Earlier this year, Alcon launched its groundbreaking Accelerator program—designed exclusively for ophthalmology practices to provide training for cataract surgeons and boost their confidence in managing patients pre- and postoperatively.
Key to this program: Increasing the implementation of premium intraocular lenses (IOLs) as well as optimizing visual outcomes with the patient experience.
First things first: Why focus on premium IOLs?
With the U.S. IOL market expected to reach an estimated $6 million by 2029—up from $4.2 billion in 2023 and with an expected compound annual growth rate (CAGR) expansion of 6.3%— clinicians have the opportunity to present patients with a wide array of technologically-advanced IOL (ATIOL) options following cataract surgery.
In fact, data from the 2021 Consumer Decision Marketing Research* found that while 82% of patients are interested in knowing their lens options, only 36% actually know the different lens types available to them.
- Further, 96% of patients have looked to their surgeons for guidance when it comes to recommendations for trading up their lenses to an ATIOL.*
- Unfortunately, only 33% of these patients actually receive such a recommendation.*
So what’s the potential for these patients?
Based on that same Consumer Decision Marketing Research, a reported 45% of patients are willing to trade up to an ATIOL—and pay more to do so (a common drawback with such lenses, as they’re not covered by insurance).
- To note: Around 18% of these patients are actually receiving an ATIOL.
How does Alcon come into play with this?
According to the company’s 2023 Annual Report, half of all ATIOLs implanted around the globe are manufactured by Alcon.
Its flagship lenses:
Gotcha. Now let’s talk the basics of this program.
Developed as an Alcon educational program and launched earlier this year, Accelerator is a practice development program intended to address the current need among cataract surgeons and their staff to improve visual patient outcomes while also growing their portfolio of advanced technology IOLs (ATIOLS).
The program is designed as a blend of four practice-based learning pillars as well as expert-led seminars with the following objectives:
- Refining patient management processes
- Empowering clinical teams with digital content
- Encouraging potential customers (i.e., physicians and their staff) via in-person learning sessions delivered by their Alcon sales representative
How many practices has this been implemented in so far?
An estimated 700 across the United States, according to Alcon.
And the clinical development behind it?
That’s where we bring in Cathleen McCabe, MD, an eye surgeon specializing in bladeless laser cataract surgery and LASIK at The Eye Associates in Sarasota, Florida.
Why: Dr. McCabe—a long-time partner of Alcon on practicing engagement and best practices for treating patients with effective communication—was involved in the development of the Accelerator Program.
So what was the thought process?
She noted that part of the gap understood by eyecare professionals (ECPs) is that there are a number of patients who want to know more about ATIOLs—with some knowledge—but not enough to make an informed decision.
“These patients may feel like if they had been properly informed, they would have likely taken advantage of some advanced technology that's available to them,” Dr. McCabe said.
And so: “We want to make sure that we're matching education information for the patient with that whole patient journey so that patients can elect—with the help of their ECP—the best outcomes for themselves,” she told Glance.
So who are the target participants of this program?
Ideally, ophthalmic physicians, technicians, front office staff, refractive counselors, and practice administrators and marketing.
And what specific optimization is taught?
Along with utilizing ATIOLs, the program provides steps for physicians and staff to technically and clinically integrate the following technologies into their practices:
- ORA (Optiwave Refractive Analysis), a state-of-the-art system for assisting cataract surgeons in real-time decision-making during cataract surgery
- ARGOS Biometer, a non-invasive, non-contact biometer based on swept-source optical coherence tomography (SS-OCT) and intended to streamline biometric acquisition with higher acquisition rates.
- LenSx Femtosecond Laser System, a computer-controlled ocular surgery system for performing all critical steps of cataract surgery
- WaveLight refractive technology, a platform of femtosecond and excimer laser systems indicated for performing LASIK and photorefractive keratectomy (PRK)
Give me a rundown on these pillars.
Curated by expert physicians, each of the four pillars includes a subset of modules with training materials for presenting IOL options to patients.
While all four pillars work together, they can also operate as stand-alone modules, depending entirely on the needs of the participants.
- Educate
- Target audience: All clinical practice staff
- Modules: The Patient Journey; Patient Selection and Expectation Management; Gathering Lifestyle and Personality Traits; Digital Patient Engagement; Effective Call Scheduling; and Social Media Best Practices
- Demonstrate
- Target audience: physicians, technicians, front office staff, and refractive counselor
- Modules: Referring ECP Education; Maximizing Outcomes; Leveraging Postop Success Stories
- Calculate
- Target audience: physicians and technicians
- Modules: Communicating ATIOL Value to Patients; Providing Lens Options; Presenting Financing Options and Pricing Tiers; Patient Selection and Expectation Management; Welcome Patients and Maximize Wait Times
- Evaluate
- Target audience: Physicians and practice admin/marketing
- Modules: Biometry Basics; Lens Power Calculations and Optimizing Refractive Outcomes; Optimizing Ocular Surface + Tear Film; Efficiency and the Alcon Vision Planner
What’s offered within each of these pillars?
Training resources, to start. Comprising both written and video content—featuring expert clinicians demonstrating best practices in clinical settings—these materials are based on a real-world practice approach of presenting IOL options to patients.
As a bonus: While all four pillars + their modules work together, they also operate as stand-alone, depending on the specific needs of the participants.
And the benefit of adding this to an ophthalmology practice?
We’ll circle back to Dr. McCabe on this, as her practice was one of the first few to test out this program.
“The model works in different scenarios and takes away that uncertainty of not particularly knowing every single approach available for how best to streamline the patient experience and educate in a way that’s best appropriate for them,” she said.
- Plus: It ensures providers in her practice are able to bridge that gap and allow patients to find the best option for them.
And the goal?
According to Dr. McCabe: “We want patients to be matched with technology that benefits them best.”
- Case in point: premium IOLs
If this can be done at an even higher rate due to the Accelerator program’s resources, “it helps the practice, and it helps the ECP in providing the highest level of care and meeting patients’ expectations,” she said.
And in her own practice’s experience?
As a multi-provider and multi-location practice, Dr. McCabe noted the ability to implement specific components of the program at one location that can be replicated—over time—at several clinic locations.
Key to this: Recognizing that this is not a static process, Dr. McCabe noted.
Go on …
From staff turnover and technology advancements to evolving thought processes on how best to match patients for their respective expectations and outcomes—change is constant, particularly in clinical care.
“We want to refresh on these processes on a regular basis,” she said. “And by having this partnership with Alcon and its Accelerator program, we can do that—it’s not a one-and-done experience.”
The intended result: Ultimately expanding providers’ offerings and elevating their level of patient care, education, and workflow processes.
Give me an example of this.
Dr. McCabe highlighted three components of the program’s education pillar she’s honed in on at her practice:
- Discussing the patient’s needs
- Talking about technology (i.e., IOL) options
- Matching the patient with specific recommendations
“That’s the final step of the process—making sure that we have effectively communicated with the patient and, when they leave, they understand that we (as the surgeon) recommend the best IOL option for them,” she said.
So that last part is crucial for patient outcomes?
Indeed. And it’s also where clinical practices often have a more difficult time getting through to the patient, according to Dr. McCabe.
The Accelerator program assists ECPs with educating patients on every step of the IOL process, incorporating consistent messaging for practices to adopt and adjust based on their (and their patients’) individual needs.
These touchpoints ensure “the language is the same, the way of discussing and thinking about technology is the same, and the way we’re going to communicate that final recommendation is the same,” she said.
And what patient-centered benefits has this led to?
Clear and consistent communication, according to Dr. McCabe.
“When a patient leaves now,” she said, “they have a very clear understanding of where they are [in the disease state], what their needs are that they want to have met, and how we’re going to do that.”
Nice! So why should surgeons consider using this program?
“We all want to elevate our game when it comes to meeting patient expectations and using all the technology that's available to do that,” Dr. McCabe said. “With Accelerator, you’re going to learn something new, see what worked for other practices, and discover a wide variety of potential ways for approaching the IOL process.”
She added: “It’s a win-win for the surgeon, staff, and patient.”
And lastly: Who should they reach out to, if interested in Accelerator?
Alcon recommends getting in touch with their local Alcon representative for more information about the program and how to get started.