What it takes to be a digital health innovator: insights from FirmTech’s Launchpad experience

As cohort 7 of Launchpad draws to a close, FirmTech’s Regional Sales and Marketing Director, Suzanne Noble, reflects on her personal experiencee of the programme and shares some key learnings to inspire other budding innovators.

Suzanne also highlights how elements of the programme supported the FirmTech team to deepen their understanding of patient pathways, cost implications and ways to engage with stakeholders, shaping the ongoing development of their award-winning solution that helps to detect the risk of chronic health conditions by measuring nocturnal erections, TechRing.

I recently had the privilege of completing the DigitalHealth.London Launchpad programme on behalf of FirmTech, the creators of the award-winning TechRing. This innovative diagnostic device helps detect the risk of cardiovascular and other chronic health conditions by measuring men’s nocturnal erections, tracking their firmness and duration via a mobile app connected to the device through Bluetooth. 50% of men with erectile dysfunction (ED) also have a history of cardiovascular disease (CVD), as outlined in this report from the University of Florence, which is why detecting possible causes of erectile dysfunction (ED) is so important.

As the newly appointed Regional Sales and Marketing Director for FirmTech, I embarked on this journey to better understand the multiple routes to market, particularly focusing on the NHS. The Launchpad programme, a highly competitive UK government-funded initiative, has equipped early-stage health tech businesses like ours with invaluable insights into the complexities of engaging with the NHS. I can hardly recall a time when I learned so much in such a short span.

A unique perspective

Entering the Launchpad programme as one of the few participants without a clinical background presented a steep learning curve. The NHS landscape is riddled with acronyms that can be intimidating for newcomers. Terms such as DTAC (Digital Technology Assessment Criteria), NICE (National Institute for Health and Care Excellence) and DHT (Digital Health Technology) were just the beginning. The programme supported me to identify and familiarise myself with this terminology, which is critical for effective communication and ensuring our technology met NHS needs.

Many of these unfamiliar terms relate to regulatory frameworks that govern the health sector. I quickly learned that if we wanted to sell to the NHS, especially if our device involved personal data, we had to navigate a labyrinth of necessary but often burdensome processes.

The reality is, without fulfilling these regulatory obligations, getting a foot in the door is nearly impossible. Moreover, the journey to compliance can be incredibly time-consuming, which is a significant consideration for a small team like ours.

Understanding the patient pathway

One of the most challenging aspects of the programme was comprehending the patient pathway and identifying where our technology fits within it. The patient journey can include several stages, including primary care (such as GP visits), secondary care, acute care, tertiary care and mental health services. Each area presents unique challenges and opportunities for integrating our TechRing device.

Engaging busy doctors also proved to be a formidable task. I often found myself relying on personal contacts to facilitate introductions. For example, during a visit to Leeds to meet a leading urologist, I had only 30 minutes of the doctor’s time due to his overwhelming caseload. While the NHS has shifted its focus towards prevention in recent guidelines, the reality is that the system is so overstretched that immediate concerns are often prioritised over preventative measures. This made it challenging to find individuals willing to discuss and potentially adopt our innovative solution.

Cost implications: a double-edged sword

One of the most significant takeaways from the Launchpad programme was the critical importance of understanding cost implications. For instance, while the TechRing could help detect potentially fatal cardiovascular conditions, thereby reducing the need for expensive specialist care, it could also lead to increased costs in secondary care due to additional referrals. This complexity highlights the necessity for health tech innovators to consider the broader financial landscape when introducing new solutions.

Participating in the programme prompted me to reflect on the specific problems we were solving and for what group of people. It became clear that we needed to ensure our innovation did not inadvertently create additional challenges for other stakeholders in the healthcare system. Understanding this dynamic is crucial for any health tech business aspiring to make a meaningful impact.

Complexity of the NHS

Throughout the 12 week programme, I was continually reminded of the NHS’s complexity. It is a vast and intricate organisation where understanding its nuances can greatly influence success or failure. The saying “to be forewarned is to be forearmed” resonated deeply with me during this experience.

Launchpad provides an excellent crash course for any business seeking to navigate the procurement process. However, I left feeling somewhat overwhelmed by the regulatory requirements and cost implications of working with the NHS. For small teams like ours, hiring consultants to help us navigate these regulations can be expensive. Alternatively, attempting to manage this journey independently could extend the process by six months or more, a daunting prospect for any early-stage company.

Collaborating for success

Despite the challenges, the programme also illuminated paths to success. Engaging with NHS stakeholders is not merely about selling a product; it’s about fostering relationships and building trust. Understanding the motivations and pressures faced by healthcare professionals can help us position our technology more effectively.

Moreover, the programme emphasised the importance of collaboration. By partnering with other health tech innovators and organisations, we can share insights, strategies, and potentially even resources. This collaborative spirit is vital for navigating the complexities of the healthcare system.

Firm Tech and Launchpad

My experience in the Launchpad programme has been transformative. It has deepened my understanding of the myriad challenges and opportunities within the health tech landscape. As we move forward with the TechRing, I recognise the importance of strategic planning and collaboration with NHS stakeholders.

For fellow innovators, I encourage you to embrace the complexity of the NHS and leverage programmes like Launchpad to navigate this challenging yet rewarding landscape. The insights gained from this experience are invaluable, and I believe they can help pave the way for meaningful advancements in healthcare technology. By understanding the intricacies of the NHS, we can better position our solutions to make a real difference in patient care and outcomes.

To discover more about FirmTech, visit our website or get in touch with Suzanne Noble.

FirmTech is part of the seventh cohort of the DigitalHealth.London Launchpad programme.

DigitalHealth.London Launchpad is funded by the UK Government via the UK Shared Prosperity Fund (UKSPF). It is delivered by the Health Innovation Network (HIN) South London in partnership with the Office of Life Sciences, CW+, Medicity, NHS England and the Mayor of London.

For more information, please visit https://www.gov.uk/government/publications/uk-
shared-prosperity-fund-prospectus.