Meeting patients at their needs

Wirtschaftsforum: Mr. Fröhlich, Dr. Struck, what has brought the company Dexcom to where it is today?

Alexander Fröhlich: Dexcom was founded 26 years ago in San Diego, California. Our parent company's headquarters is still located there. Over the years, we have continuously refined the electro-biochemical methodology of glucose measurement with a lot of innovative power. Our sensors offer such high measurement accuracy that therapy decisions can be made based on them. For the patient, this means more freedom and flexibility. The continuous capture of sugar levels also allows real-time insights into how the value is developing or how exercise, stress or food affects it. With a lot of passion and effort, we have succeeded in making the technology affordable and accessible to the mass market. That was a challenge, but the study situation convinced the G-BA committee back in 2016, who agreed to a cost reimbursement for some of the patients.

Dr. Michael Struck: We are now innovation leaders. One reason for this is that we have always focused on the needs of patients, whose everyday requirements are very individual.

Wirtschaftsforum: What is the current position of the company?

Alexander Fröhlich: Dexcom has offices in 52 countries. Dexcom Deutschland GmbH, which is responsible for the entire DACH region, was established in 2015. We serve the second largest market in the group. In the DACH region, just under 300 employees are employed, most of them in Germany. The entire group generates a revenue of 4 billion EUR and serves 2.5 million patients worldwide.

Wirtschaftsforum: How do you view the current market situation and where does Dexcom stand in the market?

Alexander Fröhlich: In terms of revenue, we are in second place and aim to navigate towards market leadership in the coming years. The healthcare sector is under pressure. More efficiency is being demanded, there are high approval criteria, and the requirements regarding clinical evidence are also high. These parameters are likely to be raised in the future. Therefore, we need to convince with very good innovation, which can also be demonstrated in clinical practice. We try to position ourselves in health policy as well and have a health policy representative in Berlin.

Wirtschaftsforum: What makes your products particularly special?

Dr. Michael Struck: We have focused on quality and accurate measurement early on, and we have the most connected sensor worldwide. This makes us leaders in the field of AID systems, i.e., automatic insulin delivery based on sensor data through a pump system. The sensor can be flexibly connected to various display devices and also to smartwatches in everyday life. This is particularly good for school children, as mobile phones are sometimes not allowed in schools. Parents can use the Share and Follow function and see glucose values and warnings on their smartphone. The calibration possibility gives patients additional security. We offer simple applications and many opportunities for training. AI is also a topic, for example in therapy management, by providing recommendations regarding nutrition and lifestyle.

Wirtschaftsforum: What plans do you have for the company?

Dr. Michael Struck: One goal is to make our technology accessible to even more people and to establish further reimbursement bases. In the USA, we already have the first OTC product on the market that does not require a prescription. 

Alexander Fröhlich: Especially in the type 2 sector, we are planning to expand the market. Furthermore, we want to build a portfolio of solutions for patients whose costs are not generally covered by health insurance. Our slogan is 'Empower people to take control of health.' For example, with our Warrior campaign, we promote a program where people with type 1 diabetes encourage others. We would like to expand our value proposition by addressing the issue of metabolic syndrome. Here, diabetes is just one aspect. To achieve all this, we rely on our motivated employees and continuous interaction with patients.