Telemedicine services have officially entered the heyday of development: Teladoc has recently successfully achieved IPO listings, and MDLive and Doctor On Demand have received huge amounts of venture capital. Last year, a series of official guidelines were issued similarly to the American Medical Association, the National Council of Medical Councils, and the American Academy of Pediatrics. Under such circumstances, it is difficult to ignore the fact that virtual consultation services have begun to spread rapidly.
American Well Chairman Roy Schoenberg (Roy Schoenberg) said: "The development of telemedicine services is just too fast the first half of this year, the total amount of remote medical services we provide users with more than the sum of the company's history to be. I know that we have been doing this for a long time. This year, the company’s annual growth rate is likely to soar. From any point of view, telemedicine services are already booming."
Recently, the big news in the field of telemedicine mainly focused on the medical insurance plan: many medical insurance companies began to add telemedicine services as reimbursable items to their own medical insurance system. Since March of this year, medical insurance companies in several states have announced pilot projects to reimburse their users for telemedicine services. Reimbursement is available through telemedicine platforms such as American Well and Doctor on Demand.
After ten years of bitterness, the situation suddenly changed.
Although medical insurance companies began to reimburse telemedicine services as a novel trend, some large companies in the virtual consultation field said that medical payers were actually their parents. However, the mode of cooperation between telemedicine companies and medical payers has changed. Jonathan Linkous, CEO of the American Telemedicine Association, gave us an overview of some of the role changes.
“Many health care companies initially believe that if members want to use telemedicine services, they get through their channels. But these services are not free. Later they are willing to negotiate with us to discuss price cuts. Then these payers start Agree to reimburse users for telemedicine services. Currently, they do not say that telemedicine services are a reimbursable medical benefit, but the trend is this."
There are many modes of cooperation between medical payers and virtual service providers. To this end, the digital medical website MobiHealthNews interviewed the leaders of the giant virtual service companies in Teladoc and American Well. Most of Teladoc's services are conducted by telephone, but a small amount is also available in video format. In contrast, American Well's services are mostly conducted in the form of video interview services.
American Well's Schonberg said: "We have been working in telemedicine for almost ten years. Our main task for many years is to sell telemedicine services to large health care companies." He explained that American Well has been mostly for most of the time. Collaborate with healthcare payers in the role of back-end technology vendors to help them build large internal telemedicine services networks. For example, they helped the health care company Anthem build the LiveHealth service.
"Backstage technical support is our main business. Don't underestimate it, these incomes enable us to run. People have more and more demand for telemedicine. We have spent many years trying to complete the role transformation, only need to guarantee technology. Stable development into a reimbursable project that now has a management function and makes telemedicine services a medical insurance. If the medical insurance company does not include telemedicine services in the reimbursement category at the end of this year, then the medical insurance company has problems."
Similarly, Teladoc CEO Jason Gorevic also said that medical payers have always been their number one customer. 40% of the company's so-called medical payers are health insurance companies, and the remaining 60% are self-paying employers.
“Medical payers include both health care companies and employers. They have been the main target of our business since our inception. Teladoc was founded in 2002 and we have always attached great importance to the employer market, hoping that large employers who are self-paying can Buying our services. Later we entered the health care company market, and then the medical system became our third largest market."
Gryvik said that some medical payers did not publicly use telemedicine services. These medical payers are accustomed to gradually incorporating more services into their health care systems. For example, Aetna Insurance began working with Teladoc in 2012.
“When we started working with Aetna, we were mainly responsible for ensuring that their 600,000 members who purchased full insurance can use the Teladoc service. Now we are working in multiple market segments, and the number of service users has exceeded 3 million. Moreover, this number is still This is a benign model of cooperation. We have achieved this success in many business markets with many medical insurance companies. By working with us, many medical insurance companies have grown bigger and stronger."
Aetna Insurance said it added the cost of telemedicine services to the user's premium. Although he has been working with the medical insurance company for a long time, Grywick has acknowledged that the relationship between the two parties has changed a lot since six years ago.
He said: "In 2009, I tried to explain to people what telemedicine is. Today I want to explain how we work with our partners to discover the enormous potential of telemedicine."
Jonathan Links, CEO of the American Telemedicine Association, used a metaphor to summarize the value and significance of the medical system for telemedicine companies: "It is very efficient to work with the medical system. As a vegetable grower, you are willing to stand in the corner. Or let large supermarket chains sell for you? After working with the medical system, telemedicine companies can directly connect with consumers without spending money. If you want to use your own channels to reach consumers, this can take a A huge sum of money."
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