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The PHI Difference in Healthcare Marketing

Wednesday, February 22nd, 2023

Healthcare marketers are facing complex challenges with serious stakes. Unlike in other industries, healthcare marketers share messages that can impact people’s health and livelihood. Creating the most effective messaging needs to be a priority for healthcare marketing teams. Using first-party data is one way to make a major difference in your marketing efforts. Marketers can craft highly targeted campaigns using protected health information (PHI) to deliver better results for patients. 

First-Party Data for Healthcare

In some ways, healthcare marketers are at an advantage because of the amount of first-party data they can access. First-party data is information a company collects directly from its customers. The company owns this data and can verify its authenticity. Marketers can use data like digital interactions, purchase history, and preferences to create experiences that cater to an individual’s interests. In the healthcare industry, first-party data goes way beyond digital interactions. Information about health statuses, diagnoses, and recent patient visits can all be incorporated into marketing campaigns to guide patients on their journey to better health. 

Marketers in other industries know that first-party data achieves the highest return on investment of any data type. In 2020, Google partnered with Boston Consulting Group to study how brands succeed with first-party data strategies. The report found that businesses using first-party data for key marketing functions achieved up to a 2.9 times revenue uplift and a 1.5 times increase in cost savings. In addition, as data privacy restrictions grow and third-party cookies are phased out, marketers need more control over their data sources to ensure compliance.

Why Use PHI in Healthcare Marketing?

When healthcare organizations use PHI to segment their email lists and personalize campaign content, they experience better results. Using a HIPAA-compliant email marketing solution allows marketers to leverage the data and information they have about patients to increase engagement. When using PHI, there are so many ways to customize email content that can deliver impressive results.

PHI in healthcare marketing stats

It makes intuitive sense. What would you prefer- frequent emails about products and services you don’t want, or consistent emails that relate to your goals and interests? It’s an easy decision. No one likes to be annoyed by pointless emails. Using information about your patients’ health statuses and goals to craft personalized messages increases patient satisfaction and retention, while also improving engagement.

email stats

As discussed above, healthcare patient data is an excellent source of first-party data that is more comprehensive than the information gathered in other industries. However, healthcare marketers face another hurdle. In addition to getting patient consent to use this data for marketing purposes, organizations are also strictly governed by HIPAA compliance regulations that restrict the use of PHI.

The Challenge: HIPAA Compliance Requirements

So what can healthcare marketers do to surmount this obstacle? First, they must understand the regulations surrounding the transmission of protected health information (PHI). Responsible healthcare marketers must comply with HIPAA when utilizing patient data in their marketing efforts.

Most marketers rely on some sort of email marketing software, CRM, or CDP to manage their marketing campaigns. However, not all platforms are able to meet HIPAA’s stringent requirements. A simple approach to evaluating marketing software for HIPAA compliance focuses on three crucial aspects:

  1. Sign a Business Associate Agreement (BAA)
  2. Securely Store Data
  3. Securely Transmit Data

healthcare marketing comparison

First, any third party with access to PHI must sign a Business Associates Agreement to govern how the information will be secured and what happens in case of a breach. If they will not sign a BAA, the software should not be used to store or process PHI.

However, signing a BAA alone is not enough. Understanding the terms of service and what the provider allows is essential. If their terms of service forbid you from sending PHI, it could put your organization at risk. It’s also important to review how the data will be secured at rest and in transit. When storing patient health data in a marketing application, consider how it will be protected. Simply put, you must ensure that all PHI is encrypted and can only be accessed by people with the appropriate keys.

If protected health information is transmitted outside of the database or application via email, encryption must also be used to protect the data in transmission. At a minimum, TLS encryption (with the appropriate ciphers) is secure enough to meet HIPAA guidelines. However, many applications do not offer transmission encryption that is secure enough to comply with HIPAA. You should only send communications containing PHI if they are encrypted.

Conclusion

Using PHI data in your marketing efforts can yield improved results. However, this approach requires careful vetting and planning by your marketing and compliance teams to ensure data is secured under HIPAA regulations. To learn more about HIPAA-compliant marketing solutions, contact LuxSci today.

Tags: email marketing, email personalization, healthcare marketing, patient engagement, patient retention, personalization, phi, segmentation
Posted in Email Marketing
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Rules for Using PHI in Patient Engagement

Friday, November 11th, 2022

As you know by now, we believe strongly in the benefits of using protected health information (PHI) to create highly targeted and personalized email campaigns. However, before you dive in and kick off your campaigns, you must be aware of the complex compliance requirements governing healthcare organizations’ marketing communications.

using PHI for patient engagement

Reminder: What is PHI?

PHI, or protected health information, is “individually identifiable protected health information.” Protected health information refers specifically to three classes of data:

  1. An individual’s past, present, or future physical or mental health or condition.
  2. The past, present, or future provisioning of health care to an individual.
  3. The past, present, or future payment-related information for the provisioning of health care to an individual.

For protected health information to be “individually identifiable,” the data can be linked to a specific individual (even if this is very indirect). There are 18 types of identifiers for an individual. Any one of these identifiers, combined with “protected health information,” would constitute PHI.

It’s often more complicated than it looks. For example, if you are running email campaigns, an email address is an individual identifier because it can be connected to a specific individual. That, combined with the email content, which often refers to the name of the provider, information about their health conditions, insurance coverage, or upcoming appointments, means that most communications from a healthcare practice could qualify as PHI.

HIPAA Rules for Using PHI in Patient Engagement

HIPAA regulates patient privacy. Healthcare organizations and their associates must obtain consent and implement technical safeguards before starting marketing campaigns.

HIPAA Privacy Rule

According to the U.S. Department of Health & Human Services, you must acquire consent to send marketing communications under the HIPAA Privacy Rule. It reads, “With limited exceptions, the Rule requires an individual’s written authorization before a use or disclosure of his or her protected health information can be made for marketing.”

The Privacy Rule defines “marketing” as “a communication about a product or service that encourages recipients of the communication to purchase or use the product or service.” This also applies to many patient engagement communications.  

Generally, if the communication is “marketing,” then the communication can only occur if the covered entity obtains an individual’s authorization. Organizations must keep track of who has consented to receive marketing communications and allow them to opt-out at any time. We further discuss the nuances of patient consent for marketing communications here.

HIPAA Security Rule

All covered entities and their Business Associates are subject to the HIPAA Security Rule. If you are working with a vendor (like a marketing consultant, email marketing platform, or ad agency) that will have access to PHI, you need to enforce a Business Associate Agreement.

The HIPAA Security Rule categorizes the necessary safeguards into three categories: Physical, Administrative, and Technical Safeguards. More details about the requirements for each can be found here. Any vendor you choose to work with must follow these regulations. Some basic requirements include the following:

  • Physically protecting data and where it is stored,
  • Training staff on handling PHI, and
  • Setting up technology to protect PHI properly.

Assuming your patient engagement campaigns are primarily occurring via email, at a minimum, you must ensure that the email marketing vendor will:

  • Protect data at rest and
  • Protect data in transmission.

This means utilizing encryption to ensure that PHI cannot be eavesdropped on. Many popular email marketing vendors do not encrypt PHI in transmission. It’s extremely important to choose a provider who can protect PHI following HIPAA regulations.

hipaa compliant applications

The Benefits of Using PHI for Patient Engagement

Once you have established the proper policies and procedures, signed a BAA, and put any technical requirements in place, you can start segmenting and personalizing emails using PHI. Here are some segmentation and personalization ideas to get started.

By applying these techniques and using PHI in your patient engagement strategy, you can:

  • Design targeted patient journeys
  • Deliver better patient outcomes
  • Improve ROI and reduce costs

Contact us today to learn more about how to securely engage patients using PHI.

Tags: business associate agreement, email marketing, ePHI, hipaa compliance, hipaa privacy rule, hipaa security rule, patient engagement, personalization, phi, quasi compliance, segmentation
Posted in Email Marketing
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4 Email Personalization Strategies for Member Engagement

Friday, November 4th, 2022

For many benefits administrators, it’s open enrollment season! During this period, individuals can make changes to their insurance coverage. It’s vital to engage members to educate them about their plans and benefits to increase satisfaction, retain members, and acquire new enrollees. This article presents four email personalization strategies for member engagement.

member engagement strategies

Insurance Information is ePHI

Before we get to strategies for improving engagement, it’s worth reflecting on the regulatory hurdles. According to the Department of Health and Human Services, healthcare payers, insurers, and benefits administrators are covered entities. This means they must abide by HIPAA regulations when transmitting and storing protected health information (PHI).

Emails about an individual’s insurance coverage and eligibility, plan types and offerings, health status, and financial information are considered PHI and must be protected accordingly. We’ve written extensively about the HIPAA requirements for email elsewhere, but in brief, this means that emails containing PHI need to be encrypted and archived appropriately. Do not proceed with the following strategies until a HIPAA-compliant email solution is implemented correctly.

 

4 Email Personalization Strategies for Member Engagement

Segmentation and personalization are the keys to crafting messages that appeal to your audience. Particularly when it comes to healthcare coverage, there is no one-size fits all approach. Personalization techniques allow marketers to create highly relevant emails that the audience will find beneficial.

Age-Related Changes

In the US health insurance market, insurance coverage is often tied to age. As individuals reach new stages of life, there is an opportunity for them to change their insurance coverage. For example, insurers and benefits administrators can create targeted messaging to:

  • 26-year-old individuals about to enter the healthcare marketplace and
  • 65-year-old individuals who qualify for Medicare

It would not make sense to send these messages to a sizeable non-segmented email list because they would be irrelevant to the majority of recipients. By segmenting your email list by age and creating targeted messaging, you will receive a better response and return on investment from your email campaigns.

Plan and Benefit Educational Opportunities

There are many different types of health insurance coverage and benefit plans. Educating enrollees on their plan benefits makes them more likely to utilize their coverage and be satisfied with their plan. For example, if eligible members are not taking advantage of a dental benefit, it may be wise to create an email campaign that educates them on what they can access with their benefits.

Geography-Specific Messaging

There are often differences in enrollment periods, eligibility, and benefits in the US market on a state-by-state basis. Creating personalized messages based on the recipient’s residence makes the messages more relevant. For example, sending recipients the accurate enrollment date based on their residence is essential to getting people to sign up!

Health Status Messaging

You can also use information you know about your members to craft messages that can help improve their health. For example, it may be possible to know who is overdue for an annual appointment, and email messages can help them reschedule care. Similarly, several standard preventative screenings are tied to age and gender, like annual mammograms for women at 40 years old. By sending an email to all members who meet that criteria reminding them to get screened, it can improve population health and reduce costs.

Conclusion

Today’s consumers prefer email communications from businesses and brands. Personalizing your approach can improve your campaign performance and deliver significant results. If you want help improving your enrollment outreach with HIPAA-compliant email, contact LuxSci.

Tags: benefits administration, email marketing, email personalization, ePHI, health insurance, hipaa compliance, hipaa marketing, patient engagement, personalization, segmentation
Posted in Email Marketing
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5 Ways to Improve Your Dental Practice Email Marketing

Thursday, October 6th, 2022

Email marketing is a highly effective way to communicate the latest news about your dental practice to patients. However, stale newsletters and practice announcements are not enough to keep patients engaged with their oral health. Take your dental practice email marketing to the next level with these tips to improve your messaging. 

1) Choose an email marketing platform that allows you to use ePHI

Identifying the tools to market your practice is often trickier than it appears. Dental practices must abide by HIPAA regulations, affecting how they can transmit information about their services to their patients. Any vendor that handles PHI on behalf of a dental practice must sign a Business Associate Agreement outlining how patient data will be stored, transmitted, and disposed of. Don’t choose a vendor who is unfamiliar with HIPAA’s stringent requirements.

Also, watch out for quasi-compliance. Some self-identified “HIPAA-compliant” email vendors can protect data at rest but not in transmission, rendering their services moot. What’s the point of using a HIPAA-compliant email marketing service that doesn’t allow you to transmit relevant information?

quasi compliance

Some organizations try to avoid HIPAA regulations by having patients sign consent forms to waive their rights under HIPAA. However, this is unwise for several reasons. Even if patients agree, it does not remove the organization’s obligations to secure PHI under the law. If protected health information is improperly accessed, it is still a breach and can lead to severe financial and reputational consequences. Plus, keeping track of waivers and keeping email lists up to date is a major hassle. It’s much easier to do the right thing under the law.

2) Encrypt marketing emails to comply with HIPAA

Many marketing emails imply a relationship between patients and providers and, as such, can often be classified as protected health information. PHI must be encrypted in transit and at rest to comply with HIPAA. Ensure your email marketing platform encrypts every email automatically instead of relying on your marketing team to secure sensitive data.

However, not all email encryption is created equal. TLS encryption meets HIPAA transport encryption requirements and provides a better user experience. Emails encrypted with TLS are sent directly to the patient’s inbox and are opened just like a regular email. This means that marketing emails sent with TLS encryption are more likely to be opened than those sent to a patient portal which requires users to login to read the email.

tls vs portal pickup

Learn more about the differences between TLS and Secure Portal Pickup.

3) Use PHI to send personalized emails that are relevant to your customers

Once you’ve selected a tool that complies with HIPAA email encryption transmission requirements, use patient data to create highly relevant messaging. Some organizations try to get around HIPAA requirements by sending very generic marketing content. However, these tactics do not deliver results. Marketers in other industries have found that using customer data to segment their audience allows them to create highly relevant messaging that delivers better open and click rates. 

personalization stats

Dental marketers can use PHI to segment and personalize emails and delivers results for both your practice and your patients. Healthcare marketing emails can be personalized as long as the proper safeguards and precautions are in place to protect patient privacy and meet compliance requirements.

4) Use email marketing to engage patients 

Healthcare consumerism is rising, and patients are willing to change providers if they are unsatisfied with their experience. Educating and informing current and potential patients about your services is essential to improving new customer acquisition and patient retention. Many patients now prefer to receive communications about their health status, upcoming appointments, and relevant offers via email. 

online marketing stats

Adapting your communications to fit patient preferences is an easy change that can go a long way to increase patient satisfaction.

5) Track the results and use data to improve messaging

Unlike other traditional marketing channels, email marketing campaigns deliver a wealth of data that can be used to inform your strategic plans. Unlike social media, email isn’t subject to the whims of the latest algorithm change. Reviewing performance over time makes it possible to tell what is popular and unpopular with your customer base. Email marketing is so effective at delivering a positive return on investment because it is straightforward to track what is resonating and what is not. 

Conclusion

Using HIPAA-compliant email marketing tools allows dental practices to achieve better marketing results via segmentation and personalization without sacrificing patient privacy. LuxSci’s Secure Marketing platform was designed to help organizations connect with their patients without violating HIPAA.

Tags: dental marketing, dental practice marketing, email marketing, healthcare consumerism, personalization, quasi compliance, segmentation, tls encryption
Posted in Email Marketing
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Personalize Healthcare Communications to Improve the Patient Experience

Tuesday, August 16th, 2022

Recent survey results from CVS Health indicate that healthcare patients desire a more personalized healthcare experience. Over the last ten years, the online experience has become highly customized. Online vendors have more customer data and use it to extend personalized offers, reminders, and updates. Although people are concerned about online privacy, they are more likely to open and engage with relevant marketing communications.

As the healthcare industry has undergone digital transformation, more data is available in a digital format. But how and when can it be used? This article discusses how to use patient data to personalize healthcare communications without violating HIPAA requirements.

personalize healthcare communications

What is Healthcare Personalization?

Personalized health care places individuals at the center of the health care experience. Health care is a complex issue, and one system does not work for everyone. A person’s health status is influenced by many factors, including genetics, age, environment, social determinants, income, and countless others. A health care program that considers as many of these variables as possible can better address patient needs and increase access to care.

Why Personalize Healthcare Communications

Patients understand that their healthcare providers manage a lot of their personal data and want a personalized experience that respects their preferences. As audience segmentation and personalization techniques become more common in other industries like e-commerce and personal care, consumers expect the same experiences from their health care providers.

For example, say you order a jug of laundry detergent on Amazon. They can use common consumer data in combination with your last order date to estimate when you are likely to run out. Then, they can send an email reminder to encourage a reorder before you run out again. In a similar manner, healthcare providers should know when someone’s prescription is running low and could send a notification to let the patient they need to refill and help improve medication adherence.

A recent survey by CVS Health found that 85% of patients find personalized care to be important. In fact, 83% expect their primary care provider to be aware of their family medical history, genetics and inherited lifestyle habits. 71% of consumers said it was very or somewhat important to their health that they have customized alerts and reminders of screenings and checkups. This is even more common among patients under 40. The next generation of healthcare consumers expects their healthcare to fit seamlessly into their normal lives.

Ways to Personalize the Healthcare Experience

There are many ways to personalize the healthcare experience, but they all depend on the available data. An easy way to start is by asking for patient preferences. Some common ways to personalize healthcare communications include collecting information about patient preferences:

  • Communication methods: How do they prefer to be contacted? Ask patients their preferred channels- email, texting, phone, and paper notifications are standard options.
  • Language proficiency: Is English their first language? If not, send communications in the person’s primary language.
  • Patient status: Are they active patients or overdue for regular screenings and appointments?

Looking at these attributes can help craft messages that appeal to patient subgroups.

The next level of personalization uses protected health information (PHI) to deliver extremely customized healthcare communications. The possibilities are truly endless, but here are a few examples to spark some ideas:

  • Medical conditions: use information about patient medical conditions to send highly targeted communications about managing or preventing chronic conditions like depression, diabetes, and heart conditions.
  • Screening reminders: Remind patients when they are due for mammograms, colonoscopies, or other screenings that are ordered based on age or risk factors.
  • Patient retention and re-engagement: Did a patient skip their annual appointment or screening? Make it easy to reschedule by sending periodic reminders.
  • Insurance status: send relevant communications based on the patient’s insurance status. For example, letting healthcare marketplace insurance holders know about re-enrollment periods to ensure they don’t drop their coverage.

Personalization provides a customizable healthcare experience for patients that eliminates friction and barriers to care. Using personalization to create educational campaigns can also help improve health outcomes. See How to Use ePHI to Segment and Personalize Email Marketing Campaigns for more information.

HIPAA Considerations in Customizable Healthcare

One reason that healthcare has been slow to adopt personalization techniques is HIPAA. These guidelines protect sensitive medical information and govern how it can be used. To send personalized messages like the examples discussed above, HIPAA guidelines must be followed. Some of the core requirements for sending HIPAA-compliant emails include:

  • Encryption
  • Access Controls
  • Backups and Archival
  • Anti-Malware Defenses
  • Identity Authorization
  • Reporting Mechanisms
  • Review Procedures and Policies

See our HIPAA-Compliant Email Checklist for more information about the requirements.

LuxSci offers several solutions for sending HIPAA-compliant personalized messages. Contact us today to learn more about our Secure High Volume Email and Secure Marketing tools.

Tags: digital transformation, email marketing, ePHI, HIPAA email, patient engagement, patient experience, personalization, segmentation
Posted in Email Marketing
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