April 2017

32 APAC / April 2017 , 1703AP24 Transforming Health Care for a Better Future Optum® is a health services and innovation company. They collaborate with partners across the system to lead change in health care, transforming health care for a better future for everyone we serve. They are chosen by their partners for their combination of unique capabilities. We caught up with the firm’s Daniel Lanigan to find out more. Optum® is a Fortune 6 company, coming under the UnitedHealth Group umbrella and provides products to multiple entities, such as large employers in the US and globally as well as payers, provides, governments, life science organisations and other players in the healthcare system. To ensure that their clients receive the best possible outcome, Optum® firstly have a very rigorous process around client planning and execution, “which stems from knowing your client, and understanding their business objectives, what they would like to achieve and the type of outcomes they are looking for such as productivity and investment. Much of the underlying criteria is that you completely understand your client, what their needs are and how we can help them achieve them” Daniel explains. “What differentiates us is that we can offer an integrated single vendor solution, meaning that we have all the components to provide a total and comprehensive prevention solution on the global stage. Added to that, our competitors typically have to contract or partner with other organisations to offer the solution required.” Concerning the wider industry in the APAC region, it is a pretty challenging environment Daniel goes on to explain because everybody is competing for resources. Many organisations and those in the banking industry are looking to provide a solution that differentiates them from others, but that is a challenge but Optum® can customise and be flexible in this respect. Also, what may be an applicable solution in one part of the region such as China may not be right for another country such as Singapore. The ability to be flexible in this aforementioned environment is something that helps to influence to outcomes and the solutions provided to the client. “To say ahead of emerging developments, we are always looking for innovation in terms of what is the next thing and what are our clients looking for. How can we work together with them in this respect, whether that be digital engagement platforms or condition management for example. We also work very closely with consultants and clients, and hearing from them directly as to what they need, and what is missing and how can we work together with them and sometimes roll these out to the wider population.” “In terms of selecting staff to come and work for us, we have a set of criteria in that we are looking for those who specifically work in the sales space. Strategic and consultative resources are what we are seeking; indeed, we typically look for those who have had experience in the industry from a variety of organisations. We have to understand what the market is looking for and how each of our clients may differ. It is also important for our staff to understand the culture and speak the language, so that they have an immediate connection with the clients.” Regarding the firm’s plans for the future, they are preparing to launch their digital engagement platform which is a gamechanger Daniel reveals. Many multinational firms in the US are always looking to provide a globally consistent offering and, “one of the gaps in the industry has been digital engagement, but while there are vendors and carriers out there that are providing some of it, we are looking to offer something that will increase utilisation and engage people in a more exciting way such as gamification and push messaging. “Global challenges will be offered as well as the health score, so people will have more information at their fingertips to manage their own care, but also to work for us whether is in the form of coaching, counselling or biometric services. We see this as the next revolution in prevention on the global stage.” “Finally, from a multinational perspective, employers and payers are trying to focus in on how reduce costs in a different way. How to have better productivity metrics to share with leaders and executives. From a cultural standpoint, that understanding the culture and APAC region in detail will be key, as well as how we can work with different demographics from within that population so that we meet people where they are. Making the products and services relevant to them so that they change behaviours, and understand how to make better healthcare decisions.”