study to be PECAN-eligible. The good news, again, is that it doesn’t have to be another large-scale RCT – a smaller observational study can also suffice.


03: So there are some differences in terms of technical requirements and evidence requirements. Where else are differences between PECAN and DiGA?


Vincent Erdmann: PECAN is open to medical devices of all risk classes, allowing for a wide range of different use cases. Here in Germany, only medical devices of the lower risk classes I and IIa can apply for DiGA listing. The DigiG, the latest digitization bill by the German Federal Ministry of Health, is intended to change that and extend the DiGA scope to risk class IIb. However, the bill still needs to pass parliament and likely won’t be in effect before early 2024.

The addition of risk class IIb would also allow telemonitoring solutions to become DiGAs. So far, the focus of DiGA has been purely on DTx solutions. This is another significant difference compared to PECAN. From the outset, PECAN has been designed with a strong emphasis on telemonitoring. France already has an established telemonitoring reimbursement scheme, and thus, the majority of PECAN applications have been submitted by manufacturers of telemonitoring solutions.

Another likely difference between PECAN and DiGA will be the pricing scheme. While DiGA manufacturers can, within certain limits, freely determine their price for the first year of listing, PECAN will likely employ a fixed pricing scheme. However, as of now (Mid-September ’23), the pricing decree for PECAN is still under negotiation.


04: If PECAN pricing is not yet clear, shouldn’t DiGA manufacturers wait for the respective decree and more first-hand experiences with the process before concerning themselves with PECAN?


Vincent Erdmann: I don’t think so. On the one hand, because the pricing decree is going to be released soon. In addition, PECAN prices will likely not be significantly below negotiated DiGA prices. On the other hand, even established DiGA manufacturers will need to put in some work to become PECAN-eligible, as mentioned before. Hence, it can make a lot of sense to already start working on PECAN today.

We even see a first-mover advantage for manufacturers that apply early. The current situation in France is similar to the one here in Germany three years ago when the DiGA directory started. DiGA candidates that applied at that time had it much easier than DiGA candidates today. The reasons are manifold: formal requirements at that time were lower than they are today, but also BfArM’s review was less strict and there was political interest in having first DiGAs listed to show that the newly created concept is a success.

Of course, being a first mover also comes with challenges. Just like in Germany three years ago, the manufacturers of the first PECAN applications will need to put significant effort into market education.


05: Are there at least some first-hand experiences with the process that early movers can take into consideration?


Vincent Erdmann: Yes, there are. Oncology application Cureety is the first digital medical device that has received positive feedback from both the Haute Autorité de Santé (HAS) and the Agence du Numérique en Santé (ANS) on their PECAN application. They received the feedback already in early August.

The creation of Cureety’s PECAN dossier for HAS was supported by our French partner consultancy MedConsult. They also accompanied the intense review process in which HAS came back with numerous questions on the dossier.

MedConsult can share more first-hand insights on this experience in our joint “PECAN Bootcamp”. We introduced the bootcamp together with MedConsult and our other French partner company MD101 to make it easier for DiGA manufacturers to understand if PECAN is an opportunity for them, and what they can expect when entering the French market. In the bootcamp, we detail how the PECAN process works and where the challenges and existing ambiguities lie. We also cover the LPPR process, which starts for every DTx-manufacturer six months after the PECAN listing.

Once everyone has a good understanding of the underlying process, we jointly assess the digital health application and its associated evidence to determine the gaps that need to be addressed before the PECAN application. The results therefore build the perfect basis to decide on whether and how to approach the PECAN track.


06: How do you see the future of PECAN and digital health in France?


Vincent Erdmann: I’m very optimistic. France is currently investing 2 billion euros in digitizing its healthcare system. PECAN is a clear signal that the French government is serious about this. As I’ve said before, not all details about PECAN are yet clearly defined, but that is only a matter of time. Cureety will only be the first of many digital medical devices to be reimbursed under PECAN. And I am sure that we are soon going to see the first DiGAs launching in France via the PECAN track.


More information on PECAN, click here.


Send Request

Send Request



Ihr Ansprechpartner



Axel Meiling

Managing Partner

healthcare@diox.de
+49 (0) 151 5824 3390

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Der Beitrag 6 Insights on “PECAN” by Vincent Erdmann erschien zuerst auf Digital Oxygen.

]]> 9 Insights on Sales Force Performance Boost https://digital-oxygen.com/sales-force-performance-boost-insights/ Wed, 06 Sep 2023 09:00:00 +0000 https://digital-oxygen.com/?p=23094 In "9 Insights on Sales Force Performance Boost", our partner Torsten Christann answers the most relevant questions about the Sales Boost and its benefits for companies.

Der Beitrag 9 Insights on Sales Force Performance Boost erschien zuerst auf Digital Oxygen.

]]>


9 Insights on Sales Force Performance Boost


01: Torsten Christann is a Managing Partner at Digital Oxygen and is responsible for the Sales Force Performance Boost. What exactly does “Sales Force Performance Boost” mean?


Torsten Christann: The Sales Force Performance Boost we developed is an approach to quickly and purposefully harness the full potential of the sales team in Pharma and Medtech. At the end of the process, all sales staff are equipped with the best sales arguments, problem-solving approaches, and materials.


02: How does this approach differ from previous sales strategies?


Torsten Christann: Our approach combines best practice sharing and customer surveys. First, we collect the best practices existing within the teams by surveying the most successful sales staff. Since this is now done anonymously and by third parties, we experience greater openness in sharing them and, at the same time, higher team acceptance in adopting them. Before we share the best practices with the team, however, we test their relevance and acceptance with customers. This way, we avoid rolling out regionally relevant or isolated solutions that don’t bring the desired market success. By the way, by surveying prescribers, we often gain new insights into current challenges or support needs when prescribing products. The best practices are then rolled out in a Sales Force Playbook. This playbook serves to share the newly gained knowledge about customers and the relevant best practices as quickly as possible throughout the team.


03: What does the Sales Force Playbook contain?


Torsten Christann: The playbook is a central element of our approach. It contains new insights from the market, the relevant best practices, and implementation strategies tailored specifically to the needs of the respective customer group. It serves as a guide for the entire sales team to realize growth potentials immediately.


04: How is it ensured that the entire sales team benefits from this playbook?


Torsten Christann: After the playbook is created, we present it in a keynote session for the entire sales team. This ensures that everyone on the team has the same information, tools, and resources to succeed. Each client then decides individually whether we are still there to support them in practicing and deepening in smaller groups or not.


05: How quickly can companies expect results after implementing the Sales Force Performance Boost?


Torsten Christann: The beauty of our approach lies in its speed and efficiency. As we aim to realize growth potentials immediately, companies can typically see positive results within a short time after implementation.


06: Which industries benefit the most from this approach?


Torsten Christann: Although our focus is on Pharma and Medtech companies, I believe any sector with a sales force can benefit from this approach. It’s about identifying, validating, and then sharing best practices to get the most out of your sales team.


07: How does Digital Oxygen support companies after implementing the Sales Force Performance Boost?


Torsten Christann: Our support doesn’t end with implementation. We continuously stand by our clients, offering consultation and assistance, and adapt the approach as needed to ensure they continue to achieve optimal results.


08: What are the biggest challenges sales teams face today, and how does the Sales Force Performance Boost address them?


Torsten Christann: Sales teams face many challenges today, from changing market conditions and customer requirements to new technologies. The Sales Force Performance Boost addresses these challenges by providing a fact-driven, focused, and flexible framework that adapts to ever-changing needs.


09: What would you advise companies looking to improve their sales performance?


Torsten Christann: My advice would be to be open to change and always be ready to learn and adapt. Use information, data, and insights to make informed decisions, and don’t hesitate to ask experts like Digital Oxygen for help.


More information about the Sales Force Performance Boost here. 


Send Request

Send Request



Your Contact



Torsten Christann
Managing Partner

healthcare@diox.de
+49 172 / 45 43 31 0

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[/av_content_slide] [av_content_slide title='Welt Corp - Digital Health' heading_tag='' heading_class='' link='' linktarget='' element_template='' one_element_template='' av_uid='av-27de119' sc_version='1.0']

[/av_content_slide] [av_content_slide title='White Label Advisory' heading_tag='' heading_class='' link='' linktarget='' av_uid='av-1phdfz1' sc_version='1.0' element_template='' one_element_template='']

[/av_content_slide] [av_content_slide title='Ypsomed' heading_tag='' heading_class='' link='' linktarget='' av_uid='av-12apv0d' sc_version='1.0' element_template='' one_element_template='']

[/av_content_slide] [av_content_slide title='VibroSense Dynamics' heading_tag='' heading_class='' link='' linktarget='' element_template='' one_element_template='' av_uid='av-k1d5zx' sc_version='1.0']

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Der Beitrag 9 Insights on Sales Force Performance Boost erschien zuerst auf Digital Oxygen.

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