Over the past year we have been working with a focus group of ovarian cancer patients to identify key product requirements based on the needs of their treatment regimens and resulting side-effects. The patient response has been incredibly positive.
We currently have a product prototype and are building a PoC beta product for a pilot project we are designing for ovarian cancer patients with Kaiser Permanente in Northern California.
We have also secondary sites lined up at UCLA and Stanford to expand our pilot project once we can provide study conclusions from Kaiser. The gynecological oncologists we are working with at all these institutions are very enthusiastic - they see benefits to their practice related to improvements in patient compliance and satisfaction, and the potential for lower office time utilization.
CTO, PhD - Health Informatics, UCSF
Biography: Andy has deep experience as a technologist and health informaticist, and is currently a professor of health informatics at the University of San Francisco School of Nursing.
Advanced Degree(s): PhD - Health Informatics, UCSF
The qlaro app makes it easier for cancer patients to make better treatment decisions, improve their quality of life, and find new treatment options and clinical trials. The app generates simple questions for patients to ask clinicians that are derived from accepted treatment guidelines. The app is designed to be a mobile solution that the patient can take into the doctor's office in order to collect data on their condition, and uses the answers to provide patients with highly personalized guidance from diagnosis to survivorship.
The app also has a social networking function that allows patients to either intiate a connection to others, or to have the app suggest connections based on similarities in treatment experiences or where patients currently reside within clinical pathways.
Finally, the data management system that the app is built on allows qlaro to integrate the experiences and data elements of entire patient populations to deliver synthesized observations about the latest trends in cancer care. "Within qlaro, 50% of patients who look like you are moving towards the use of PARP inhibiotors. Would you like more information?"
Our pilot providers are working with us because: 1) they want to track compliance and quality of life metrics, 2) they want to improve patient satisfaction scores, and 3) they want to improve patient utilization metrics for their practice and think the app will hlep patient interactions be more efficient.
Our business plan is to establish our product as a guide to cancer patients, engage patients up to 20 times a month by addressing the pain points related to finding the information and connections that help them better manage their disease, and then develop PRO and population data products once we establish a statistical meaningful population data set.
The next 6 months – we are currently working with an Institutional Review Board at Kaiser Permanente to design a pilot program to recruit ovarian cancer patients as the early access users of the qlaro app. We expect this project to be approved in the fall and patient recruitment to begin in early winter. This program will allow us to create patient engagement metrics as well as an early population data set around the use of PARP inhibitors by ovarian cancer patients.
Our 12 month plan is focused on three goals. First, expand app functionality from patients on PARP inhibitors to meet the broad needs of the entire ovarian cancer population. Second, test the recruitment of more users through new channels such as DTC advertising, partnering with patient advocacy and support organizations, and increasing awareness through professional medical organizations such as the Society for Gynecological Oncology. Third, we want to initiate collaborations with three therapeutics companies to develop the initial versions of our PRO and population data product.
By month 24 we would e
Our Competitive Advantages
For users, our competition ranges from self-directed internet searches to any number of point solutions that seek to address episodic pain points experienced by patients during the process of cancer care (e.g. patients like me, antidote) or provide access to better information or treatment trends for patients (e.g. the My LLS app from the Leukemia and Lymphoma Society). Our primary differentiation is 1) how we coach the patient through the care process by providing questions to ask their doctor, 2) our use of the patient's actual clinical data to match the patient with the right information and people, and 3) the breadth of functions built into our solution.
In the healthcare data market we see IMS health and Flatiron Health as our primary competitors. IMS is well known to be expensive, and primarily offers claims data. Flatiron collects its information from oncology focused EMR systems that it provides to community oncolologists. Our conversations with oncologists have revealed mixed reviews which may limit market adoption. In addition, Flatiron's data sets present gaps when patients go to providers not using the Flatiron EMR system, whereas our product follows the patient wherever they go.
We have constructed a proprietary semantic data management system purpose built to address the data variety problem in healthcare. We beleive our solution enables a more accurate matching of patients with information they need, and faster time to market for new features and indications (breast cancer, etc.) We are electing to treat this technology as a trade secret at this time.
More broadly speaking, we strongly beleive that establish patient trust will be a huge barrier to entry in the field of clinical decision support tools for patients. As such, we are incredibly mindful of how we are designing the product to address patient needs.
We have raised $150k from friends and family and are currently initiating outreach to angels to support the MVP to be used in our Kaiser pilot.
Currently $135B is spent annually in the US on the cancer care of 1.8m newly diagnosed patients and 14m patients living with cancer.
Today large therapeutics companies spend millions of dollars a year on data services and doctor surveys. In total, it is estimated that the healthcare data services generates $10B in annual revenue. We estimate our own TMO for qlaro at more than $5 billion based on our bottoms up analysis of the market for data services: There are more than 400 meaningful companies in the oncology space (therapeutics, diagnostics, providers and payors) x 25 most common cancers (80% of annual dx) x $500k /customer the average customer relationship size.
Projected 3 Year Growth
By year three, we forcast 20 customers will be paying for data sets related to 3 cancers. At an average customer relationship of $250k/cancer data set, the result is $15m of annual revenue. Based on development and maintenance costs for the app and the customer facing data products, the unit economics of this solution support 40% gross margins at this point in the company's lifecycle. We expect to finance our expansion strategy (an app for the 25 most common cancers), through a series of equity raises over the next 3-5 years.qlaro is a free product to patients (the users of our app).
qlaro is a free product to patients (the users of our app). We will monetize by selling PRO products and population data sets that we create through user engagement. For example, in ovarian cancer, our initial launch market, we will collect data from patients who are being prescribed PARP inhibitors that will allow us to quantitatively measure side effects like fatigue, and the degree to which patients are involved in selecting a treatment regimen among the three approved drugs on the market. Currently, none of this data is captured in physician clinical records. We will also be in the front lines of capturing prescription trends and market share among the approved drugs, as well as patient intent towards future therapies. We intend to charge ~$50k per data set, which allows our customers to purchase only the data products that are important to them at a cost much lower than current market offerings.
For our users, qlaro presents a highly differentiated user experience, one that is both highly personalized and holistic. The personalization is a function of applying data science and ML to a patient's acutal clinical record. From a holisitc standpoint, the app incorporates key functions (e.g. general info, treatment comparisons, side effect tracking, social networking, clinical trial finder) in a single integrated solution that addresses patient pain points from diagnosis through survivorship.
For our customers, we provide access to a data set that follows the customer regardless of whatever provider they see.
We are currently involved in customer development conversations with three large biopharma companies (all with Mkt caps >$15B) about creating data products around patient data sets. All three companies have expressed a strong interest in using qlaro as a vehicle for collecting patient reported outcomes. For two of these companies we are working with the health informatics group, and for the third company we are working with medical affairs.
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