1. STAKEHOLDERANALYSIS Boot Camp 2016

2. WHY CARE ABOUT STAKEHOLDERS? Where are we? (most of you)  Identified Need; Developed Concept / Solution What do we need?  Maximize the chance of adoption of our solution Stakeholders are who Impact our Chance because they are affected (Directly / Indirectly ) by the need and the proposed solution

3. AGENDA Who are the Stakeholders? What Drives them to Impact our solution How do we Engage with them?

4. IDENTIFY STAKEHOLDERS Exercise

5. ACTIVITY: CARE CYCLE  Create Care Cycles for the following scenarios for your need and solutions: The Gold Standard Currently Followed Practice When YOUR Solution is introduced

6. CARE CYCLE - EXAMPLE

7. EXERCISE – CONTINUED…  Examine  Who all (people / entities) interact with the patient  nature of their relationships with the patient  duration and timing of the interactions  Cost / Revenue involved  Look for people / entities who are even remotely involved

8.  Create the Purchase Process for various customer segments  Government  Corporate Hospital  Private Clinics etc… ACTIVITY: PURCHASE PROCESS

9. HAVE YOU IDENTIFIED THEM ALL?

10. STAKEHOLDER ANALYSIS Stakeholder Perceived Benefit (+ve) Likely adoption Perceived Cost (-ve) Resist adoption Net Impact Patient Clinician Healthcare Facility Government

11. CLOSER LOOK: DRIVERS PATIENT  Their knowledge / Dr Recommendation  Clinical Outcomes – address symptoms / cure; Quality of life  Safety – living with disease vs risk  Convenience - access, days off from work  Cost vs Next Best alternative  Length of Hospital Stay  Perceived Risk  Profiling may be required

12. CLOSER LOOK DRIVERS: CLINICIAN  Ability to improve outcome; Risk/Benefit to Patient  Revenue Impact (Pricing?)  Existing devices become useless  Opportunity Cost (Time  ; volumes  )  Reputation – among peers, patients; perceived leader  Integration with existing system / Workflow  Ease of use – learning  Support / Service  Rural Doctors adopt new technology easier

13. CLOSER LOOK: HEALTHCARE FACILITY  Cost  Profit   Obsolescence of existing device  Purchase process – low cost, established player, proven(?)  Outpatient vs. Inpatient Procedure; LAB vs POC  Increase/Decrease length of stay  Reputation vs competition  Treatment is delivered as a package  Doctor vs Management Driven

14. CLOSER LOOK: GOVERNMENT  Government Impacts through  Policies  Initiatives  Budget

15. STAKEHOLDER ANALYSIS Stakeholder Perceived Benefit (+ve) Likely adoption Perceived Cost (-ve) Resist adoption Net Impact (Subjective) Patient Clinician Healthcare Facility Government Define New Requirements, Prioritize Requirements Modify development and commercialization strategy

16. ENGAGING THE STAKEHOLDERS

17. STAKEHOLDER MAPPING & ACTION Meet their needs Key player Least importantShow consideration Stakeholder quadrant Power/influence of stakeholders Interest of Stakeholder

18. STAKEHOLDER ACTION Meet their needs engage & consult on interest area try to increase level of interest aim to move into right hand box Least important minimum effort inform via general communications – newsletters, website, mails aim to move into right hand box Key player key players focus efforts on this group involve in governance/decision making bodies engage & consult regularly Show consideration make use of interest & involvement in low risk areas keep informed & consult on interest area potential supporter/ goodwill ambassador

19. MANAGING CONFLICTING INTERESTS

20. THANK YOU