Tactile Medical has grown dramatically and gone through significant changes in the 12 years that Jerry Mattys has been CEO.
Since taking the company public in 2016, Mattys’ focus has been on growing the business to treat lymphedema. Because Tactile delivers its products directly to patients, it innovates around that, not just around its devices. Besides servicing patients at clinicians’ offices, the company also sends experts into homes to teach patients how to use the equipment.
The technology hasn’t changed much over the years, but how the company interacts with patients has, Mattys points out. Human factors were a huge part of the product’s most recent redesign.
Another aspect of the business is a team of 100 people focused on reimbursement. “That’s a big portion of what we’ve built as an infrastructure to support the direct-to-patient model,” Mattys says. One side handles claims while the other focuses on payer relations.
Tactile contracts with payers to get access to their in-network benefits for their members. The company has added 40 million covered lives in the last year and now covers 270 million lives – 90% of the insured population in the US.
“We’re just scratching the surface of this patient population,” states Mattys. Data analysis suggests that almost 1 million patients in the US have been diagnosed with lymphedema and are seeking treatment.