Definition Health were supported by SBRI Healthcare Competition 19 - NHS Reset and Recovery and New Ways of Working, and Competition 22 - Delivering a net zero NHS: Clinical Innovation Competition and have gone from strength to strength. We asked CEO and Co-founder Sandeep Chauhan for his advice about how innovators can get their innovations adopted in the NHS.
Hi Sandeep, please tell us about your company - what is it trying to achieve and why is now an important time to be tackling the challenge it addresses?
The challenges of outdated, paper-heavy systems and increasing surgery waiting lists inspired me, Dr. Rosie Scott, and ten other NHS consultants to establish Definition Health in 2018. We address the urgent need for a digital future in healthcare and have grown into a nationally recognised digital health service provider across NHS trusts.
Now is the perfect time for digital transformation. The shift towards instant access to medical records and treatments has redefined patient expectations. As clinicians, continuous innovation in patient connectivity is essential. Our mission is critical in this evolving landscape.
The shift towards instant access to medical records and treatments has redefined patient expectations.
Our technology centres the surgical pathway around the patient, improving care continuity, reducing unnecessary appointments and cancellations, and enhancing patient safety and hospital efficiency. The LifeBox platform digitises the entire patient journey, from referral to post-operative monitoring, providing a cohesive experience and a single source of truth for sharing vital medical and administrative information.
Where and how is your innovation being used in the NHS and by patients?
Our innovation supports over 250,000 surgical patients across 10 NHS trusts. At Royal Surrey County Hospital, our preoperative assessment platform, LifeBox, has streamlined evaluations, reduced preoperative check times and enhanced the accuracy of patient information for more effective care plans.
Our innovation supports over 250,000 surgical patients across 10 NHS trusts.
In our phase 2 SBRI Healthcare sustainability study at Sherwood Forest Hospitals NHS Trust, we are digitising all surgical processes to measure the impact on carbon reduction and economic efficiency. This comprehensive study will provide valuable insights into the benefits and challenges of full digitisation within an NHS trust.
Patients benefit from tailored educational content, including personalised videos with prehabilitation advice, surgical details, consent information, and post-operative care instructions. Our secure two-way file-sharing system ensures continuous connectivity with their hospital, with over 90% of patients finding the content reassuring and informative. Our platform also enhances communication and coordination among multidisciplinary teams, providing up-to-date patient data for cohesive and effective treatment plans.
What are some of your company’s biggest achievements to date? What are you most proud of?
I’m immensely proud of the remarkable results achieved in every hospital through our team's dedication. At Royal Surrey NHS Foundation Trust, an independent SBRI Healthcare-funded study revealed a 95% reduction in did-not-attend (DNA) rates and a 34% reduction in face-to-face appointments. This initiative also cut CO2 emissions by 210 tonnes, thanks to file uploads and reducing unnecessary travel.
At Royal Surrey NHS Foundation Trust, an independent SBRI Healthcare-funded study revealed a 95% reduction in did-not-attend (DNA) rates and a 34% reduction in face-to-face appointments.
Financially, we projected a five-year efficiency saving of £428,000 and cash-releasing savings of £132,000 at Royal Surrey, resulting in a 39% ROI. Across NHS Surrey Heartlands ICS, potential savings could reach £1.94 million, with a 40% ROI.
Similarly, at University Hospitals Sussex, our SBRI Healthcare-supported project digitised the Orthopaedic/MSK surgery pathway, avoiding approximately 24,000 miles of travel and saving 7.6 tonnes of CO2 per 1,000 patients. We also reduced paper usage by 60,000 pages. This project is a significant step towards the NHS's net zero goals.
Our SBRI Healthcare-supported project digitised the Orthopaedic/MSK surgery pathway, avoiding approximately 24,000 miles of travel and saving 7.6 tonnes of CO2 per 1,000 patients
Our projects have been widely recognised, winning two HSJ Awards and NHS Awards for collaboration with industry and sustainability partnership of the year.
Please tell us about your journey as an entrepreneur/innovator. How did you start out and what advice would you give to a healthcare entrepreneur just starting out about how to build a team and venture?
Our journey began unexpectedly. We encountered significant issues getting patients into operating theatres, with frequent cancellations and delays due to disorganisation. When we voiced our concerns, hospital management challenged us to solve the problem ourselves, likely expecting inaction. Instead, we embraced the challenge, researched thoroughly, identified the root causes, and recognised the potential to create a solution, which ultimately led to the founding of Definition Health.
We embraced the challenge, researched thoroughly, identified the root causes, and recognised the potential to create a solution
My advice for budding healthcare entrepreneurs is to identify a tangible problem that impacts healthcare systems daily. Engage with everyone involved, from management to frontline staff, to understand the issue comprehensively. Test your views rigorously and be open to constructive criticism. Real-world problems often provide the best opportunities for impactful innovation.
Engage with everyone involved, from management to frontline staff, to understand the issue comprehensively
Building a strong team is crucial. Our clinically led team provided us with a significant advantage due to our extensive knowledge and experience. It is essential to gather expertise from passionate individuals who can both support and challenge your ideas. Initially, we struggled with technical knowledge, which hindered our progress. To avoid this, seek solid technical advice early on and ensure your team has a balanced skill set. This approach will help you turn challenges into opportunities and drive meaningful innovation in healthcare.
Seek solid technical advice early on and ensure your team has a balanced skill set.
Please tell us about your journey with the NHS. What advice would you give to others about how to overcome barriers and implement and scale innovations in the NHS?
Our journey with the NHS started with joining accelerator programmes like the National Innovation Accelerator and NHS Clinical Entrepreneur programmes. These initiatives were crucial in securing our initial contracts and providing ongoing support as we scaled.
Recognising that I am not a natural salesperson, we hired team members with extensive experience early on. Their expertise was vital in effectively communicating our value proposition and building genuine relationships with NHS partners. They understood the challenges firsthand, making our approach collaborative and credible.
Overcoming barriers within the NHS is an ongoing challenge. Many companies struggle to scale due to these hurdles. My advice is to engage with accelerator programmes early to gain access and support. Additionally, focus on building strong relationships by sharing experiences and addressing real problems. Be patient and persistent, keeping multiple opportunities alive and being ready to act when the right moment arises, whether through funding or solving a critical issue.
Be patient and persistent, keeping multiple opportunities alive and being ready to act when the right moment arises
Do you have any advice about how to become revenue generating?
Securing your first contract is crucial as it allows you to gather vital evidence and demonstrate ROI. Collect comprehensive data to validate your achievements, whether in ROI, improved patient outcomes, or other key metrics.
A proven case study makes convincing others significantly easier. Engage external organisations for independent verification of your results.
A proven case study makes convincing others significantly easier. Engage external organisations for independent verification of your results.
For instance, our partnerships with SBRI Healthcare and Unity Insights have been invaluable. Their end-of-study reports, which we widely share, add an independent validation that resonates positively with our audience. This approach not only strengthens your value proposition but also builds trust with potential clients and stakeholders. For example, our Total Digital Surgery Platform’s pilot with University Hospitals Sussex, supported by SBRI Healthcare, showcased significant carbon reduction and patient care improvements, making subsequent engagements smoother.
How have SBRI Healthcare and other networks supported your company? Are there any practical resources you would recommend to others?
SBRI Healthcare has been instrumental in Definition Health’s growth, providing us with two funding awards that have enabled us to establish a robust evidence base. This support has been crucial in publishing our findings and building credibility with prospective partners.
Collaborating with SBRI Healthcare’s industry experts has been invaluable. The mentorship and guidance on navigating the NHS healthcare market and regulatory landscape have been particularly beneficial, ensuring our innovations align with industry standards and patient needs.
Collaborating with SBRI Healthcare’s industry experts has been invaluable.
We highly recommend resources like Innovate UK, which offers comprehensive listings of funding opportunities tailored to healthcare innovation. These databases are excellent for finding grants and support essential for advancing healthcare technologies.
By leveraging these resources, we have strengthened our position in the healthcare sector and continue to drive forward our mission to enhance patient care through digital innovation.
Do you have any advice for companies looking to raise private investment?
The most crucial advice is to seek out excellent mentors and avoid working in isolation. Engage experienced individuals to review your ideas and pitches, ensuring your message resonates in any scenario.
Engage experienced individuals to review your ideas and pitches
Prepare your pitch decks well in advance, focusing on both content and aesthetics. Adhere to your company’s brand guidelines or, if you don’t have any, choose a consistent tone across all materials to maintain a professional image.
Ensure you are investment-ready by consolidating all your company information into a few master documents. This will make it easy to access critical data without last-minute scrambling. For example, having a well-organised financial overview and business plan can demonstrate professionalism and preparedness to potential investors.
By following these steps, you can present a polished and cohesive message that appeals to investors and clearly communicates your company’s value.
What’s next for your company? What are your long term goals? Where do you see the business in 5 to 10 years’ time?
We are excited about our future at Definition Health and remain committed to expanding our footprint in the UK, particularly within the NHS. Our goal is to champion digital adoption in surgical care, driving significant changes that improve efficiency and patient outcomes.
By maintaining close collaborations with our existing partners, we will continue to refine our products based on their invaluable feedback, ensuring our solutions meet evolving needs and deliver maximum benefits.
Looking ahead, we are accelerating the development of an AI-powered risk stratification tool aimed at predicting patient outcomes and offering truly personalised care. Inspired by MSK clinical teams, this innovative tool will identify symptoms early and guide patients to appropriate treatment pathways, thereby reducing waiting times. By assessing patient health across various settings, it will help clinicians understand the effects of health optimisation and prehabilitation efforts, ultimately enhancing population health and reducing complications. This technology aims to empower patients by providing insights into their health risks, enabling them to make informed decisions about their care.
We are accelerating the development of an AI-powered risk stratification tool aimed at predicting patient outcomes and offering truly personalised care.
In addition to our UK initiatives, we are also exploring opportunities in international markets. Our recent visits to the US and Canada have shown promising potential, and we are enthusiastic about expanding our innovations to these new regions. We look forward to sharing more about our exciting journey and achievements in the near future.
Our recent visits to the US and Canada have shown promising potential, and we are enthusiastic about expanding our innovations to these new region
In the next 5 to 10 years, we envision Definition Health as a global leader in digital healthcare solutions, known for our innovative AI technologies and commitment to improving patient outcomes. We aim to transform surgical care management worldwide, making healthcare more efficient, personalised, and accessible for all.
How has the digital healthcare landscape changed since your company entered the market? Where do you see it heading? Have you had to do anything to adapt?
When we entered the market before COVID-19, the NHS had limited knowledge and adoption of digital healthcare solutions. The pandemic significantly accelerated the adoption of digital technologies, driven by the urgent need for efficient healthcare delivery. Many companies emerged during this period, but not all could sustain the initial excitement. Thanks to our years of research, development, and existing contracts, we were well-positioned to support Trusts in streamlining their services.
Post-COVID, only companies with robust, effective products have thrived. As healthcare staff resources become increasingly limited, the demand for digital solutions is set to grow globally. We are excited to be at the forefront of this digital transformation and ready to adapt to emerging needs.
We are ready to adapt to emerging needs
Looking ahead, AI will play a crucial role in healthcare. While it won't replace the human aspect of care, AI will be instrumental in innovations such as predicting patient outcomes, significantly improving early diagnosis accuracy. This will create a more intelligent and connected healthcare journey. Our commitment is to lead this transformation, ensuring our solutions meet the evolving needs of the healthcare sector.
Read more about Defintion Health's work on the SBRI Healthcare Case studies page.
Published December 2024