Extending Salesforce Health CloudWith a greater need than ever for healthcare providers to control costs, the onus is on medical device manufacturers to come up with evidence that their devices are producing desired results.

Providers, payers, employers and patients are all looking for feedback and data that proves the value of medical devices.

Price/performance has become so important that one consulting company has said that value-based payments for medical devices has arrived and is here to stay.

Medical device manufacturers are facing higher levels of scrutiny than ever before. How can medical device manufacturers get needed patient feedback and data in the context of Salesforce?

One way is through direct manufacturer-to-patient communication within the Salesforce Health Cloud. Another way is by transmitting data from devices into patients’ Salesforce records.

Manufacturer Communication With Patients

The old business model was such that a medical device was first shipped to a distributor. The device was then shipped from the distributor to the patient.

In that model, no one at the manufacturer directly engaged with the patient.

In the new business model, medical device companies have clinical teams who coach and train end users of a device on how to best use the device.


  • Patients can be better trained on proper device operation
  • Patients are able provide direct feedback to the manufacturer on the device’s effectiveness
  • Manufacturers can understand and address device issues
  • Manufacturers can get evidence of a device’s value to patients

If a device is prescribed, the manufacturer can manage the prescription and confirm benefits.

Patient communities can be extended beyond patient communication with caregivers. Communities can be set up such that patients can interact directly with clinical teams and salespeople at device manufacturers.

With the manufacturer’s approval, patients can communicate with one another about devices within Health Cloud.

Device to Salesforce Health Cloud Communication

Insulin Pump and Health CloudThe healthcare industry has been one of industries that has been fastest to adopt the Internet of Things (IoT).

With Medical IoT, health statistics from a patient-connected device can be transmitted to Salesforce.

A device can communicate how often it is being being used, whether it’s being used properly and how well it’s working.

Device categories include:

  • Glucose Monitoring
  • Insulin Delivery
  • Heart Rate Monitoring
  • Respiratory Rate Monitoring
  • Blood Oxygen Level Monitoring
  • Ovulation Detection
  • Hearing Aids
  • Pain Management

Continuous Glucose Monitoring (CGM) allows for automatically reporting on blood sugar levels every 1 to 15 minutes, day and night. This data leads to physician being able to communicate to a patient how much insulin to take, what drugs to prescribe to the patient, and what dietary and exercise recommendations to make.

The analysis of CGM data by the physician and the communication back to the patient can occur within Salesforce Health Cloud.

There can also be patient-to-physician communication regarding devices within Health Cloud. The patient can journal how well the device is working for them. For example, a patient can journal how well their pain is being managed.

Some of the overall benefits to extending the Health Cloud are:

  • Improved patient care
  • Increased patient convenience (fewer doctor visits)
  • Easier physician access to data
  • Lower costs to providers for engaging patients
  • A better feedback loop for manufacturers
  • Improved long term device price/performance

The combination of an HLS-focused Salesforce partner and the extensibility of the Salesforce platform will continue to add value to the Health Cloud for patients, manufacturers, providers and payers.

About the Author

John RousevilleJohn Rounseville is Co-Founder and VP of Business Development at Saxa Solutions in Boston, MA. Saxa specializes in consulting services for Salesforce HLS customers.

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