The key topic of this thesis is the proposal of a Business Model Canvas linked to an innovative healthcare project. More specifically, starting from the Pre-Commercial Public Procurement ARCA_2018_132 established by ARCA (now ARIA, the Regional Agency for Innovation and Purchases) in 2018 about an “Exoskeletal mechatronic system for the administration of rehabilitative motor therapy to neurological patients with upper limb motor disabilities”, the fundamental steps from the conception of an active exoskeleton for post-stroke upper limb rehabilitation to its positioning in the market are analysed. After describing the Pre-Commercial Public Procurement tool and its purpose of acting as a catalyst for innovation, the requirements set by the contract ARCA_2018_132 are exposed. Subsequently, the description of the AGREE Project, a solution developed in collaboration with the Polytechnic of Milan and currently involved in the tender, follows. In addition, an analysis of the existing scientific literature, a summary of expert elicitation and an epidemiological analysis of stroke are provided both to outline the reasons behind the definition of the contract and to understand the necessity for innovation in the field of rehabilitation therapy. The second part of the paper consists of the definition of the necessary information for drafting the AGREE Business Model: it is possible to identify the characteristics that differentiate AGREE from the other existing products by outlining the potential buyers thanks to a market analysis and by positioning the project in the panorama of rehabilitative solutions through an analysis of the competitors. At the end, through a SWOT analysis, hints for defining the correct competitive strategy of AGREE are provided on top of the Business Model Canvas.
L'argomento chiave di questa tesi è la stesura di un Business Model Canvas legato a un progetto innovativo in ambito sanitario. Più in particolare, partendo dall’Appalto Pubblico Pre-Commerciale ARCA_2018_132 istituito da ARCA (ora ARIA, Agenzia Regionale per l'Innovazione e gli Acquisti) nel 2018 in merito a un "sistema meccatronico esoscheletrico per la somministrazione di terapia motoria riabilitativa a pazienti neurologici con disabilità motorie degli arti superiori", vengono analizzati i passaggi fondamentali che portano dalla concezione di un esoscheletro attivo per la riabilitazione post-ictus dell'arto superiore al suo posizionamento sul mercato. Dopo aver descritto lo strumento dell’Appalto Pubblico Pre-Commerciale e il suo scopo di agire da catalizzatore per l'innovazione, vengono esposti i requisiti fondamentali stabiliti dall’appalto ARCA_2018_132. Successivamente viene descritto il Progetto AGREE, una soluzione sviluppata in collaborazione con il Politecnico di Milano e attualmente coinvolta nel bando di gara. Inoltre, vengono fornite un'analisi della letteratura scientifica esistente, un riepilogo del giudizio di esperti del settore e un'analisi epidemiologica dell'ictus per delineare le ragioni alla base dell’istituzione dell’appalto e per comprendere la necessità di innovazione nel campo della terapia riabilitativa. La seconda parte del documento consiste nella definizione delle informazioni necessarie per definire il Business Model di AGREE: è possibile identificare le caratteristiche che differenziano AGREE dagli altri prodotti esistenti delineando i potenziali acquirenti grazie ad un'analisi di mercato e posizionando il progetto AGREE nel panorama delle soluzioni di riabilitazione attraverso un'analisi dei concorrenti. Infine, attraverso un'analisi SWOT, vengono forniti suggerimenti per la definizione della corretta strategia competitiva di AGREE, in aggiunta ad una prima stesura del Business Model Canvas.
Pre-commercial public procurement for innovation in healthcare : the case of an active exoskeleton for post-stroke upper limb rehabilitation
PAOLETTI, GIULIA
2018/2019
Abstract
The key topic of this thesis is the proposal of a Business Model Canvas linked to an innovative healthcare project. More specifically, starting from the Pre-Commercial Public Procurement ARCA_2018_132 established by ARCA (now ARIA, the Regional Agency for Innovation and Purchases) in 2018 about an “Exoskeletal mechatronic system for the administration of rehabilitative motor therapy to neurological patients with upper limb motor disabilities”, the fundamental steps from the conception of an active exoskeleton for post-stroke upper limb rehabilitation to its positioning in the market are analysed. After describing the Pre-Commercial Public Procurement tool and its purpose of acting as a catalyst for innovation, the requirements set by the contract ARCA_2018_132 are exposed. Subsequently, the description of the AGREE Project, a solution developed in collaboration with the Polytechnic of Milan and currently involved in the tender, follows. In addition, an analysis of the existing scientific literature, a summary of expert elicitation and an epidemiological analysis of stroke are provided both to outline the reasons behind the definition of the contract and to understand the necessity for innovation in the field of rehabilitation therapy. The second part of the paper consists of the definition of the necessary information for drafting the AGREE Business Model: it is possible to identify the characteristics that differentiate AGREE from the other existing products by outlining the potential buyers thanks to a market analysis and by positioning the project in the panorama of rehabilitative solutions through an analysis of the competitors. At the end, through a SWOT analysis, hints for defining the correct competitive strategy of AGREE are provided on top of the Business Model Canvas.| File | Dimensione | Formato | |
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Paoletti_Giulia_897712.pdf
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Descrizione: Testo della tesi
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https://hdl.handle.net/10589/151785