OBJECTIVES: Implantable cardioverter-defibrillator (ICD) and cardiac resynchronization therapy defibrillator (CRT-D) are life-saving therapies for patients with arrhythmias and heart failure. To improve patient outcomes manufacturers constantly improve devices with innovative technology features. This study was designed to understand the value perception of newly developed innovative features, including Bluetooth remote monitoring (RM).

METHODS: A survey, including a conjoint analysis (Sawtooth), was designed to measure product features importance and differentiation, using a set of 10 attributes. N=100 interviews (N=75 clinicians and N=25 hospital purchasers involved in the decision-making process) were conducted across 5 countries (Germany, France, UK, Italy, Spain) by phone, followed by an online conjoint exercise. Purchasers were interviewed only by phone.

RESULTS: Overall, the most important elements for selecting a new ICD/CRT-D were Price, Device Features and Support, including technical support and clinical evidence generation. Main ICD/CRT-D product attribute importance scores were Price (37%, 34%), Longevity (15%, 18%) and Volume (9%,9%). In contrast, Brand was not considered important (6%). For CRT-D, Dynamic AV delay optimization with programmable delta (10%) came as top three. Most differentiating product attributes were Longevity, Volume, Dynamic AV delay with programmable delta, Max-delivery energy and MRI compatibility. RM utilizing Bluetooth (with smartphone App) was rated 5,2 on a 7-point attractiveness scale by the Clinicians. Reduction of Hospital Workload, Regular Patient Surveillance and Cost Reduction were mentioned as most important benefits to the Purchasers.

CONCLUSIONS: This research highlights the value perception of ICD/CRT-D product features. Bluetooth RM is perceived attractive and expected to have additional cost reduction benefits by decision-making clinicians and purchasers. These results add to a recent patient study demonstrating high satisfaction of patients on RM.