\nsiahtscare Ithcare Solutions Hub www.insightscare.com Top of the Ladder Leadership Qualities } j . Dominant Sn in Deman Leaders Strong "7 TO WATCHIN Foundations Healthcare Architecture and its Growing Importance exer IDeccod S GESCO Healthcare Setting Benchmarks of Excellence in the Medical Device Manufacturing Space ar"Their desire to learn about the needs of PCa lui ee-lale ROR LC that knowledge and include it into their ERR R US ever-challenging and changing landscape in healthcare has never er wen) Radiology." Seta le ee aCe "Within two weeks of implementing Nyro Tal cola Leelee han NRO LoAd back to normal and any dip in claims Be TTT eae cole was quickly made up, allowing us to PRN completely beat our own revenue projections RiS-driven so they positively Tata Caen cn the "rst year, we were able to Bn eee errr ERTS RCC CUI ACC Sr TM aa) fr) MedInformatix Sea eel ae ere LTO aaa) Pn Treen)i sAarathi friend phosopher guide 013% certinediaa pany An ISO 27901 Robust information security ¥ Helping more than 20 lakh patients every year to deal with their disease. better ¢ Sénvces in counselling drug deliveries, diagnostics, healthcare records, screening tools and access programs. > Trained and professional team of over 300 paramedics to be a friend, philosopher and a guide, ‘Leader in running disease management programs with 35 top healthcare companies since last 8 years. ‘National award for healthcare excellence by CMO Asia under social care support in Aug 2015 amongst 8 other recogrition, Ferrara cera sAarathi Ena: cngsehicieey, P3102 61951633, E627, A, Nal Gn, LBS ay, Mur Ws, ub A200 etal: remeron cmtMedTech for Better Care rom the time of conception to death, medical technology is always with us. MedTech has ‘empowered the future of health management systems. Diagnostics, healthcare services, solutions, and products aid in diagnosing, preventing, and restoring patients” health quickly. MedTech has made healthcare accessible, available, and affordable. Every day, the medical technology space is undergoing significant transformations to improve healthcare delivery and patient outcomes, MedTech has it all - from complicated surgeries to minimal invasive ones, from early detection to ‘monitoring, from equipment to devices and software. There is no denying that MedTech has enhanced the quality of life increased the number of years a person would have otherwise lived Until a few years back, the industry was in its nascent stages in the country but was expanding steadily. It is predicted that the MedTech sector in India would reach USD 50 billion in less than five years. ‘The global pandemic only elevated the urgency for the MedTech sector to sprint over the growth curve. Among the many lessons that the pandemic taught us, technology in healthcare has been a vital one. The MedTech industry in the country is proliferating to improve health outcomes. The country that has given the ‘world its Father of Surgery, Sushrut, around 1000 to 800 BC, had been lying low for quite a while. In recent years, though, Med'Tech professionals have used disruptive technologies to meet global standards and health needs. Software solutions enable healthcare professionals to manage their patients efficiently. It is evident that the return of the normal is stil a dream since vaccination is no guarantee that one would be shielded from the coronavirus. Under such circumstances, digital patient engagement, monitoring, and care have become more critical than before. The advancements that the MedTech industry has made the last few years have been remarkable. As a tribute to the industry leaders and the innovations, we at Insights Care featured afi outstanding ones who Dominant Leaders to Watch in Healt about the journey of these leaders and Happy reading! fe]Samuel George Se pee Roe ees een) Reriet agen Vcunictamien tata LO 20 32 ii i Stron; The Right Guide Toe 8 Leadership Qulities Healthcare Architecture in Demand and its Growing Importance Ne A2ZAm se AO mM28 A Long Goodbye Fathima Batcha Connecting People to Exceptional Healthcare Services ) Siraj Dhanani Achieving Dreams through Disruptive Innovation Strides Software Solutions Leading the way to quality healthcare solutions\nsigh Editor-in-Chief Senior Editor Managing Editor Assisting Editors Visualiser Art & Design Head Co-designer Art & Picture Editor Business Development Manager Marketing Manager Business Development Executives Sales Executives Technical Head Assistant Technical Head Technical Consultants Digital Marketing Manager Assistant Digital Marketing Manager SME-SMO Executives Research Analyst Circulation Manager tscare Healtheare Sotons Hub Sumita Sarkar Anish Miller Abhishaj Sajeev Trishika Rokade David King Priyanka Rajage Paul Belin Rashmi Singh ‘Amy Jones John Smith Sarah Wilson, John Smith, Alex Vincent Kelli, Bill, Anna Jacob Smile Pratiksha Patil David, Robert Alina Sege ‘Amol Wadekar Atul, Gemson Eric Smith Tanaji sales@insightscare.com July, 2021 Corporate Offices: Insights Success Media Tech LLC '555 Metro Place North, Suite 100, Dublin, OH 43017, United States Phone - 302-319-9947 Email: nfo@insightscare.com For Subscription: wwwinsightscare.com Follow us on: & wrw:facebook.comv/insightsCare/ also ovailable on : Wh Manz Tes EREEReeny © issu We a Insights Success Media and Technology Pvt. Ltd. Office No. 22, Rainbow Plaza, Shivar Chowk, Pimple Saudagar, Pune, Maharashtra 411017 Phone - India: 7410033802, 74100058552 Email: info@insightscare.com For Subscription: wwwinsightscare.com https://twitter.com/Insightscare Copyright © 2021 insights Success Media and Technology Pv Lt. Alrights reserved. The content and images usedin tis magazine should not be reproduced or twarsitte in any form or by ary means, elctanie mechanical. photocopying. recording otherlse, without prae permission rom Insights succes. Reprint rights solely with insights Success Media and Teennalogy Pt Lt. Insights Carels powered by Insights Success Media and Technology PV LtDominant@® Leaders Towarcd HEALTHCARE] ) 2021 Axe en UNS TaTs ett \r oa GESCO Healthcare is one of the largest manufacturers re Samus! George and exporters of spinal, orthopaedic and CMF implants ae CEO and Director and surgical instruments in the Asia-Pacific region. NSS Zs ? <7 . InnAccel is on a mission to create the world’s fist portfolio Siraj Dhanani ‘of medical products, designed, engineered, and priced for Founder Global Emerging Markets KN ‘4 NY Pan Fathima Batche Sollu is a cloud based platform enabling organizations engage with their users with pre-built communication using os Founder and CEO | interactive text and voice messages in their native language YY Y StoriiCare is a care management platform that enables care StoriiCare Cameron Graham | providers to digitally record the care they provide, supplying Proce Co-founder and CEO | management with oversight and reducing common industry \ IN inefliciencies. ~ Strides Software is passionate about contributing to the life er eo Denesh Mutha saving tissue banking industry through innovative software SOM ane] founder products which would help the tissue banking industry in stridessoftware.com their cause and help them be error free, effecient, effective \ A ‘and address the need of the patients on time.Dominantm Leaders Towa HEALTHCA! ry 20217 samuel George Setting Benchmarks of Excellence in the Medical Device Manufacturing Space 6 GESCO is the only Indian company in the Orthopaedic implants sector to have been awarded Patents by Japan and the US, besides, other countries. 99“A leader is best when people barely now he exists, when his work is, done, his aim fulfilled, they will say: we did it ourselves.” —Lao Tzu Ihe above quote, in its own way, gives us a vivid definition of what and how ‘an ideal leader must be. It makes us comprehend that leadership does not always synchronize with authority. ‘What sets leaders apart is their ability to be considerate, compassionate, ‘cooperative, and all those aspects that brings out the best in themselves and their followers. The following article brings into spotlight, an individual who is an embodiment of these aspe Samuel Williams George, the CEO and Director of GESCO Healtheare, is a fervent leader who believes that the roles of a leader have evolved to much more than what a designation defines, and he implements this thought within his ‘company. Mr George has a comprehensive list ‘of accomplishments and accolades to his name pertaining to his role as CEO. He spearheaded GESCO to make it the largest spinal implants ‘manufacturer in the country. He initiated and successfully established the first Indian Spinal Implants ‘manufacturing in the early 90s. He also Initiated the Trauma division with the Halifax Nail, making it the first US and Japanese patent approved orthopaedic implant in the country. Additionally, Mr George led the Global Sales team at GESCO to initiate International and OEM business in over 20 countries. He has “ Neither the strongest nor the affluent would win the battle of survival, it shall rather be won by those who either know or learn, to evolve. 99 led the CDSCO audit to become India’s first Sterile implants, manufacturer. Subsequently the company has successfully faced US FDA, CE and several CDSCO inspections and audits. Under his leadership, GESCO was awarded one of the Top 10 companies according to Prime View magazine and Insights Success magazines, twice consecutively (2017 and 2018). Exhibiting True Quality GESCO Healthcare is a 58-year-old organisation, incorporated, with a vision to Transforming Lives Every Day. The company is respected world-wide for the revolutionary contribution it continues to make in the critical field of manufacturing Neuro, Orthopaedic and Spinal implants plus an extensive array of high-quality Surgical instruments. Accreditations such as Indian FDA, ISO 13485, 9001, CE marking, US FDA, WHO-GMP are a testament of the quality of products that the company offers. GESCO is the only Indian company in the Orthopaedic implants sector to have been awarded Patents by Japan and the U.S, besides, other countries. The accolades that the company has won are a consequence to the notably, remarkable infrastructure, and the attitude of the management to not only invest heavily in cutting- edge manufacturing technology, but also focus on Innovation and Research and Development, in the organisation. Coming to GESCO’s research and development section, it is one of the finest and the best equipped in the industry as the company believes in being proactive to incorporate innovation and support evolution. “At GESCO, we envision to worthily claim the position of being the pioneer of our industry, and, for this we ardently engage in making sumptuous investments for Research and Development. We constantly aspire for ground-breaking technological evolution of product and process. Living up-to our commitment to provide mankind 66 We envision to worthily claim the position of being the pioneer of our industry, and, for this we ardently engage in making sumptuous investments for research and development. ”with the best possible transformations, we meticulously choose to adopt, produce, and serve them with the latest and the best,” says the team at GESCO. Surpassing Adversities “There is no denial to the fact that, COVID-19 Pandemic and the lockdown, has had an elevated impact on the healthcare sector as. ‘compared to the other sectors,” says Mr. George, when asked about his ‘opinion on the impact of the COVID- 19 pandemic. Talking about how GESCO tackled the challenges and limitations imposed by the pandemic, Mr George says, “The nature of work we are committed to, the kind of accountability we feel towards the society, and owing to the trust vested in us by our patrons, we could not stop, but continue. So, even when all kinds of movement, like that of staff ‘or material, became extremely tough and restricted due to the unprecedented conditions, we were at work. Rather geared up, to extend ‘our capacity and maximise our contribution to help the society ‘overcome the unpleasant state of affairs.” “We stretched our limits and paved ways to provide surgical instruments ‘and other orthopaedic and spinal implant requisites for the patients whose treatment could not afford delay. Besides our regular line of commitment, gazing at the expontential need of COVID-19 safety kits, we initiated to ‘manufacture Face shields and P! kits. Along with, the financial help, ‘we thought it wise to provide society Sour alignment with the innovative, cutting-edge latest technologies, of product and process speaks, of our preparedness to efficiently deal with the ever-evolving healthcare needs of human society. 39 with the vital necessity,” he adds. GESCO, being a compassionate organisation, employee welfare has always been at the top of its priority list. Hence, while the pandemic forced out empathy and benevolence from the hearts of a lot of industrialists and businessmen, GESCO remained true to its fondamental essence. The entire management team of GESCO, with its admirable promptness, came to action and took charge. With their astute prioritising of activities, proper chalking out of work-shifls, and apt distribution of work, among different departments and the related workforce, they could cure the reigns of the business, back into their safe hands. However, amidst all the uproar, high alertness of prescribed norms, of social distancing, frequent usage of sanitizers, wearing of masks and face shields were being constantly and carefully observed. The company had also carried out regular COVID-19 testing. Safety of every single employee was placed first and given foremost importance. Minimum employees were summoned to work with maximum measures of safety. Both individual and environmental sanitation was carried out at regular intervals. As a dutiful organisation GESCO even ‘managed to design and roll out COVID-19 safety products to fill their paucity in the market and reduce chaos and panic being caused therefrom, “Its, the result of the undeterred loyalty, immaculate coordination and cooperation between the ‘management and the staff and the undiluted passion of all our employees, to serve humanity, that hhas made us sail through the crisis with minimum impediments, Mr George. says Bequeathing the Keys to Suecess We asked Mr George what advice he would give to the budding entrepreneurs and enthusiasts aspiring to venture into the medical device manufacturing sector, to which he says, “It's great to see so ‘many start-ups these days run by fantastic Entrepreneurs. Some advices I would give to medical devices entrepreneurs are:+ Ensure that they focus on the product — ask the question, how will my product add value to the surgeon/patient? If it does not add better value than your competitor, then it wouldn't make much of a differ + Market Understanding: It is important to have @ good understanding of the market so that you choose the right product, Several times entrepreneurs enter into a very crowded market with the me-too product, without any clear understanding of the product or the market, *+ Quality It is also critical that the products can be manufactured with the best possible quality, consistently. Do not compromise ‘on quality. This maybe a short-term gain but will hamper your growth in the long run. Always remember, that any medical device product is used to restore a patient's health in some way or another — so be as honest as possible. + Regulatory Compliances ~ Understand what regulatory compliance requirements your products may have. + Focus on R&D — DO NOT stop innovating. If we don’t innovate, wwe don’t progress too far. We are living in an extremely competitive world. The world of Medical devices is no different. With so much of competition, itis critical that there is continual improvement on products.” Envisioning a Bright Future Talking about the future of the medical device manufacturing sector post the pandemic, and how GESCO is strategizing its future operations to align with that future, Mr George says, “the pandemic showed us how ill-equipped and untrained we were to handle a critical contingency. It has given a wakeup call to all, especially industry members like us, who are actively involved and directly related to the well-being of the society. Though we have sustained the crisis pretty decently, wwe could have been swifter and better, if the community on the whole ‘was more prepared.” “As for the future strategies, we are going to stick to our vision of Transforming lives every day. Though revised norms of employee- presence, rearranged work-shifts redistribution of material and other resources etcetera, has been considerably accomplished. Designing and development of a sttategic division, consisting of experts from different work processes, responsible to plan, organize and ensure free flow of work during any such contingency in future, is still in process.” “It is too early to talk about the future changes that the manufacturing device sector might face post pandemic, but I can assure you, that, we at GESCO, remain determined to continue transforming the way that the world views healthcare, with a promise to present it with a novel perspective towards leading a healthier and a happier life, wwe are focused on our endeavour to revolutionise medical standards across the globe,” he adds. Asa step further into its commitment, GESCO has strategized to leverage the collective genius of medical community, to tap into the fature potentialities for innovative solutions. And since, its objective is strengthened by precious contribution from the community, the progressive stakeholders, partners, employees, and users, the company will energetically continue to engage, along-with them to innovate, develop and provide, topmost quality, affordable solutions to its users worldwide. &] (4 GESCO isa compassion ate organisation, where employee welfare is always at the top of its priority list. ”SUBSCRIBE TODAY Never Miss An Tssue Stay in touch. Subscribe to Insightscare Get Insightssuccess Magazine in print, & digital on www.insightscare.com \nsightscare wee Healthcare Solutions Hub aR CORPORATE OFFICE fl Insights Success Media Tech LLC 555 Metro Place North, Suite 100, swvorinsightecrecom Dublin, OH 43017, United Stotes . Phone - (614)-602-1754,(302}-319-9947 Check should be drawn in favor of : Corben INSIGHTS SUCCESS MEDIA TECH LLC For Subscription : wwrw.insightscare.com/ ~ CleayLIGHI a ) We understood the pain points that the management of the organizations or the owners actually have, regarding calculating the ROI on their marketing spends, by understanding how many people enquired regarding their services versus how many conversions actually happened. Today, they have access to all this information and Solu has become an important tool to measure this information, In this way, we are able to work on our vision of ensuring every call is answered and lives are saved and at the same time we are able to provide great value to our clients, by managing the cntire patient communication journey end to end Tell us more about Solly, its vision, and the key aspects of its stronghold in the HealthTech space. ‘As mentioned earlier, Sollu was started with this pain point, and we wanted to make a difference because we realised that healthcare organisations do not have sophisticated call centres similar to arobust service centre or support centre of a technological company. We knew that just providing the technology would not be enough for a hospital. So, we brought together our learnings from not only how to build a call centre but also what is required to give tangible results to the client. We realised that every hospital or even a small healthcare institution would not be able to sct up a sophisticated call centre with a dedicated space, complicated infrastructure, a call centre manager, periodic training for agents and supervisors to manage the agents, and ensure agents empathize with the patients, We built our solution offering based on these points where ‘we not only provide the technology, bbut manage the call centre by training the agents, monitoring them, and measuring conversions while ensuring not a single call is dropped. We are the only company which provides such a service in addition to ur technology solution as well Hospital owners and management teams are relieved at being able to offload management of this critical function of the organization. We do this with the help of automated systems, Artificial Intelligence, and a dedicated Customer Suecess team, This is one of the reasons why we have a stronghold in the HealthTech space. From a business leadership perspective, what is your opinion on the impact of the COVID-19 pandemic on the healthcare sector? ‘A lange majority of our clients belong to the healthcare sector. When the fist wave hit, it definitely was a severe blow to our clients, and nobody knew ‘what was happening so, they were steatly impacted especially, ina country where healthcare profit ‘margins are not very high and the cost for operating a good institution is very high, and with no support from the ‘government. ‘We have had some smaller single specialty institutions shut down as well during this time of erisis. However, ‘most of them were patient and ‘extremely resilient as they immediately took up other modes of ‘communication. Many of our clients 47 July 2024 |www.insightscare.comimmediately switched to tele- consultations and many of them started doing video consultations as well ‘They were quickly able to set up Covid centres and Covid recovery centres. We then saw them bounce back within a couple of months and what we noticed is that they were not really affected during the second wave because they knew what had to be done. Healthcare is such a priority during this time, and I think today people have started taking the vaccination and they have realized that you can’t really wait till the end of the pandemic to go in for your fertility treatment or an elective ‘surgery. Now people are not as paranoid as they were in the beginning ‘when we did not know much about this vvirus, We are dealing with it and doing ‘what requires to be done while taking safety measures, Today, call volumes and the number of appointments in hospitals are back to their pre-Covid numbers. I think people have accepted this as a way of life and all the hospitals are operating exactly how they operated pre-Covid the only difference being, an accelerated adoption of technology this time around, ‘What is your opinion on the necessity for heal “organizations to with modern technological developments, especially when it ‘comes to catering to the ever evolving patient needs and preferences? Prior to Sollu, we tried to promote a tele-consultation solution but there were no takers, However, today the jump has been so significant and practically every hospital has moved towards video and tele consultations. 1 think it is here to stay because when you have a child you would rather Schedule a video consultation rather than take the child to the hospital with the risk of the pandemic. ‘The doctors can also safely provide the information via online channels and moreover they don’t have to see every patient who might have very mild symptoms and has to come all the way to see the doctor and meet only those with acute conditions. The adoption has been very high both on the doctor’s as well as the patient's side. So even post-covid, I feel this process will continue, This would be great for India especially, since here, even for a small ailment, you have to go and wait for hours together in queue at the hospital to actually get to see the doctor, who might have 50-100 appointments that evening. Using these technologies ensures that this does not happen, and the doctors are also compensated for the same through these solutions. Earlier, this was not the case; the patient will speak to the doctor on the phone, or they would do a WhatsApp consultation without any payment, but today online payments have been completely accepted and there has been accelerated adoption of the technologies by both the doctors, as well as the patients in different parts of the country. What efforts did you take during the pandemic to sustain operations and ensure safety of your team at the same time? As the Covid numbers were increasing significantly, even before the lockdown started, we immediately asked our team to start working from home. We continue to work from home till date The transition was easy because of the systems and processes we had in place. We could seamlessly switch to a work from home mode. Our sales team who sporadically had to visit clients, we ensured that their Covid insurances were taken and as soon as the vaccines became available, ‘we pushed them to ensure that they get vaccinated before going out for meetings. Today, we have also accepted the fact that sales meetings Pa eee NC can happen online, and we urge to have these meetings online and only if this is not possible, they go and meet the client. All our backend servers and telephone fines are in secure and robust data centres, which is why we could immediately switch to such a mode. ‘We never had them on our premises and instead always ensured that they were in data centres so in case of any calamity there would be absolutely no disturbance to our operations, and everything will continue seamlessly without being affected, Even during the Chennai floods and during Vardah our operations were not affected, and our clients did not lose any calls during this time, If given a chance, what is the one ‘thing that you would change about the HealthTech ecosystem in India? Now that healtheare organizations have recognised the evolving needs of the patient, one thing I would like to change is to have increased adoption of ‘common standards and interoperability standards, so that different healthcare technology solutions can interact with each other, and they could provide a unified solution. Today it is extremely cumbersome for us to connect with different systems at the hospital that are already in use. So, either we have to build one on our side and that may not be part of our core offering, or we have to communicate with the other software company, and this goes on forever and we are unable to give a solution immediately to the healthcare provider. With common standards, we can focus ‘on our core areas and our systems can communicate with the existing systems. I think this will be amazingly helpful since multiple companies in this space can succeed together this way, and significant value can be transferred to the client. 48| July 2024 | www.insightscare.comAs an established industry leader, ‘what would be your advice to the budding entrepreneurs and ‘enthusiasts aspiring to ventur the healtheare services industry? Ifyou are a budding entrepreneur, first figure out what problem you are planning to solve with your product or service. Speak to as many of your prospective clients as possible so that ‘you can understand their pain points. ‘The next step is to prototype or create a minimum viable product. You should not invest huge amounts of money into ‘your company rather just create a prototype, to Even if you just create a screen or a ‘mock design and show it to these prospective clients and find out what they think about it and if they would pay for such a solution, Find out if they ‘would be willing to pay you right away before you build a solution. If you find that people are willing to pay fo get this problem solved, then definitely g0 for it but if not, please revisit the problem again and speak to them and figure out what else you could do. At the end of the day, you want somebody to pay for the solution to their problem that you're solving. ‘There isa lot of opportunity in the healthcare services industry especially, in India Today as technology adoption. is extremely high and hospitals are open to using new technologies which was not the case even a decade back, so do figure out what are the issues that ‘you could solve at scale. Ifyou can focus on tier two and tier three city’s that is amazing as I think, there’s @ lot of opportunity there. So aspiring entrepreneurs, please go for it, I think it’s an amazing sector to be starting up in. How do you envision further strengthening Sollu’s stronghold in 20217 We are focusing on providing more intelligence and insights, in addition to ‘managing the entire patient ‘communication lifecycle at healtheare institutions. We started providing tele- consultation and video consultation solutions to our elients during the pandemic, in an extremely simple ‘manner. We are increasing our efforts towards Machine Learning and Artifical Intelligence to automate most ‘of the monitoring functions. We are also spreading our wings to different cities and countries ‘We would like to become the leaders in the end-to-end patient communication industry with our suite of products starting with managed call centres, automated patient engagement solutions, marketing solutions, and patient feedback solutions. After creating a direct impact on our clients by showeasing increasing footfall and revenues, as well as improved client satisfaction scores, and higher google ratings, we want to scale to provide our solutions to more organizations who require it. E} 49| July 2024 |www.insightscare.com20| July 2024 |www.insightscare.com i \The Right Guide Qualities ver the years, a lot has been said and argued about leadership by a lot of individuals including scholars, politicians, philosophers, academicians, etc, Leadership has been explored in different contexts, be it political, organizational, or cultural, Several qualities have been listed out for each different context but some of these vital qualities circumstant remain common regardless of the “A true leader has the confidence to stand alone, the courage to make tough decisions, and the compassion to listen to the needs of others, He does not set out to be the leader but becomes one by the equality of his actions and the integrity of his intent.” = Douglas McArthur ‘The quote above enumerates some of the vital qualities that are a must-have in a leader and the following extract will delve into some more important traits that make an effective leader: 24 | July 2024 |www.insightscare.compromotes team building, which is an important aspect of a smooth-running organization. Integrity — Having integrity, in general, makes one better person, When a person has integrity, they don’t have the need to question themselves and are very transparent with their actions, which gives them great confidence to move forward. Operating with integrity as a core value also helps build trust among others, especially those with whom you work closely. People in leader