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Cloud-based hand hygiene monitoring system saves lives at hospitals, CPH - Springboard

  • 21 Mar 2017
  • 14:00 - 17:00
  • Microsoft, kl 14:00 til 17:00 pa Kanalvej 7, 2800 Kongens Lyngby
  • 15

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  • Vær med som observatør og bliv inspireret af vækstvirksomheden og paneldeltagerne.

    Tilmeldingsfristen er mandag d. 13. marts 2017.
  • Vær med til at give sparring til vækstvirksomheden, og til at netværke med de andre medlemmer i panelet.


    Tilmeldingsfristen er mandag d. 13. marts 2017.

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Punkter til sparring
- Selling pilot tests to hospitals

- Medical class certification

- Managing product development with multiple external development companies involved


Branche: Medtech

Udviklingsstadie: Proof of Concept


Consistent hand hygiene is the first and most important action caregivers take in the battle against hospital-acquired infections. Despite decades of effort to improve hand hygiene using manual observation, infections continue to affect millions of patients every year. This ends now.

The company’s product connects hand hygiene to the cloud in hospitals. A sensor network collects real-time data on compliance, and using nudging to improve staff habits over time with increased accountability.


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This Springboard will be held in Danish / Dette Springboard vil blive afholdt på dansk

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In Europe, 4 million people acquire an infection during hospital admission resulting in 37,000 preventable deaths and amounts to €7 billion in hospital costs annually.

Clean hands of hospital staff is the single most important factor in preventing hospitals infections. Yet, hand hygiene compliance rate is only 30%. Hospital staff have reported forgetfulness in stressed situations and lack of knowledge about hygiene guidelines as the most important factors that negatively affects their hand hygiene compliance.

The company has solved this problem by developing an add-on module for existing soap and alcohol dispensers. In any given hand hygiene situation, the module act as a helping friend by nudging hospital staff, patients and relatives so they remember to perform hand hygiene according to guidelines.

Moreover, the add-on module monitors hand hygiene behaviour and collect data, which enables the hospital to map high performing departments, but also to locate departments where an extra effort is needed.

Preliminary studies of the product have shown that hand hygiene compliance can be doubled by the use of nudging. Importantly, the product has the potential to save the lives of more than 50,000 people and reduce related costs at hospitals by €500 million.

The company has two revenue streams:

1. Sell directly to the hospitals

2. Use IT and hygiene vendors as distribution channels

The cost of the service delivered by the company is 995 DKK/year per hospital employee being monitored and a 495 DKK cost for implementing each dispenser module including installation of the system.

The company has secured 3,5 million DKK in pre seed funding to complete the product and additional 10 million DKK is needed from March 2018 to scale into the European market.

The company

The company is a healthcare technology company, with a mission to eliminate Hospital Acquired Infections, a leading cause of death in the entire world. The company design and market the only comprehensive hand-hygiene performance system, which combines sensor networks with nudging technology to provide a complete, long-term and cost-effective hand hygiene system for healthcare institutions.

The problem

In Europe, 4 million people acquire an infection during hospital admission resulting in more than 40,000 preventable deaths and amounts to €7 billion in hospital costs annually.

Clean hands of hospital staff is the single most important factor in preventing hospital infections. Yet, hand hygiene compliance rate is only 30%. Hospital staff has reported forgetfulness in stressed situations and lack of knowledge about hygiene guidelines as the most important factors that negatively affects their hand hygiene compliance.

The company has solved this problem by developing an add-on module for existing soap and alcohol dispensers. In any given hand hygiene situation, the module act as a helping friend by nudging hospital staff, patients and relatives so they remember to perform hand hygiene according to guidelines.

Moreover, the add-on module monitors hand hygiene behaviour and collect data, which enables the hospital to map high performing departments, but also to locate departments where an extra effort is needed.

What is unique

The unique feature of the hand hygiene product is:

1. It reminds healthcare workers, patients and relatives to comply with hand hygiene regulations, and

2. The simplicity of the system from a user perspective.

The company uses the monitored compliance data to calculate the most effective reminder on an individual level and compare it with external hospital interference such as overcrowding, nightshift or local campaigns. The system is made as a “no introduction” system, so that healthcare workers simply start using the system without realizing it. The system is battery driven, which makes commissioning easy and cheap as system setup can be done centrally from the company’s headquarter and installation can be done locally by low wageworkers. The unique mount makes battery change very easy. Simply replace sensor module and it will auto-configure itself.

But the real unique feature is the sensor network itself. A sensor on each hand sanitizer means that there is a close located network of sensors in the entire hospital, which open for other problems which the company can help the hospital solve; cleaning optimization, locate bad infrastructure and track equipment’s position.

IP

Patent application has been accepted. Next step is an international application and patent the design of the specially designed mount that enables the company to commission the system with low waged workers and 50% faster than competing solutions.

Business model

The system is sold on a subscription basis plus an installation fee. Each user (employee) that is linked to the system cost the hospital 69 kr. per month. The monthly subscription is for renting all the hardware and accessing compliance data though an API. An average size hospital has 3,000 employees, which will generate 200,000 kr. in recurring monthly revenue. On top of this the company have the other services their sensor network offer, which we can sell to the hospital for an additional fee. Installation cost is calculated for the individual hospital. We handle the installation, but we do not earn from it to keep cost as low as possible.

Customers

The primary customers are hospitals. In the hospital, the gatekeeper often is the hygiene nurse and head of the micro biotic department. Hospital management listen to their experts within hygiene, so if they are convinced of the system, then so are the hospital management.

The Market

The go-to market is Europe with Germany as primary country. From here we go east through Middle East and Asia. There are about 7,000 hospitals within the market segment in Europe.

Competitors

The total competitive landscape is dominated by 8 companies that are all members of EHCO (Electronic Hand Hygiene Compliance Organization). It is an organization located in USA with focus on lobbying automated hand hygiene monitoring solutions to US hospitals. Only Initial and DebMed is servicing outside USA. All companies focus on monitoring hand hygiene and not helping comply with regulations in the situation. The company is the only company that can improve hand hygiene by more than 50%.

Growth potential

Un-paid pilot test are started at Aarhus and Bispebjerg Hospital in 2017 and want to start 4 additional paid pilot trials in 2017. In 2018 the company want to convert all trials to fully paying customers and in 2019 the company want to start trials at 2 hospitals every month, while converting them to fully paying customers after trial ends. In 2019 the company will also begin to offer additional services with their sensors to existing hospitals and trial hospitals. The goal is to have their system fully installed in 100 hospitals by the end of 2020.

Team

The founding team consists of:

CEO: 30 years old, global business engineer (DTU) and operations and marketing engineer (AAU).

CTO: 43 years old, electronic engineer (DTU) external lecture at DTU.

Clinical responsible: 30 years old, medical doctor, PhD. and HD (CBS).

Economy/funding

The company is fully funded with 3.6 million kr. for a testing and development period (until March, 2018). This pays for operation cost, the external development companies making the product all the way until production. The company will have another funding round at 2018 Q1 to raise capital to go to market and pay for hardware production.

Spørgsmål til panelet

1. Our product does not need to be medical class 1 approved, but if we certify it then we are allowed to claim we can save lives, which our competitors are not. They do this anyway. Should we be medical class certified?

2. From PR, we have gained some attention from municipalities of testing our system at kindergartens and nursing homes. Should we dedicate time to also focus on this segment?

3. We want to enter the market before our product is fully developed by selling pilot tests to hospitals. How do we strategically do this best and how do we actually execute it?

4. We are developing our product solely on external partners. Our core business is data. Should we already now hire a data expert into our company?

5. How do we best handle having 4 external development companies?


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