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Thermidas
Das finnische HealthTech-Unternehmen Thermidas wollte das Potenzial eines Markteintritts in den deutschen Gesundheitsmarkt mit seiner innovativen Infrarot-(IR)-Thermografielösung für die medizinische Diagnostik evaluieren.
Case Study
Aspirico
INITIAL SITUATION
The internationally active software company Aspirico aims to establish its person-centred participation planning solution iplanit in the German market and, in particular, to support organisations in the disability and social care sector in the digital transformation of their participation planning, documentation and quality assurance processes.
To enter the German market, Aspirico was looking for a locally established partner with a strong understanding of the German social and healthcare system, particularly in the context of disability services, and with the ability to provide both strategic consulting and operational market development support.
One of the key challenges is to adapt an internationally established solution to the specific requirements of the German market. In particular, the participation-oriented approach shaped by the German Federal Participation Act (Bundesteilhabegesetz – BTHG), regional procedures and documentation requirements, as well as the interaction between service providers, funding bodies and other stakeholders, all need to be taken into account when positioning the solution and developing the market-entry strategy.
At the same time, the market is to be developed in a targeted manner and initially validated together with suitable organisations through pilot projects, without Aspirico having to build extensive in-house sales and marketing structures in Germany from the outset.
Together with Digital Health Port, Aspirico therefore aims to identify relevant market segments and decision-makers, establish initial pilot partners and reference projects, and position iplanit in the long term as a digital, person-centred platform for the German disability and social care market.
THE BACKGROUND
What are Aspirico and iplanit?
Aspirico is an internationally active software company specialising in digital care and support planning solutions.
iplanit was specifically developed for person-centred support, care and participation processes. The platform places the supported person, their individual goals and intended participation outcomes at the centre and combines these with digital planning, documentation, risk management, reporting and further optional functionality.
This includes, among other things, health monitoring, medication management, assessments and calendar functions.
The platform’s high degree of configurability makes it possible to map different support models, processes, terminology and reporting requirements within an organisation.
This flexibility provides an important foundation for adapting the solution to the structures and requirements of the German disability and social care sector.
Why Digital Health Port?
Digital Health Port supports Aspirico as a strategic and operational market-entry partner in developing the German market.
In doing so, we combine our knowledge of the German healthcare and social care markets with operational expertise in sales, business development, marketing, IT and digital transformation.
A key element of the collaboration is transferring the internationally established positioning of iplanit into the German context. The focus is particularly on the requirements of organisations providing disability and participation services, the implementation of person-centred processes in line with the BTHG, and the consideration of organisation-specific and funding-body-specific requirements relating to documentation, reporting and quality assurance.
Digital Health Port therefore does not act purely in an advisory capacity, but as a local point of contact and extended sales arm for Aspirico in Germany – from market analysis and positioning through lead generation and outreach to product demonstrations and the development of pilot projects.
CONCLUSION
Declan Kelly – CEO, Aspirico
“With Digital Health Port, we have a local partner who not only facilitates our access to the German market, but also works with us to develop concrete pilot projects with relevant organisations. This allows us to integrate iplanit into initial organisations, gain a better understanding of their requirements and build a sustainable foundation for further market development.”
APPROACH AND SOLUTION
Digital Health Port supports Aspirico strategically and operationally in developing the German market for iplanit. Market-entry consulting, localisation, business development, lead generation and operational sales activities are combined within an integrated approach.
The main activities include:
The main activities include:
Market and target group analysis: Identification of relevant segments, organisations and decision-makers within the German disability and social care sector, as well as assessment of suitable use cases for iplanit.
Localisation and positioning: Adaptation of iplanit’s international value proposition to the German market and development of target-group-specific messaging and communication.
Requirements validation: Direct exchange with organisations to gain a better understanding of existing processes, currently used systems and requirements relating to participation planning, documentation, reporting, medical documentation and other specialist areas.
Outreach and direct engagement: Personal contact with relevant decision-makers via email, telephone, LinkedIn and other suitable channels.
Product demonstrations: Organisation and support of initial meetings and live demonstrations, as well as assistance in addressing specialist and market-specific questions.
Development of pilot projects: Design of a low-threshold entry model that enables organisations to test iplanit based on specific use cases and adapt the solution to their requirements together with Aspirico and Digital Health Port.
Market feedback and product-market fit: Structured feedback of insights gained from discussions and pilot projects to Aspirico in order to continuously align positioning, functionality and market development activities with the requirements of the German market.
A particular focus lies on organisations in the disability and social care sector that want to digitalise their participation planning and documentation processes or align existing systems more strongly with person-centred approaches and outcome orientation.
Through direct dialogue with German organisations, we also assess how regional procedures and the requirements of the respective needs assessment instruments can be meaningfully represented or complemented within iplanit.
Conclusion
The collaboration between Aspirico and Digital Health Port combines an internationally established, person-centred participation solution with local market knowledge and operational presence in Germany.
Rather than simply transferring an existing software product into a new market, iplanit is being gradually aligned with the specific requirements of the German disability and social care sector. Insights from market analyses, discussions with service providers, product demonstrations and pilot projects are continuously incorporated into the positioning and market development strategy.
This gives Aspirico a structured route into the German market without having to establish extensive in-house sales and business development structures from the outset. At the same time, interested organisations have the opportunity to evaluate an internationally established platform within the context of their own processes and requirements.
The shared objective is to implement suitable pilot and reference projects and use these as the basis for the further sustainable scaling of iplanit in the German market.
Neuigkeiten & Referenzen
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