Baker Tilly assisted a medical device manufacturer to successfully demonstrate and promote the economic and clinical benefits of bipolar technology, compared to monopolar technology, in order to increase the product’s market share.

Our client's need

To improve market access, a large medical device manufacturer needed to demonstrate the economic value of a new technology to support and gain provider adoption over a less expensive alternative device. At the time, literature existed to support the clinical benefit of their bipolar scope technology on patients undergoing transurethral resection of the prostate (TURP) procedures compared to the monopolar technology. However, the economic impact of each device had yet to be determined, so an economic study was initiated.

Baker Tilly solution

Baker Tilly performed a Medicare claims data analysis to determine the cost, procedure setting and length of stay for procedures performed with bipolar and monopolar technology. Since the two technologies are not uniquely coded in claims data, Baker Tilly created a method of identifying bipolar and monopolar cases for the analysis. Specialists identified known physician users of each technology and then located bipolar and monopolar cases from claims performed by the selected physicians, using physician NPI numbers to identify providers in the claims database. 

The analysis revealed bipolar procedures were less expensive than monopolar when accounting for procedure setting, as bipolar procedures were substantially more likely to be performed in the less expensive outpatient setting. Additionally, bipolar procedures had a lower average cost among multiple inpatient cost categories, including intensive care, room and board, pharmacy, operating room, and laboratory. Baker Tilly drafted and submitted abstracts outlining the claims data analysis findings to The American Urological Association (AUA) section conferences.

In addition to developing the abstracts, Baker Tilly authored a white paper detailing the claims data analysis which also integrated the clinical findings from a literature review, bridging the link between clinical and economic benefits of bipolar technology.

Results

Because of working with Baker Tilly, the economic benefit of bipolar technology was promoted to physicians through multiple channels, reaching numerous potential customers:

• Baker Tilly’s abstract was accepted at two AUA section conferences increasing the credibility of the study findings and providing a distribution platform for these important findings. The abstract was presented in both poster and podium presentation formats by a Baker Tilly health economist.
• The client’s marketing team is using the abstract and white paper in their sales efforts to demonstrate the clinical and economic benefits of bipolar technology compared to monopolar.
• A Baker Tilly health economist, alongside a key opinion leader in the urology field, was interviewed by AUA News, the organization’s magazine sent to all members and subscribers, to explain the claims data analysis findings. The magazine can be accessed in web and printed editions by the public.

Through these efforts the benefit of bipolar technology is now established, aiding in the increased adoption by physicians and hospitals and increasing both sales and revenue for the client. 

For more information on this topic, or to learn how Baker Tilly specialists can help, contact our team.