4 min reading time

When Tim Kringel told the 10x crowd about the data they could get their hands on, I practically cut him off mid-sentence and said, “You have to share this with the Medical Devices Group.”

On the spot, he agreed to give a free webinar – a must for anyone in the medical device sales process. (I should mention guests paid $325 to hear his presentation – but he’s repeating it for free for you.)

See http://medgroup.biz/claims-data

Tim works for Health Market Science (a division of Lexis-Nexus). The most important data he collects is procedures by surgeon, by CPT and ICD-9 code – so you can target docs with the highest volumes in your product line.

To illustrate the second most important datapoint, he gave me this illustration:

Say:
• Primary care doctor Mike refers business to Surgeon Joe, a loyal ABC product user.
• Meanwhile, primary care doc Chris refers business to Surgeon Janelle, a loyal XYZ product user.

If I’m an ABC rep, is there a way I can persuade Dr. Mike to refer business to Dr. Janelle instead?

Tim explained, “After volumes, that’s the core reason why medical device companies engage us. To get those referral patterns.”

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Tim also has customer structure by integrated delivery network (IDN) and group purchasing organization (GPO) – so you can find the right buyer.

He has a ton more, too.

So you can see why I wanted to share this with the group.

The webinar will be held Tuesday, May 19 at noon, New York time.

Register at http://medgroup.biz/claims-data even if you can’t make the live webinar. We’ll send you the slides, video, and transcript afterward.

Bonus: Tim gave me his presentation slides. Download them after you register.

Tim, awesome job yesterday. Thanks for doing this. I know how busy you are.

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Discussions this week:

Tax leads to lay-offs, frozen R&D, no raises
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STED regulatory route

Rapid prototypes good for cadaver labs?

Best affordable continuous blood pressure signal device?
http://bit.ly/bp-signal

Has anyone implemented 3D printing as a production process for medical device parts?
http://bit.ly/3D-med-parts
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I’m having a great time at 10x. Thanks to all who came to last night’s reception and, especially to Rhonda Rhyne, our keynote speaker!

Joe Hage
Medical Devices Group Leader

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Karl Schulmeisters
Principal and Founder at ExStreamVR
Ok Thank you Don for followingup with me offline. For the rest of you – I had misunderstood part of the context presented in the webinar. Don’s followup with me demonstrated to me that my assumption that each treatment incident was broken out was incorrect and a misunderstanding on my part.

As a result my above post’s conclusions are in error. Since there isn’t a per-treatment breakout, there is no practicable way of using the Differential analytics techniques I cited above.

Don DeStefano
Vice President, Business Development at Prognos
Hi Karl. Thank you for attending the webinar. I would be more than happy to speak with you directly regarding our compliance with HIPAA. We take every precaution to ensure that our data cannot be reversed engineered to identify any single patient. Feel free to contact me, and we can discuss in more detail.

Karl Schulmeisters
Principal and Founder at ExStreamVR
it was an interesting presentation. The one thing I found somewhat disturbing was the lack of understanding of the risk exposure on patient privacy. The data being offered is simply not sufficiently annonymized to protect patient privacy. By taking that data and combining it with one or two other commercially available datasets, it is pretty easy to reconstruct which records belong to which person.

There is a great paper on this from Microsoft Research: http://www.msr-waypoint.com/pubs/64346/dwork.pdf and for a slightly less abstruse version http://windowsontheory.org/2013/01/09/privacy-loss-as-a-random-variable/ and a more general overview of this is here http://blogs.msdn.com/b/govtech/archive/2012/12/06/the-promise-of-differential-privacy.aspx

In this ever more “big data” world patient privacy exposure is something companies need to think very very carefully about.

Richard Brown
Consultant at XCellCure, LLC
2015 was my first and it was great !!!!! good leads, good food.

Karl Schulmeisters
Principal and Founder at ExStreamVR
hmm ok. what an .ics file does is create a calendar entry. and the nice thing is that since it carries the UTC relative time zone it creates an appropriate calendar entry. I’ll follow the GoToWebinar link and see if it has one

Joe Hage
🔥 Find me at MedicalDevicesGroup.net 🔥
Karl, I don’t know how to do that. When you register, you should get a direct link from GoToWebinar with your unique registration.

Karl Schulmeisters
Principal and Founder at ExStreamVR
Can you share a .ics file for the event on the registration page? Its helpful for those of us in different timezones that are not fully synched with NorthAm Daylight Savings changes

Mohit Sharma
Co-Founder at Curry Kingdom Costa Rica
So nice of Tim 🙂

Deika Elmi
Securing technology for a safer connected world.
Joe I read your posts and will listen in to the webinar because I want to break into this field, very tough… but I am persistant. I worked for 1 year as a master data specialist for a medical device company, gave support for pricing, territory assignment, client data support and reporting. I loved it, but the sales folk were elusive. I persist.

Joe Hage
🔥 Find me at MedicalDevicesGroup.net 🔥
Ugh. I wrote this at 2:30 a.m.after a full day with the 10x Medical Device Conference. I should have done a better proofreading job.

You’re right, Steve.

I should have said, “If I’m an XYZ rep, is there a way I can persuade Dr. Mike to refer business to Dr. Janelle instead?”

Thanks for catching my error.

Deika Elmi
Securing technology for a safer connected world.
Beyond brilliant!!