Actionable Data: A Redesign Leading to Healthy Behavior

Many of us are avid followers of TED talks and the visionaries who present their innovative perspectives. Now, TED has spun off a subset of topics focused on health care and calls it TEDMED. One notable TEDMED talk features Thomas Goetz, who looks at medical data reporting formats, making a bold case for redesigning them in a way that turns stats into insights for patients and physicians alike.

Goetz is the executive editor of Wired Magazine and author of “The Decision Tree: Taking Control of Your Health in the New Era of Personalized Medicine.” He talks about the role of reporting data and how this data can be one of the most effective drivers of positive behavior change affecting health.

It has long been understood that education is the key to preventing and even reversing many of the health issues facing Americans today. But why are health literacy and clear communication/comprehension so important? Patients need to take a more active role in their own care. At the same time, they have less access to their doctors, yet more data, options, and decisions to sort through.

Studies show that effective communication with patients, including clear, timely presentation of data and feedback, has a beneficial effect on wellness and medical care outcomes. These benefits include lower rates of anxiety, pain, and psychological distress, and higher rates of compliance and symptom resolution.

In our own investigations, we’ve seen some sobering statistics. According to an Institute of Medicine (IOM)  has noted that nearly half of all adult Americans—more than 90 million—have some difficulty understanding and acting upon health care information, with 36% unable to understand patient education handouts or follow written instructions for taking their medication.

The University of Connecticut’s Low Health Literacy: Implications for National Health Policy Report identified health literacy as a major source of economic inefficiency in the U.S. health care system. The policy stated that: “An initial approximation places the cost of low health literacy to the U.S. economy in the range of $106 billion to $238 billion annually.”

Goetz, among many other health care experts, feels strongly that there is huge potential to improve patients’ understanding of their own medical information. As the nation grapples with health care cost issues, a strategic re-design of the communication of medical information can be a simple place to start, and may make a dramatic difference in wellness.

Health Care IT Update: HIMSS 2011 Conference

For those not directly involved in health care IT, HIMSS 2011 is the national conference, held in the Orlando Orange County Convention Center, February 21-24.

By some accounts, the conference grew 20% over last year. That’s not surprising, considering electronic medical records and many other health care technologies are at the epicenter of the Affordable Care Act legislation. Correspondingly, much of the discussion at the conference included topics of business growth, new hires, acquisitions and the like.

The convention was loaded with keynotes, educational seminars, as well as countless presentations on the exhibit floor. Of note, the conference also assembled an Interoperability Showcase, featuring key vendors demonstrating how their technologies integrated with other platforms as part of the emerging global health care IT network.

Also to the show’s credit, there was significant improvement of online tools, listings of exhibitors and extensive social networking resources, including Twitter hashtag #himss11, Facebook and tools for mobile devices.

A special shout out to key exhibitors with whom I met—thanks for spending some time to update me on critical areas of health care IT innovation: Jeffrey Smith Director of Strategic Outreach, Ingenix: Dan Michelson CMO, Allscripts, and Chris Clemmensen VP Marketing, Press Ganey.

The after-hours events proliferated as well, with special note for the HIMSS Greater Chicago Chapter meeting Monday evening, and Patricia Joseph, committee member and also Principal of Prospex.

To be sure, not all tidings were rosy. I did also have conversations with those on the front lines of care, incuding physicians and government employees (Federal and state agencies were present in force as well, including the US Dept. of Veterans Affairs, Department of Health and Human Services, among others), and heard enough to temper some of the over-promise of the sometimes too-enthusiastic vendors. All-told, the conference was a hotbed activity, setting the table for health care IT in 2011.

Molex Models Health Care and Technology Marketing Best Practices

Molex Incorporated, a global manufacturer of interconnect solutions, was one of the 2010 recipients of the BMA Chicago Innovation Award, for developing the Circular MT Expanded Beam Interconnect Solution. The connection device allows dramatic functional improvement in operating room surgical equipment. Several recipients participated in a BMA Chicago luncheon panel event to discuss their ventures in more detail.

After the conference I caught up with Brian Krause, VP of Global Marketing Communications for Molex, to follow up on his comment about commercializing the product, which in his words “could be the subject of a whole panel discussion on its own.”  I suspected more than a grain of truth in this, and perhaps that some of the more fascinating (and unsung) innovation lay in marketing the product. Of particular interest in our discussion was the level of sophistication Brian described in this product-driven manufacturing company. Torque’s own work is often in the midmarket (rather than the multinational arena of Molex), so the following are the takeaways I felt were relevant to midmarket companies, who are generally far less systematic and structured about their marketing, and might have something to gain by studying them.

Background

Founded in 1938, Molex is a multi-billion dollar manufacturer of interconnect solutions that averages over 300 new products a year, with 200 innovative technology patents. Molex also has over 100,000 product part numbers available on Molex.com.

Marketing is managed by two distinct yet closely integrated groups: the Global Marketing Communications (Marcom) Group and the Product Commercialization (Procom) Group. Global Marcom develops the Molex brand, message and integrated marketing communications efforts including advertising, public relations, lead generation/nurturing, sales support, tradeshows and web marketing. The Product Commercialization (Procom) Group is responsible for building sample sales kits and detailed product data for the website. The Procom group works with Molex global product managers on product commercialization – from conception of product, to end-of-life.

Focus on content

While the Global Marcom develops the ever-important (and expected) integrated marketing programs and campaigns, the Global Procom Group concentrates on producing extensive and detailed product data for the website, to provide user resources and to help drive search.

Driving site traffic

Although Brian is quick to say that Molex is far from complete, they are currently implementing a marketing automation platform that will include technology and practices for tracking user behavior on the website. When users register to request specific information, their actions are monitored based on where they spend time on the site and that data is then used in the sales process. This information proves invaluable for enhancing the user experience and generating qualified leads.

Focus on structure

Molex carefully maps their marketing ROI, both to track sources of lead information as well as applications and use. As a global user of SAP software, Molex draws data from across the organization to help in the marketing process, then feeds the results and insights back to the many functional groups. Building and managing the communications between the worldwide functional groups is an ongoing process.

Social Media and SEO

Molex launched www.connector.com last year, a thought leadership blog site focused on trends, challenges and solutions in the electronics industry. Thought leadership ROI is difficult to measure, admits Brian, although most marketers recognize the value of being seen/heard as experts and opinion leaders within their category. “We’ve tracked traffic increases to connector.com, both in terms of volume of traffic on the blog as well as referring traffic to Molex.com. From search engines, Molex was seeing 4,000 users per month. In 2011 we’re now up to 100,000 each month coming in directly from search engines. Search engine optimization has contributed to total monthly Molex.com traffic of over 600,000 visitors.”

Search is the heart of “pull” marketing

All the content described above, including detailed product information and thought leadership content, is designed to be available and readily findable through search engines. This is what drives traffic to the site and drives conversations into sales.

Integrated Marketing Drives the Right Results

“Our greatest successes are when our global team (including marketing communications, Internet, social media, and product commercialization) is aligned closely on the creation of programs, campaigns and even tactics. Sweeping, seamless execution of integrated activities offer one Molex voice to our market and generate optimal results,” reveals Brian.

The scale of the Molex program is much different than that of midmarket counterparts. However, all of these are practices that can be implemented on a more modest scale, and could well generate sales and growth with a much better marketing ROI than traditional marketing programs.

Jill Konrath Speaks at the Chicagoland Chamber Midmarket Forum, Feb. 10

The forthcoming Chicagoland Chamber Midmarket Forum event is on track for what our economy seems to crying for in unison: let’s get things back in gear and SELL STUFF!

Jill’s talk, Selling Big(ger) Companies, is designed to help sales individuals and organziaations crack into the high-margin accounts that can grow their businesses. Her methodology, heralded by executives at companies like IBM, Hilton, 3M and General Mills, reveals approaches to accessing frazzles decision-makers, crafting messages, enticing prospects, and managing effective account campaigns. Author of several books, including Snap Selling, Jill is not to be missed!

Registration Details:

Thursday, February 10, 2011

7:00AM-9:30AM

The Mid America Club

200 East Randolph Street, 80th Floor

Chicago, IL 60601

Spotlighting Innovation and Entrepreneurship Among Small and Mid-Market Businesses

Torque has worked with the DePaul Coleman Center for Entrepreneurship to help communicate their role as a dynamic thought leader, educator and guide for Chicago business owners. Raman Chadha, executive director and clinical professor for the Coleman Center, has been executing this positioning in many ways, including sharing his insights on notable second-stage companies every Friday on Enterprise City, Crain’s blog for Chicago entrepreneurs.

His column is a resource and homage to the rise of smaller, smarter and more innovative businesses that are growing despite the challenged economy. When working with the Coleman Center, we encouraged staff, like Chadha, to develop a strategic and informative blogging strategy.

Most recently, in his column, “Back on the Radar: Lyons Consulting Group,” featuring Lyons Consulting, a Chicago-based web development firm that has been aggressively growing through a strategy of absolute focus, both on exclusive e-commerce development and on customer satisfaction. The firm, which has also partnered with Torque, has been able to double in size as a result of its new strategy.

Reading about successful small-to-mid size businesses is always inspiring. And it’s with a knowledgeable blogger like Chadha that we continue to look ahead at the possibilities of progress for Chicago-based companies.