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Full disclosure: I do some medical device marketing consulting for ImaCor and think their innovation is impressive.
Primarily used in cardiac surgeries, a traditional transesophageal echocardiogram (TEE) consists of a probe and ultrasound system. The images show heart function during the operation and special credentialing is required for us. Plus the system costs $250k.
The probe is typically removed after the operation. Then critical care teams typically use indirect parameters to estimate what the heart may be doing.
Medical device innovator ImaCor created a TEE for critical care that requires only six hours to learn. It consists of an ultrasound system and miniaturized probe that’s placed indwelling for up to 72 hours to directly visualize cardiac filling and function over time.
Why is that significant?
According to prolific researcher, surgeon Shukri Khuri, postoperative ICU care is more important than pre- and inter-operative factors in determining survival after cardiac and trauma surgeries.
From a value-based care standpoint, ICUs are pure cost centers, so anything that can reduce the time, complications, and resources needed to resuscitate a hemodynamically unstable patient is a plus.
Dr. Nick Cavarocchi, Thomas Jefferson Univ. Hospital, says, “Our institution has experienced significant savings from use of this device.”
Recognizing clinician buy-in alone won’t win new accounts, ImaCor guarantees lower ICU costs with a $100,000 guarantee. See https://medgroup.biz/ImaCor.
What do you think of the cash offer to guarantee savings? Are other medical device companies doing similar programs and, to your knowledge, are they working?
10x/MDTX is finally here, today, tomorrow, and Thursday.
I’m hosting today so email DWarfield@MedicalMarcom.com to squeeze in a visit for our keynote and reception tomorrow.
Make it a great week.
Gunter Wessels,Ph.D.,M.B.A., Jenn Kujawski, Jim Fidacaro, Elizabeth Brooks, Nicholas Anderson: Kim says, ‘Hospitals benefit from each day the insured patient is in ICU.’
I believe the opposite is true. ICU beds are the limiting factor to how many operations the hospital can perform and the profits on operations dwarf any reimbursement issue from an incremental day’s stay in ICU.
If I properly understand value-based care, the hospital is getting a fixed price for aiding a (let’s say) heart transplant patient whether the patient goes home same-day or stays in-patient for months.
Your expertise appreciated.
Furthermore, it’s sad but true that no one listens to the doctors except their patients and explains why you can’t get traction there.
Doctors do care about fast and safer discharges for their patients, but have scant reserve energy to fight the administration.
If you get the insurance companies on board for reimbursement and they give hospitals incentives to use the device, then you have a better chance. Good luck.”
Kimberly Langdon M. D.
Dr. Aynur Unal
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