ASM 25 - Differentiation Messaging & More Flashcards
What does “PAS” stand for?
What is the LifeVest inappropriate shock rate?
0.9%
from WCD Meta Analysis of 19,882 patients
Response to a Kestra Key selling message,
“Contemporary Garment: Quality, comfort, built-in bra for women”
LifeVest next generation garment
> 1 Million Patients over a 20-year period!!!
Name the 5 aspects of the LifeVest Next Generation Garment (add a WIFM)
- Designed for comfort - lightweight and breathable, following the latest trends in performance wear
- Plastic Snaps - low profile increase comfort
- Strap Materials - softer, more comfortable, double plush material
- Electrode Attachment - 360 degree placement of electrodes for cord management
- Front closure - butterfly clasp for patients with dexterity issues
(Hint: Comfort, Snaps, Straps, Electrodes, Butterfly – “BECSS”
“I provide comfort, yet I hold you tight, With snaps and straps, I fit just right. My electrodes may help in a different way, And a butterfly’s touch can brighten your day. What am I?”)
Response to a Kestra Key selling message,
“Reduction in alarms yields better patient compliance”
Arrythmia alarms both false and positive occurred in 72% of the participants w/ 9.6% of the participants being exposed to more than 100 alarms over the 90 day period
What % of LifeVest treatments occur at a rate less than 170bpm?
11%
What Innovation was added in 2018 to LifeVest?
TruVector
56% relative reduction in total arrythmia alarms
0 median false alarms
AArD was designed to reduce an already low rate of false detections
Describe AArD
AArD is a machine learning classifier that determines if input is noise or artifact
Designed to filter additional false detections
caused by non-physiological signal artifact
and noise
When was AArD introduced vs when was AArD standard in all WCDs?
Introduced in 2018; standard in all LifeVest WCDs since 2019
LifeVest has a consistent ____ first shock success rate in clinical research and real-world use
> 95% first shock success rate
Why is the LifeVest first shock success rate different than ASSURE’s?
Because it’s based on research and real-world use.
Also, it was captured from patients in the real world utilizing our device instead of in an EP lab with a modified device
New advertising from Kestra claims ASSURE to have a >95% first shock success rate. The citation is data
on file and based on the reported n=_______.
n=1651 (26 reported
appropriate shocks)
It should be noted that this is a small sample size
to base a claim
Appropriate Responses for Ordering Process and Speed to Fit:
- Patient-first approach
- Slightly different for each patient (individual coverage policy or ability to pay) because we never want a patient to get an unnecessary bill.
- The LifeVest ordering designed to collect the appropriate information required for
the approval process by payers. - This process has been continuously informed by 20+ years of experience
- The benefit of the process is that patients do not get unexpected large bills after discharge.
- PSR’S - ZOLL has the largest network of medically trained professionals to fit and service LifeVest patients, both before and after discharge.
- ZOLL also offers vast patient resources designed to educate, engage, and motivate the patient throughout their wear.
ZOLL Payor Coverage?
95% of commercially covered lives in the US having in-network access plus 100% of Medicare Part B and >90% of state Medicaid plans
The LifeVest’s median wear time is?
23.4 hrs
Multiple peer reviewed clinical trials demonstrate high median wear time >_____ hrs over time
22 hours
The LifeVest 1-year survival in patients who experienced VT/VF is?
90%
Does Kestra have any data on defibrillation in ambulatory setting?
Nope
“I heard Kestra had a low rate of false detections compared to
LifeVest.”
– What would your response be?
– Kestra is comparing inappropriate alarms to a device that is no longer available
– AArD has reduced what was a low rate of alarms
– Kestra WCD only detected 4 out of 15 actual VT/VF events
– Their default VT threshold is set at 170 bpm
