2013 client plan drew corbett v2

Current State & 2013 Goals

ROI Metric Tracking

Individual Client Tactics

Appendix: Strategic Recommendations

Confidential © Welltok 2009-2012

Client Product(s) 2012 Revenue Registrants

UnitedHealthcare(CA)

SponsoredSubscription

$275,000 0

CDPHPSponsored

Subscription$125,000 3,489

FCHPSponsored

Subscription$10,000 65

SCMSponsored

Subscription$25,000 83

2013 CSG Client Planning:

Current Client State


ClientDeeper Product

PenetrationRevenue Registrants Emails

2012 Product(s)

2013 Product(s)

2012 2013 2012 2013 2012 2013

UHGSponsored

Subscription

• 3 States SponsoredSubscription

• Get Well, Stay Well• 10,000 Pedometers• 1 DM Program

$275,000 $3,000,000 0 35,000 0 236,000

CDPHPSponsored

Subscription

• Sponsored Subscription• Obesity Sponsored• 500 Pedometers• Get Well, Stay Well

$140,000 $300,000 3,489 15,000 3,489 15,000

FCHPSponsored

Subscription

• Sponsored Subscription• Get Well, Stay Well• 5,000 Pedometers

$10,000 65 0

SCMSponsored

Subscription

• Sponsored Subscription• Get Well, Stay Well• 5,000 Pedometers

$25,000 $75,000 83 2,500 83 2,500

$450,000 $3,375,000 3,637 52,500 378,572 253,500

2013 CSG Client Planning: Product,

Revenue & Registrants


2013 CSG Client Planning: Product,

Revenue & Registrants

2013 Client Goals

ClientDeeper Product Penetration

Revenue Registrant Emails2013

Product(s)Next Steps

UHG CA



• Q1 Execute on CA launch as soon as possible (1/1)

• Q1 Gather supporting data for Scott’s UHG CO proposals

• Q2 Hit 10k and 25k Contract Milestones

$1,500,000 35,000 425,000

CDPHP

• Sponsored Subscription• Obesity Sponsored• 5,000 Pedometers• Get Well, Stay Well

• Q1 Obtain signature on Obesity SOW• Layer Get Well, Stay Well into renewal

for some contract growth• Pedometer beta as proof point against

MMF

$300,000 15,000 35,000

FCHP• Sponsored Subscription• Get Well, Stay Well• 5,000 Pedometers

• Q1 Implement Wellness Tracker for FCHP Employees

• Q2 500 pedometers to FCHP Employees

SCM• Sponsored Subscription• Get Well, Stay Well• 5,000 Pedometers

• Q1 Define ROI via enhanced reporting metrics & client discovery

• Build out non-member # eligibility system for cross-employer group sponsored programs

$75,000 2,500 2,500

$3,375,000 52,500 253,500


ROI Metric Tracking




2013 CSG Client Planning: Key

Engagement & Soft ROI Metrics

CaféWell Exposure Score*

ClientSponsored

Subscription (1.0)Sponsored Wellness

Program (1.3)Sponosred Clinical

Program (1.05)Total Exposure

Score

CDPHP 1.00 1.30 1.05 3.35

UHG 1.00 1.30 1.05 3.35

FCHP 1.00 1.30 0.00 2.30

SCM 1.00 1.30 0.00 2.30

CaféWell Activity Metrics**

CaféWell Activity Metrics% of Users with Multiple

Logins Per MonthAverage Clicks

Per Visit% with Self-Reported

Increase in ActivityAnnual Traffic (Clicks)

to Payer Portal

BASELINE 10% 6 10% 3,500

CDPHP 34% 20.1 34% 11,725

UHG 34% 20.1 34% 11,725

FCHP 23% 13.8 23% 8,050

SCM 23% 13.8 23% 8,050

*Exposure Score: Engagement metrics fluctuate based on membership’s access to CaféWell products. **Activity Metrics: An exposure score multiplied by some baseline metric gives us a proxy goal





ClientSponsored




Score

CDPHP 1.00 1.30 1.05 3.35

UHG 1.00 1.30 1.05 3.35

FCHP 1.00 1.30 0.00 2.30

SCM 1.00 1.30 0.00 2.30


CaféWellActivity Metrics

% of Users w/ Multiple Logins

Per Month (Goal)Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

BASELINE 10%

CDPHP 34%

UHG 34%

FCHP 23%

SCM 23%






ClientSponsored




Score

CDPHP 1.00 1.30 1.05 3.35

UHG 1.00 1.30 1.05 3.35

FCHP 1.00 1.30 0.00 2.30

SCM 1.00 1.30 0.00 2.30



Average Clicks Per Visit (Goal)

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

BASELINE 6

CDPHP 20.1

UHG 20.1

FCHP 13.8

SCM 13.8






ClientSponsored




Score

CDPHP 1.00 1.30 1.05 3.35

UHG 1.00 1.30 1.05 3.35

FCHP 1.00 1.30 0.00 2.30

SCM 1.00 1.30 0.00 2.30



% with Self-Rep Inc in Activity

(Goal)Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

BASELINE 10%

CDPHP 34%

UHG 34%

FCHP 23%

SCM 23%






ClientSponsored




Score

CDPHP 1.00 1.30 1.05 3.35

UHG 1.00 1.30 1.05 3.35

FCHP 1.00 1.30 0.00 2.30

SCM 1.00 1.30 0.00 2.30



Annual Clicks to Payer Portal

(Goal)Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

BASELINE 3,500

CDPHP 11,725

UHG 11,725

FCHP 8,050

SCM 8,050



ROI Metric Tracking




2013 CSG Client Planning:

UnitedHealthCare

2013 Client Goals


Revenue Registrant Emails2013 Product(s) Next Steps

UHG CA



• Q1 Execute on CA launch as soon as possible (1/1)

• Q1 Gather supporting data for Scott’s UHG CO proposals

• Q2 Hit 10k and 25k Contract Milestones

$1,500,000 35,000 425,000

Total $3,375,000 53,500 253,500

UHG as a % of Total 75% 64% 96%


2013 CSG Client Planning: Reaching

Our UHG Contractual Registrant Goals

Owner Date Dist. VolOpenRate

OpenVol

Unique Clicks

Conv. Of Unique Clicks(75%)

ExpectedRegistrant

s

CumulativeRegistrants

GoalRegistrants

ActionPlan

EM1 UHG 15-Jan 236,000 21% 49,560 5,947 75% 4,460 4,460 10,000 TBD

EM2 UHG 5-Feb 236,000 18% 42,480 3,823 75% 2,867 7,328 12,000 TBD

EM3 UHG 19-Feb 236,000 17% 40,120 2,407 75% 1,805 9,133 13,000 TBD

Letter UHG 26-Feb 236,000 N/A N/A N/A N/A N/A 9,133 14,000 TBD

DM UHG 5-Mar 500,000 N/A N/A N/A N/A N/A 9,133 14,500 TBD

EM4 CW 19-Mar 236,000 21% 49,560 5,947 75% 4,460 13,594 19,000 TBD

EM5 CW 2-Apr 236,000 18% 42,480 3,823 75% 2,867 16,461 21,000 TBD

EM6 CW 16-Apr 236,000 17% 40,120 2,407 75% 1,805 18,266 22,000 TBD

Assumptions: 100,000 HMO emails and 136,000 PPO emails. Open rate and unique click rate based on CW best practice in subscription email campaigns


2013 CSG Client Planning: CDPHP

2013 Client Goals


Revenue Registrant Emails2013 Product(s) Next Steps

CDPHP

• Sponsored Subscription• Obesity Sponsored• 5,000 Pedometers• Get Well, Stay Well

• Q1 Obtain signature on Obesity SOW• Layer Get Well, Stay Well into renewal

for some contract growth• Pedometer beta as proof point against

MMF

$300,000 15,000 35,000

Total $2,000,000 55,000 443,500

UHG as a % of Total 15% 27% 8%


ROI Metric Tracking




2013 CSG Client Planning: Integrations,

Partnerships & Strategies: General

• Advanced Reporting Capabilities drive opportunity identification & client satisfaction.

• Sponsored Subscription Report Data aligns with program offerings and eases product upsell discussions.

• Quarterly Scheduled Onsite Reporting provides consistency and drives renewal discussions & upsells earlier in CaféWell’s fiscal year.

• Identify Client Exchange Strategies. Whether clients are part of states that will create their own exchanges, or utilize federal exchange platforms.

• D-to-C Marketing Recommendations on the Plans Behalf. Present to clients on how D-to-C marketing for Exchange awareness is uniquely suited for CaféWell.

• Align Legislative Incentives with plans to maximize positive exposure. Educate clients on legislation and the outlined opportunity of premium reimbursement.



Partnerships & Strategies: CDPHP

• Explore “Marketplace” Opportunities to discover whether further legacy-Hallmark tasks can be wholly owned by CaféWell.

• Identify MMF Program Strengths and, if pedometer programs come to fruition at CDPHP, re-create and improve upon those offerings.

• Propose CaféWell Wellness Tracker as a repository for ALL LifePoints Activity.

• Continue Gathering Traffic Inflow Data and leverage lessons learned for other clients.

• Integrate SSO Capability with both CDPHP Portal and Hallmark Portal



Partnerships & Strategies: UHG

• Integrate with UHG’s HMO App, per Lya’s recommendation.

• Leverage UHG’s Dr. Oz Relationship for PR and engagement opportunities with videos.

• Integrate Preventative Health Documents into CaféWell where members can start taking action immediately. This could also tailor into Get Well, Stay Well.

• Identify and Understand Reward Points and leverage CDPHP data as a proof point for integration.

2013 client plan drew corbett v2

Documents

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