Health Corporate Venture Fund
Investing for diversified growth
A regional health plan sought diversified sources of revenue and innovation. The leadership team and board of directors engaged Camber to explore the potential of a corporate venture fund. The fund would enable the payer to make strategic investments in product and service companies that supported the mission and could generate positive financial returns.
Camber led a comprehensive landscape analysis to understand current approaches and investment strategies of other corporate venture funds operated by healthcare organizations, and identified potential “white space” and an investment thesis. We assessed best practices, identified risks and key success factors to increase sustainability of a fund through interviews with subject matter experts and venture fund thought leaders. We developed a detailed financial model to evaluate various performance scenarios and make key decisions about operating structure and costs. Finally, we delivered a comprehensive venture fund business plan to the board of directors, which was approved.
Following the launch of the fund Camber has continued to serve as a key partner to the payer, conducting commercial due diligence and advising on the fit and potential of proposed investments, as well as exploring the potential of a seed investment fund for earlier stage companies.
Biotech Go-to-Market Strategy
Prioritizing opportunities for growth
A mid-market biotech company wanted to pursue a new phase of growth across multiple market sub-segments and geographies. The executive team engaged Camber to explore and identify high-value growth opportunities and define a comprehensive go-to-market and growth strategy.
Camber conducted a current state analysis of performance, and identified and analyzed opportunities across 21 market segments and 3 geographies. We worked closely with the executive team to prioritize these opportunities and segments, and developed a go-to-market strategy for the 2 highest-priority opportunities. As part of the go-to-market plan we developed a competitive strategy, identified channel development needs, refined the customer segment targets and associated value proposition and modeled potential growth scenarios. We then co-developed an implementation plan with the executive team, which equipped the client team to deliver on the company’s refined strategy and growth objectives.
Accountable Care Partnership
Collaborating to create an integrated delivery system
A large health insurance organization wanted to develop an integrated delivery system in a regional market to improve care quality, reduce costs, and ultimately grow patient enrollment across Primary, Specialty and Acute settings. Camber was engaged to develop an accountable care business model and structure a partnership between the insurance organization and a large regional provider as the backbone of the integrated delivery system.
Camber conducted deep dive analyses on baseline performance and market needs, and collaborated with the executive, clinical and finance leadership teams of both organizations to establish the goals of the system and define its value proposition to the market. Camber identified multiple options for structuring the partnership and business model, and developed a proforma financial model that incorporated internal and external benchmarks. Camber’s analysis projected $15-20MM in cost savings as well as significant potential for enrollment growth for the integrated system.
Camber acted as the primary facilitator for partnership discussions throughout this effort, and both organizations agreed to move forward with the integrated system, which is now operational. The primary client has subsequently used the business model structure and supporting analysis methodology to assess other regional markets for similar opportunities to partner, grow and improve care for patients.
Health Product Strategy
leveraging customer insights to drive increased sales
A health IT company was experiencing stagnant sales in one of its products, and was seeking to understand the root cause and appropriate response. The company wanted to identify specific actions that could drive increased sales of the product in the US market. Camber was engaged to conduct an in-depth analysis of the US market. Our team performed a detailed review of competitors and conducted a study of potential customers to understand their needs, perceptions, and buying behavior.
Camber’s qualitative and quantitative customer analysis and competitive assessment identified two key levers for improving sales: customer targeting and product development. Our analysis showed that the hospitals most likely to purchase the product, and the buyer most likely to make the purchasing decision were not currently a target. We recommended a shift in the target customer segments, and developed and tested a more compelling value proposition for those segments. Our analysis also showed a number of product weaknesses relative to competitors as well as customer and market needs. We recommended a change to the client’s product development roadmap to address these gaps.
Based on Camber’s analysis and recommendations the client leadership team committed to a new strategy and marketing plan for the product, launched an innovative campaign to reach newly prioritized target customer segments, and began building a future version of their product based on a redefined product development roadmap.