WeDoctor Group's Growth Strategy: Focus, Penetration, and Scale – Insights from VP Lu Zigui

Event Name:StarMed ConnectIssue 1Open Course
Event Dates: November 7-8, 2015
Organizers: Legend Star, VCBeat, BlueRun Ventures
Guest Speaker:

Lu ZiguiVP of Micro Medical Group
WeDoctor Group (formerly Guahao.com) is the official national platform for health consultations and medical care guidance, approved by the Ministry of Health. It aggregates appointment registration resources from over 3,900 hospitals across China, including 600 key tertiary hospitals, to help every patient find the right doctor and secure an appointment.

Mr. Lu Zigui shared the topic “Unicorn Growth Diary》, please see the highlights of the guest's speech below. For the full presentation, please follow VCBeat’s WeChat account (vcbeat) to watch.

 Unicorn Growth Diary

1. Given the initial difficulty patients faced in accessing medical care, the subsequent shift of medical service delivery to telephone and internet platforms presented an opportunity for entrepreneurial teams, thereby enabling their entry into the “Internet + Healthcare” sector.

2. The Four Quadrants of Healthcare Services Include:
(1) Users: including healthy individuals and those with chronic diseases, acute conditions, critical illnesses, or special needs
(2) Physicians: Chief Physician, Associate Chief Physician,
(3) Institutions: Management agencies, insurance companies, associations, government, IT vendors, pharmaceutical companies
(4) Hospitals: Tertiary, Secondary, Primary
With so many factors at play, where should we begin? We start by focusing on appointment-based diagnosis and treatment, penetrating this single point thoroughly and rapidly expanding across China to achieve in-depth coverage. With 1,700 hospitals, we have deployed front-end servers through hospital trusteeship, integrated with Hospital Information Systems (HIS), and established close ties with these institutions. This has genuinely improved efficiency and reduced medical costs. Next, we proceed to optimize the patient care service workflow.



3. Our corporate mantra is “Customer First.” From the outset, we adopted a fully free model and integrated our services with hospitals. Strategically, this entails focus, deep penetration, and scale. The evolution of WeDoctor Group’s medical services has progressed from 168 voice hotlines and SMS/MMS consultations to appointment registration, online diagnosis and treatment, and virtual hospitals. This entire trajectory mirrors the technological shift from smartphones and wearable devices to robotics.

4. I began working with the team in 2010, and by 2014, I gained a deeper understanding of its growing involvement. The team has been consistently focusing on two key initiatives: tiered diagnosis and treatment, and team-based healthcare. Regarding team-based healthcare, we have established connections with hospitals and physicians available for appointment registration, thereby building virtual relationships with doctors. At the beginning of this year, we launched our team-based healthcare product. To date, the platform hosts over 4,200 expert teams across 28 medical specialties, and we plan to onboard 5,000 experts by the end of the year.
The team provides referral services for physicians. The relationship between specialists and users on our platform is pre-established through appointment registrations. By leveraging the patient resources accumulated over years of appointment data, physicians can access historical registration information of their former patients.
Within the team-based healthcare framework, a triage system has been established, with medical consortiums also making strides in our tiered diagnosis and treatment system. Building upon these frameworks, a responsible physician system has been developed to connect discipline leaders, experts from tertiary A hospitals, the responsible physician network, and families.



5. The logic of the WeDoctor team is to attract physicians through authoritative experts, with the platform helping doctors find patients. Through appointment registration services, it effectively connects three closed loops: 600 million patient users, over 1,700 hospitals, and 190,000 experts.

6. The Four-Character Mantra for Internet Healthcare: Rigor and Innovation.

7. The fourth quadrant: breakthroughs in pharmaceuticals, healthcare services, and insurance. Insurance: health insurance; Healthcare: virtual hospitals; Pharmaceuticals: drugs and consumer health products. Jinxiang.com has maintained stable operations and is poised to capture greater value in the pharmaceutical e-commerce sector through the synergy between its appointment registration platform (Guahaowang) and pharmaceutical e-commerce.

 

 

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