Read the Conversation
Meeting highlights:
- Key Priorities for Fujifilm Sonosite include addressing affordability and quality of care in healthcare and ensuring accessibility by reaching the last-mile patient.
- Education and Collaboration: Fujifilm is promoting best practices and proper product usage through collaboration with various medical institutions & societies to drive clinical Ultrasound education.
- India at the Forefront of Digitalization in Healthcare: Advancements in software development/R&D are positioning India on the global healthcare map. This transformation is attracting MedTech companies focused on healthcare innovation.
- Fujifilm Sonosite's Mission-Driven Focus: Ensuring access to innovative solutions to benefit every clinician and closing the gap in India’s fragmented healthcare ecosystem.
- India’s Healthcare Vision: "Building a wealthy nation through a healthy population" by fostering a stronger, more sustainable healthcare infrastructure and robust facilities.
EF: What are the key opportunities for Fujifilm Sonosite in India, and what challenges and growth prospects do you see in the MedTech sector?
NG: India, with a population of around 1.4 billion, offers both significant opportunities and challenges in healthcare. The two main issues are accessibility and affordability of quality health services. Reaching patients in remote areas is difficult, as ~64% of the population lives in rural regions, with a shortage of trained medical professionals and undeveloped infrastructure. Additionally, India's diverse income levels complicate healthcare delivery, as some can afford quality care while others cannot. Managing healthcare for such a large population only adds to the complexity. To address these challenges, the government has recently increased its focus on developing healthcare infrastructure and facilities, leading to growth in public hospitals and private investment and attracting international interest (FDI & FII). A healthy population is key to a nation's future, and it is encouraging to witness that healthcare is now a priority for the progress of our country. While the challenges are real, they make the journey worthwhile. I am excited about the opportunities ahead and confident there is much more to achieve in India's healthcare sector, especially in terms of upskilling medical professionals and adopting technology for quality care delivery.
EF: What access strategies do you have to ensure Sonosite’s innovations reach people across India?
NG: Our sole focus is on point-of-care ultrasound, a portable medical device used at the patient’s bedside for immediate assessment of conditions or to assist procedures in real-time. Each year, we support and conduct nearly 200 educational programs. To date, we have been associated with training over 100,000 physicians in India to promote safe clinical practices and to increase the adoption of this indispensable technology.
Our devices are primarily used in operating rooms, ICUs, and emergency wards to diagnose and perform guided procedures in critically ill patients. To improve accessibility, especially in Tier 3 and Tier 4 cities, we emphasize conducting focused upskilling training programs in these areas where access to advanced medical imaging is often limited.
We are developing products tailored to the Indian market in terms of affordability. Additionally, we are establishing a Center of Excellence in India to collaborate with local doctors on software development for our ultrasound devices.
EF: Could you elaborate on how you are using the talent base in India to develop innovative solutions?
NG: Our Center of Excellence (COE) team in Noida collaborates closely with our main R&D team in Seattle (USA) to enhance our systems performance and software capabilities. We are also partnering with Indian clinicians to integrate India-specific features and advanced/auto calculations, tapping into our country's software expertise.
Training and education are Sonosite’s key pillars. We have developed a strong clinical support team that provides hands-on training to new clinicians on the use of our ultrasound equipment. Our goal is to train more clinicians to use point-of-care devices by continually upskilling our clinical team.
EF: How do you tailor your solutions to India’s healthcare needs?
NG: India’s diverse income groups and varying healthcare spending patterns between metro and non-metro hospitals present unique challenges. To address these, we are developing a comprehensive product range tailored to rural and urban areas.
For rural regions, we offer affordable, easy-to-use ultrasound devices that can be operated by minimally trained staff, improving accessibility. In urban hospitals, we provide high-end ultrasound products featuring high-resolution imaging with advanced features & capabilities. This allows us to address both accessibility and affordability across the country.
We continue to innovate and have recently introduced several international models to the Indian market, which are performing well. Reliability, ease of use, and durability are the core pillars of Sonosite. Our goal is to harmonize healthcare across different regions and provide solutions that meet the needs of all customers, regardless of their location or income level.
EF: How can pharmaceutical and MedTech companies better collaborate to create a more sustainable healthcare network in India?
NG: In India, early disease diagnosis is crucial for effective healthcare. While pharma plays a vital role in treatment, MedTech stands out in pre-diagnosis/assessment, planning, and post-monitoring. By providing advanced tools and technologies, MedTech enables clinicians to identify potential health issues early or in a timely manner.
Unfortunately, India's healthcare system often prioritizes reactive measures over preventive care. This is primarily due to high out-of-pocket expenses and limited insurance coverage. To address this challenge, pharma and MedTech companies are working together to promote preventive health checks. By encouraging early detection, we can improve patient outcomes and reduce the overall burden of disease.
The goal is clear: early diagnosis, followed by appropriate treatment and monitoring. Through a balanced approach that leverages the strengths of pharma and MedTech, we can enhance healthcare accessibility and improve the lives of millions of Indians.
EF: How prepared is India for digital healthcare, and what are the key growth areas for MedTech in this space?
NG: India is an ideal hub for MedTech innovation, and Sonosite, as part of the Fujifilm group, has been a key contributor to this landscape for over 17 years. We are proud to be part of India's digital healthcare revolution. We are committed to developing world-class products with Wifi and cloud-enabled services/tech through partnerships with international collaborators. Many companies, including ours, have established back-end and global development centers here.
India’s strength in digitalization stems from its large English-speaking population, IT expertise, strong educational foundation, and dedicated workforce. This makes the country highly capable in the digital space, which is why many MedTech giants are investing here to leverage this talent for global product development. We are also collaborating closely with international partners to help create cutting-edge products. With strong government support for healthcare, this is an ideal time for digital transformation and enhanced software development capabilities in India.
EF: What strategies can be employed to assess public knowledge of prevention and promote a more proactive shift towards preventive care in the healthcare industry?
NG: India has traditionally been reactive to healthcare, with many seeking medical attention only after symptoms arise. Sonosite has been instrumental in promoting early diagnosis, particularly through awareness around Point-of-care ultrasound in cardiology and bedside settings.
To raise awareness, we have organized/collaborated for screening camps in underserved areas, empowering clinicians to assess large populations quickly and refer patients for further diagnosis as needed.
During the COVID-19 pandemic, when the demand for lung and heart ultrasound increased, our systems helped alleviate the burden on healthcare providers, streamlining diagnosis and improving patient outcomes.
This shows how MedTech innovations transform healthcare delivery, enhancing patient experience and accessibility. We are proud to contribute to this progress and believe India is at the forefront of global healthcare advancements.
EF: What makes Fujifilm/Sonosite such a special workplace?
NG: Early in my career, I was closely involved with general diagnostic ultrasound devices. What drew me to Sonosite was its strong mission to democratize ultrasound and promote its ethical use. We aim for every clinician who can benefit from this imaging tool to have access to it.
Every device we sell has the potential to improve lives, making a tangible difference in healthcare. Sonosite's dedication to social impact and patient well-being keeps me excited about my work, even after many years. As a leading provider in India, we are excited to continue making a positive impact on healthcare.
EF: Is there any final message you would like to send?
NG: India's vision of becoming a developed nation by 2047 is underpinned by the belief that healthy citizens drive a strong economy. The MedTech sector plays a crucial role in achieving this goal by improving healthcare delivery and ensuring the availability of quality medical devices for better patient care.
Sonosite is committed to supporting India's development by democratizing ultrasound technology. We believe that this essential tool should be available to all clinicians who, in turn, can use it for better patient outcomes. While facing challenges, we remain dedicated to raising awareness around the ethical use of ultrasound and increasing the adoption of this advanced medical technology. We also support the local economy by providing employment opportunities. As a growing organization, we are proud to contribute to India's progress and help build a healthier, happier nation.
