Commercialisation support for a new digital telemedicine hub


The problem

  • This client was a China-focused PE firm, with sizeable investments in a multitude of e-health and provider groups (hospital and clinic chains) across China. Historically, the cleint's approach had always been to invest in other firms rather than attempt to build a product themselves. However, seeing a new opportunity, they created a new company (owned 100% by the PE firm) to develop and then implement a new telemedicine hub across China. The hub was envisaged as a platform allowing Chinese patients to access services within China, or abroad (with a principal focus on outbound flows to Hong Kong) 
  • Asia Care Group were commissioned to undertake a China health market assessment and product/business development assessment for the prospective e-health solution. Further, the client commissioned ACG to develop the TOM for the new business, and forecast revenue and operability issues, based on anticipated demand. 


What we did

  • Undertook a market assessment to test the demand for the telemedicine hub, This involved a top-down market assessment (size of digital health market, key competitors, growth, etc) and a bottom-up assessment. The bottom-up assessment involved developing a customer segmentation model and assessing the underpinning macroeconomic trends that drive demand in each group. Further, we overlaid health demand models based on availability of providers, willingness to pay, demonstrable customer needs/wants and propensity to use e-health/digital services. 
  • Translated known needs into minimum product requirements and used these as a basis for developing the TOM. Advised on models to ensure customer safety and satisfaction, such as credentialing, feedback channels, ratings systems and other necessary regulatory aspects to ensure compliance with China/HK laws on e-health provision.


The result

  • The company now has a clear sense of the revenue and likely profitability of the services, and which customer groups/products to prioritise as it develops.
  • The company, backed by its PE fund, is now seeking further institutional and private investment to scale its operations. It has recently achieved an agreement with a large recently listed HK e-health firm, and will work closely with this entity on cross-border flows of patients.