Marco Tovaglieri SAPIO LIFE - SAPIO Group Area Director 6° Forum Italiano dell’Ambient Assisted Living Sessione II − La sfida delle nuove tecnologie: utenti, produttori e provider a confronto

AGENDA 1. About us 2. Patient-Centered Care 3. Technology Push? 4. Problem-Solution Fit 2

AGENDA 1. About us 2. Patient-Centered Care 3. Technology Push? 4. Problem-Solution Fit 3

4 ABOUT US Founded in 1922 in Monza, the SAPIO Group has been operating for over 90 years in the Italian and international market of the medical and industrial gas sector. A complex network of production facilities, sales branches and 50 subsidiaries in Italy. Increasing european presence in France, Germany, Turkey and Slovenia.

5 ABOUT US Passion, people, know-how and resources to offer products, technologies and services designed to improve quality of life Hospital Home Needs Quality Gains & Pains of life SAPIO LIFE was born in 1989 focusing on Oxygen therapy and then integrating in a single brand both Hospital and Homecare services designed for the continuity-of-care using tailor-made product and service solutions.

AGENDA 1. About us 2. Patient-Centered Care 3. Technology Push? 4. Problem-Solution Fit 6

7 SAPIO LIFE does deliver its Value Proposition to targets through five business lines PATIENT-CENTERED CARE › Respiratory Care & Medical Device › Homecare Nutrition (NAD) › Homecare Services (ADI) › Therapeutic aids & AAC › Medical gases & Hospital services + Hyperbaric systems + Biorepository & Cell factories + Genetics & Genomics + Shared Services & SAT + Innovation Process the patient has become the third “place” for care delivery…

AGENDA 1. About us 2. Patient-Centered Care 3. Technology Push? 4. Problem-Solution Fit 8

9 TECHNOLOGY PUSH? › Need to know who are all the patients we target… › Looking for a solution to a problem… › Experience, know-how relations and people …and all the other stakeholders …with focus on the patients Open & diffusive innovation Technology push? Not really. © Customer Profile by A. Osterwalder Strategyzer AG, Wiley › Simple (when possibile) and reliable, functional technology Service design

AGENDA 1. About us 2. Patient-Centered Care 3. Technology Push? 4. Problem-Solution Fit 10

11 PROBLEM-SOLUTION FIT Hospital Home Needs Quality Gains & Pains of life › The importance of “listening” › Looking for the perfect “FIT” between… 1.Problem & Solution 2. Product (Service) & Market 3. Value Proposition & Business Model * Value Proposition Design by A. Osterwalder, Wiley Another important fit is… SSN & Solution Empowerment & Engagement

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