1/15
IBM + Acuity.health Partnership
IBM Consulting
×
Acuity.health
Value-Based Care Technology & Implementation Services
Objective: Position IBM as the premier implementation partner for Acuity's AI-native value-based care platform, targeting Tennessee's $4.2B healthcare market
2/15
Value-Based Care Market Fundamentals
VBC Payment Model Evolution
| Payment Model | Risk Level | Technology Requirements | IBM Service Opportunity |
|---|---|---|---|
| Fee-for-Service | None | Basic EHR, billing systems | $50K - Implementation |
| Pay-for-Performance | Low | Quality reporting, basic analytics | $150K - Analytics setup |
| Shared Savings (ACO) | Medium | Population health, care management | $500K - Care model redesign |
| Capitation/Global Budget | High | Predictive analytics, real-time monitoring | $1M+ - Full transformation |
64%
Organizations expecting increased VBC revenue in 2025
$87B
Medicare Advantage market size (growing 8% annually)
85%
Healthcare executives cite technology as VBC success barrier
3/15
Acuity Platform: Technical Architecture
Core Technology Stack
Data Ingestion
TEFCA/QHIN
HL7 FHIR
CommonWell
EHR APIs
TEFCA/QHIN
HL7 FHIR
CommonWell
EHR APIs
→
AI Processing
CHI Risk Engine
NLP/NLU
Ambient Listening
ML Models
CHI Risk Engine
NLP/NLU
Ambient Listening
ML Models
→
Clinical Decision
Mission Control
Risk Alerts
Care Gaps
Workflows
Mission Control
Risk Alerts
Care Gaps
Workflows
→
Outcome Tracking
Quality Metrics
Cost Analytics
Contract Performance
ROI Reporting
Quality Metrics
Cost Analytics
Contract Performance
ROI Reporting
Continuous Health Index (CHI)
- Technology: Transformer-based neural networks
- Data Sources: 140+ elements (vitals, labs, medications, social determinants)
- Prediction Window: 30-day adverse event forecasting
- Architecture: Multi-agent "mixture of experts" system
- Output: Real-time risk scores (0-100 scale)
Ambient Clinical Documentation
- Technology: Voice recognition + NLP processing
- Capabilities: SOAP note generation, OASIS autofill
- Integration: Real-time EHR population
- Accuracy: 95%+ clinical documentation accuracy
- Time Savings: 30-40% reduction in documentation time
4/15
Acuity's Role in Value-Based Care Operations
VBC Success Framework
| VBC Requirement | Traditional Approach | Acuity Solution | Measurable Outcome |
|---|---|---|---|
| Risk Stratification | Annual HCC coding, claims analysis | Real-time CHI scoring, continuous monitoring | 30-day prediction accuracy, early intervention |
| Care Coordination | Manual case management, phone calls | Mission Control dashboard, automated alerts | Reduced readmissions, improved HEDIS scores |
| Quality Reporting | Retrospective data mining, manual abstraction | Ambient documentation, automated capture | Improved star ratings, reduced admin burden |
| Cost Management | Claims review, utilization management | Predictive analytics, preventive interventions | Lower total cost of care, avoided admissions |
15-25%
Reduction in preventable readmissions
$500K-1M
Annual savings per health system
30-40%
Decrease in documentation time
5/15
IBM Service Wrapper Strategy
Pre-Implementation Services
- VBC Readiness Assessment: Evaluate current state, identify gaps ($75K-150K)
- Data Architecture Review: EHR integration planning, FHIR readiness ($50K-100K)
- Workflow Analysis: Clinical process mapping, optimization opportunities ($100K-200K)
- Change Management Planning: Stakeholder analysis, training curriculum ($75K-125K)
Implementation Services
- Technical Integration: EHR connectivity, API development ($200K-400K)
- Model Validation: CHI calibration, local population tuning ($150K-300K)
- Workflow Configuration: Mission Control setup, alert thresholds ($100K-200K)
- User Training: Clinical staff onboarding, super-user certification ($75K-150K)
Post-Implementation Services
- Performance Optimization: Continuous model improvement ($100K-200K annually)
- Outcome Measurement: ROI tracking, contract performance ($75K-150K annually)
- Advanced Analytics: Custom reporting, predictive modeling ($150K-300K annually)
- Expansion Services: Multi-site rollout, additional use cases ($200K-500K)
6/15
Tennessee Market: Technical Implementation Requirements
Major Tennessee Health Systems - Technology Stack
| Organization | EHR System | VBC Maturity | Integration Complexity | Est. Implementation Value |
|---|---|---|---|---|
| HCA Healthcare | Epic (180+ facilities) | Advanced - Multiple ACO contracts | High - Enterprise-wide deployment | $2M-4M |
| Vanderbilt University Medical Center | Epic + research systems | Advanced - Academic medical center | Medium - Single health system | $1M-2M |
| Erlanger Health System | Epic | Medium - Regional health system | Medium - Multi-facility | $750K-1.5M |
| BlueCross BlueShield TN | Multiple (payer systems) | Advanced - MA and Medicaid | High - Multi-provider network | $1.5M-3M |
15-20
Major health systems in Tennessee requiring VBC solutions
$8M-15M
Total addressable market for IBM services
18-24 months
Typical enterprise implementation timeline
7/15
CHI Risk Engine: Technical Specifications
Multi-Agent Architecture
Vital Signs Agent
BP, HR, Temp, O2Sat
Trend analysis
Threshold monitoring
BP, HR, Temp, O2Sat
Trend analysis
Threshold monitoring
Laboratory Agent
CBC, CMP, HbA1c
Abnormal value detection
Multi-parameter correlation
CBC, CMP, HbA1c
Abnormal value detection
Multi-parameter correlation
Medication Agent
Adherence monitoring
Drug interactions
Dosage optimization
Adherence monitoring
Drug interactions
Dosage optimization
Social Determinants
Housing, transportation
Social isolation
Economic factors
Housing, transportation
Social isolation
Economic factors
Model Performance Metrics
- Sensitivity: 87% (correctly identifies high-risk patients)
- Specificity: 92% (correctly identifies low-risk patients)
- Positive Predictive Value: 78% (high-risk prediction accuracy)
- C-statistic: 0.89 (excellent discriminative ability)
- Update Frequency: Real-time with each new data point
IBM Validation Services
- Historical Data Analysis: Retrospective validation using client data
- Population Calibration: Adjust model for local patient demographics
- Performance Monitoring: Ongoing accuracy assessment and retraining
- Clinical Validation: Physician review of risk predictions
- Regulatory Compliance: FDA guidance, clinical decision support standards
8/15
Ambient Documentation: Implementation Architecture
Processing Pipeline
Audio Capture
Multi-directional microphones
Noise cancellation
HIPAA-compliant recording
Multi-directional microphones
Noise cancellation
HIPAA-compliant recording
→
Speech Recognition
Medical vocabulary training
Accent adaptation
Real-time transcription
Medical vocabulary training
Accent adaptation
Real-time transcription
→
NLP Processing
Clinical entity extraction
Sentiment analysis
Context understanding
Clinical entity extraction
Sentiment analysis
Context understanding
→
Documentation Generation
SOAP note formatting
OASIS autofill
EHR integration
SOAP note formatting
OASIS autofill
EHR integration
OASIS Autofill Capabilities
- Functional Status: ADL assessment, mobility scoring
- Medication Review: Drug list validation, adherence assessment
- Safety Evaluation: Fall risk, home hazard identification
- Diagnosis Capture: Primary/secondary diagnosis documentation
- Care Planning: Goal setting, intervention planning
IBM Implementation Services
- Hardware Setup: Microphone installation, network configuration
- Workflow Integration: EHR embedding, user interface customization
- Training & Adoption: Clinical staff training, change management
- Quality Assurance: Documentation accuracy monitoring
- Continuous Improvement: Model refinement, user feedback integration
9/15
Mission Control: Dashboard Configuration & Analytics
Role-Based Dashboard Views
| User Role | Primary KPIs | Alert Types | Action Items |
|---|---|---|---|
| Home Health Nurse | Patient CHI scores, visit compliance | High-risk patient alerts, medication adherence | Schedule extra visits, telehealth check-ins |
| Care Manager | Panel risk distribution, care gaps | Rising risk trends, missed appointments | Patient outreach, care plan updates |
| Clinical Director | Readmission rates, quality metrics | Performance threshold breaches | Resource allocation, staff assignments |
| CFO/Administrator | Cost per episode, contract performance | Budget variance, contract risk | Financial planning, contract negotiations |
20+
Configurable KPIs and metrics
5-10 min
Daily time savings per clinician
85%
Reduction in manual reporting tasks
10/15
Interoperability Architecture
Data Source Integration
| Data Source | Integration Method | Data Types | Update Frequency |
|---|---|---|---|
| Epic EHR | SMART on FHIR, bulk FHIR | Clinical notes, lab results, medications | Real-time via webhooks |
| Cerner EHR | HL7 FHIR R4, CDS Hooks | Patient demographics, vitals, orders | Batch updates every 15 minutes |
| CommonWell HIE | TEFCA/QHIN protocols | ADT feeds, care summaries | Event-driven (real-time) |
| Remote Monitoring | Device APIs, Bluetooth/WiFi | Vitals, weight, glucose, activity | Continuous streaming |
| Payer Systems | X12 EDI, custom APIs | Claims, authorizations, coverage | Daily batch processing |
Technical Standards Compliance
- FHIR R4: Full USCDI v3 compliance
- CDS Hooks: Real-time clinical decision support
- SMART on FHIR: EHR-embedded applications
- TEFCA: Nationwide interoperability framework
- OAuth 2.0: Secure API authentication
IBM Integration Services
- Data Mapping: Source system to FHIR transformation
- API Development: Custom connectors for legacy systems
- Security Implementation: HIPAA compliance, encryption
- Testing & Validation: Integration testing, performance optimization
- Monitoring: 24/7 data flow monitoring and alerting
11/15
ROI Model & Financial Analysis
Cost-Benefit Analysis (3-Year Projection)
| Cost Component | Year 1 | Year 2 | Year 3 | Total |
|---|---|---|---|---|
| Acuity Platform License | $200K | $220K | $240K | $660K |
| IBM Implementation Services | $500K | $200K | $150K | $850K |
| Ongoing Support & Optimization | $100K | $150K | $200K | $450K |
| Total Investment | $800K | $570K | $590K | $1.96M |
| Benefit Component | Year 1 | Year 2 | Year 3 | Total |
|---|---|---|---|---|
| Avoided Readmissions (20% reduction) | $400K | $600K | $800K | $1.8M |
| Documentation Efficiency (35% time savings) | $300K | $350K | $400K | $1.05M |
| Quality Bonuses (Star Rating improvement) | $150K | $300K | $450K | $900K |
| Care Management Efficiency | $200K | $250K | $300K | $750K |
| Total Benefits | $1.05M | $1.5M | $1.95M | $4.5M |
2.3:1
ROI Ratio (3-year cumulative)
14 months
Break-even point
$2.54M
Net present value (3-year)
12/15
IBM Implementation Methodology
Phased Implementation Approach
| Phase | Duration | Key Activities | Deliverables | Success Criteria |
|---|---|---|---|---|
| Phase 1: Assessment | 4-6 weeks | Current state analysis, gap identification | Readiness assessment, implementation plan | Signed implementation roadmap |
| Phase 2: Foundation | 8-12 weeks | Data integration, infrastructure setup | Technical architecture, data flows | Successful test data transmission |
| Phase 3: Core Deployment | 12-16 weeks | CHI implementation, dashboard configuration | Live CHI scores, Mission Control access | Clinical validation of risk predictions |
| Phase 4: Advanced Features | 8-12 weeks | Ambient documentation, workflow optimization | OASIS autofill, clinical decision support | 30% reduction in documentation time |
| Phase 5: Optimization | Ongoing | Performance monitoring, continuous improvement | ROI reports, optimization recommendations | Sustained performance improvements |
Change Management Framework
- Stakeholder Engagement: Executive sponsors, clinical champions
- Communication Plan: Regular updates, success stories, feedback loops
- Training Program: Role-based training, competency assessments
- Support Structure: Help desk, super-users, ongoing coaching
Risk Mitigation Strategies
- Technical Risks: Parallel testing, rollback procedures
- Clinical Risks: Physician oversight, validation protocols
- Operational Risks: Phased rollout, contingency planning
- Financial Risks: Performance guarantees, milestone-based payments
13/15
Competitive Positioning Analysis
Market Comparison Matrix
| Capability | Acuity + IBM | Innovaccer | Health Catalyst | Arcadia |
|---|---|---|---|---|
| Real-time Risk Prediction | ✓ CHI with 30-day prediction | ✗ Retrospective only | ✗ Batch processing | ✗ Static risk scores |
| Ambient Documentation | ✓ Voice + NLP + OASIS | ✗ Not available | ✗ Not available | ✗ Not available |
| Interoperability | ✓ TEFCA/QHIN native | △ Custom integrations | △ ETL required | △ Limited HIE connectivity |
| Implementation Support | ✓ Full IBM consulting | △ Partner network | △ Limited services | △ Third-party required |
| Clinical Workflow Integration | ✓ Point-of-care decision support | ✗ Separate analytics platform | ✗ Analyst-focused tools | ✗ Population health only |
Unique Value Proposition
Acuity + IBM delivers the only integrated solution that combines real-time predictive analytics, ambient clinical documentation, and comprehensive implementation services specifically designed for value-based care success.
14/15
Partnership Business Model
Revenue Sharing Structure
| Client Size | Acuity License | IBM Services | Total Deal Value | Revenue Split |
|---|---|---|---|---|
| Small Health System (1-3 facilities) | $100K-200K | $300K-500K | $400K-700K | 30% Acuity / 70% IBM |
| Medium Health System (4-10 facilities) | $300K-600K | $800K-1.5M | $1.1M-2.1M | 35% Acuity / 65% IBM |
| Large Health System (10+ facilities) | $600K-1.5M | $1.5M-4M | $2.1M-5.5M | 40% Acuity / 60% IBM |
| Payer/ACO Networks | $500K-2M | $1M-3M | $1.5M-5M | 45% Acuity / 55% IBM |
Go-to-Market Strategy
- Joint Sales Team: IBM account executives + Acuity technical specialists
- Marketing Collaboration: Co-branded content, joint conference presence
- Territory Management: IBM leads Tennessee market development
- Pipeline Management: Shared CRM, joint forecasting
Success Metrics
- 2025 Target: 5-8 major implementations in Tennessee
- Revenue Goal: $3M-6M combined partnership revenue
- Market Share: 15-20% of Tennessee VBC technology market
- Client Satisfaction: 90%+ Net Promoter Score
15/15
Next Steps & Implementation Plan
90-Day Partnership Launch Plan
| Week | Milestone | Key Activities | Deliverables |
|---|---|---|---|
| Weeks 1-2 | Partnership Agreement | Legal framework, revenue sharing terms | Signed partnership agreement |
| Weeks 3-4 | Team Formation | Joint team structure, roles & responsibilities | Integrated project team |
| Weeks 5-8 | Market Analysis | Tennessee prospect identification, prioritization | Target client list, engagement strategy |
| Weeks 9-12 | Pilot Development | Proof of concept design, client selection | Pilot program proposal, technical specifications |
Immediate Actions Required
- Executive Sponsorship: Assign IBM healthcare practice leader
- Legal Review: Partnership agreement template development
- Technical Assessment: Acuity platform technical review
- Market Research: Tennessee healthcare landscape analysis
Success Factors
- Joint Commitment: Dedicated resources from both organizations
- Clear Communication: Regular partnership reviews, shared metrics
- Client Focus: Outcome-driven implementation approach
- Continuous Improvement: Iterative refinement based on market feedback
Partnership Value Proposition
IBM + Acuity.health represents the most comprehensive value-based care solution available in the market today, combining cutting-edge AI technology with proven implementation expertise to deliver measurable outcomes for Tennessee healthcare organizations.