Benefits Influencer

In this episode of Benefits Influencer, host Dennis Carlson interviews Steve Santangelo, Chief Revenue Officer at Garner Health, about their unique approach to healthcare cost management through provider quality assessment. The conversation offers benefits brokers and consultants valuable insights into innovative solutions for addressing rising healthcare costs at a time when employers are seeking more effective alternatives to traditional health plans. ------------------------------------------------- Steve Santangelo brings his decade of carrier-side experience to explain how Garner Health uses data analytics to identify high-quality healthcare providers and incentivize employees to choose them, resulting in both better care and lower costs. The discussion explores: Key Takeaways: Provider Quality Focus: Garner Health analyzes physicians on over 500 metrics using data representing 320 million patients to identify high-performing providers. Their approach connects patients to top doctors within existing networks, finding that higher quality care typically costs less, delivering average savings of 27% per healthcare episode. Market Transformation: We've reached a "tipping point" in healthcare where employers are actively seeking alternatives as costs become unsustainable. CFOs are now directly involved in benefits decisions, and previously "too disruptive" solutions like reference-based pricing are gaining traction as companies face higher healthcare cost increases. Broker Strategy: Successful benefits consultants need to develop multi-year strategies for clients rather than temporary solutions. Vendors should work closely with brokers throughout the client lifecycle, focusing on delivering promised results that help brokers demonstrate value when renewals arrive. The episode also covers insights on price transparency developments, how self-funded employers can leverage concentrated membership for direct contracting, and why brokers remain essential partners in implementing innovative healthcare solutions.

In this episode of Benefits Influencer, host Dennis Carlson sits down with Sina Chehrazi, founder and CEO of Nayya. Nayya is an AI-powered platform that unlocks the value of Health & Wealth programs for employees in real time. They discuss how Nayya is transforming employee benefits by connecting disparate data points to create a personalized experience throughout the benefits lifecycle - from enrollment decisions to ongoing usage and claims. Sina shares insights about the fragmented benefits ecosystem, the critical role of employee benefits consultants, and the future of benefits technology integration. Key Takeaways: Personalized data integration is transforming benefits: Nayya connects previously siloed data (prescriptions, HSA, medical claims, financial accounts) to create truly personalized recommendations for employees during enrollment and throughout the year, helping employees make better benefits decisions based on their specific situation. Benefits consultants remain crucial: Far from becoming obsolete, consultants are becoming more important as the benefits ecosystem grows more complex. They serve as trusted advisors to employers navigating point solution fatigue and emerging options like captives that could increase competition in major medical. Integration is the future: The benefits technology market is splitting between closed ecosystems and open integration approaches. Sina predicts that platforms embracing integration will ultimately win, similar to how Salesforce has grown through its integration marketplace, creating value for all stakeholders. More info at www.nayya.com  

In this episode, Dennis Carlson sits down with Kristen Rivers, SVP of Sales at ParetoHealth. They discuss how mission-aligned benefits consultants and employers can access premium healthcare solutions typically reserved for large companies through captive healthcare models, highlighting the limitations of traditional fully-insured and level-funded plans while emphasizing the value of actionable data transparency and stronger contractual protections available through alternative funding approaches. Key Takeaways The healthcare market is at a watershed moment where employers are seeking alternatives to unsustainable cost increases in traditional fully-insured plans, with many consultants becoming catalysts for this change. Contrary to popular belief, level-funded plans are often "fully insured, repackaged with a little more data" but without the ability to meaningfully act on that data to control costs. Pareto Health's model provides stronger contractual protections (no-new laser provision and 30% rate cap for the entire membership duration) while giving employers access to cost-saving levers like alternative drug sourcing and patient assistance programs. Contact Information To connect with Kristen Rivers or learn more about Pareto Health, reach out to her directly on LinkedIn or contact any member of the Pareto team in your market.

In this episode of Benefits Influencer, host Dennis Carlson interviews Rachel Schneider, the CEO and founder of Canary, a company revolutionizing how employers support their workforce during times of crisis. Canary manages employee emergency relief funds, allowing companies to formalize a compassionate and equitable response when employees face unexpected hardships. Schneider, drawing from her extensive experience researching the financial well-being of working Americans, shares her journey of creating Canary and its impact on countless lives. Listeners will gain invaluable insights into: The step-by-step process of establishing and implementing an emergency relief fund, ensuring fairness and transparency for all employees. Real-world examples of how Canary has been utilized, particularly in the aftermath of natural disasters like the recent LA wildfires, underscoring the crucial role of immediate financial support. How Canary seamlessly integrates into an employer's benefits program, complementing existing financial wellness and philanthropic initiatives, and potentially aligning with Secure 2.0 provisions. Canary's strategic approach to partnering with brokers, empowering them to educate employers on the transformative benefits of incorporating this essential safety net into their benefits strategy. Tune in to discover how Canary is changing the landscape of employee support and fostering a culture of care within organizations.

Brandy Burch, CEO and founder of benefitbay, shares her insights on Individual Coverage Health Reimbursement Arrangements (ICHRAs) and their transformative potential for employers. She discusses the evolution of ICHRAs since their introduction and the shift in strategies for brokers from defensive to offensive. Brandy emphasizes the critical role of technology in streamlining ICHRA implementation and the need for brokers to select reliable partners for successful benefits administration.

Dennis chats with Ryan Koo, an Employee Benefits Consultant who specializes in working with digital health companies. Ryan has just returned from the HLTH conference and shares his recap of the conference as well as his view on the digital health space. Tune in to learn about how digital health companies should be thinking about the employer channel as well as the employee benefits consultant channel. Ryan also shares his view of what's most exciting for the future of digital health. Connect with Ryan on LinkedIn: https://www.linkedin.com/in/ryanmkoo/

Dennis Carlson and Benefits Influencer return with a recap of InsurTech Connect (ITC) with CEO & Co-Founder of Zoë Foundry, Garrett Viggers. Check out Zoë Foundry at www.zoefoundry.com Reach out at hello@zoefoundry.com Benefits Influencer is the #1 podcast for Employee Benefits Brokers and Advisors.  

Ty Wang, Co-founder and CEO of Angle Health, shares insights on revolutionizing health benefits for small to medium-sized businesses. He discusses how his platform connects various healthcare services, making Fortune 500-level benefits accessible. Ty emphasizes the importance of tailored health plans and innovative technology for budget-conscious employers. Plus, he delves into the crucial role of brokers and the integration of AI in streamlining employee benefits, ensuring better coverage and care coordination.

Dennis welcomes SVP & Senior Partner at Burnham Benefits, Chris Krusiewicz back to the podcast. Chris has been tracking AI as it relates to healthcare and employee benefits for years and brings his latest insights to the benefits community. Chris and Dennis discuss AI and its impact on the employee benefits and healthcare industries today and what we can expect in the future. Check out Season 1 Episode 3 for the earlier interview we reference in this episode. Find Chris on LinkedIn here: https://www.linkedin.com/in/chriskrusiewicz/ Check out Burnham Benefits here: https://www.burnhambenefits.com/  

This episode originally aired in January 2020 Charles Specht from The Permission Group shares how Benefits Brokers who target a micro niche can grow a massive book of business and better serve their clients. Connect with Charles at charles@permissiongroup.com