Client

A leading healthcare solutions provider aiming to enhance their patient engagement strategies and new product development in the at-home diabetes management segment.

Objective

With diabetes management becoming increasingly home-centered, the client sought to decode how patients and healthcare professionals - particularly diabetologists - are using glucose monitoring tools. The study had four key objectives:

• Understand Current Practices
  Identify how frequently patients monitor their glucose levels, what devices they use, and the common challenges they face during at-home monitoring.

• Capture User Experience
  Explore qualitative insights around user satisfaction, convenience, and usability across different glucose monitoring systems.

• Evaluate Device Preferences
  Analyze patient and doctor preferences between Blood Glucose Monitors (BGM) and Continuous Glucose Monitors (CGM) to assess feature expectations, pricing barriers, and trust indicators.

• Inform Product Positioning & Innovation
  Help the client understand emerging needs to tailor future offerings, improve adoption, and shape their go-to-market messaging.

Methodology

Research Approach:

A semi-structured mixed-method study combining:

• Quantitative Surveys for frequency, device adoption, and satisfaction ratings

• Qualitative In-Depth Interviews for understanding motivations, behaviors, and pain points

• Secondary Desk Research to support context and benchmarking with existing literature

Target Respondents:

• Patients with Type 1 and Type 2 diabetes managing their condition at home

• Diabetologists with extensive experience in recommending and evaluating glucose monitoring solutions

Sample Size:

Not disclosed due to client confidentiality but included a balanced mix of device users across demographics.

Key Findings

1. Current Practices and Monitoring Behaviors

• Frequency of Testing: Patients using BGM tested glucose levels 1–2 times daily, while CGM users had passive 24/7 monitoring with app-based alerts.

• Device Types: BGM users favored portable, low-cost devices, whereas CGM users appreciated Bluetooth-enabled wearables with cloud data integration.

• Usage Gaps: Manual logging in BGM resulted in inconsistencies, while CGM users often faced tech-related issues such as device calibration and battery concerns.

2. User Perceptions and Comparative Opinions

• BGM Perceptions:

  • Cost-effective and simple to use

  • Seen as sufficient for stable diabetes cases

  • Manual operation and finger-pricking cited as major drawbacks

• CGM Perceptions:

  • Preferred by tech-savvy and younger patients

  • Higher cost, but lauded for automation, accuracy, and data-driven insights

  • Doctors appreciated CGM for clinical accuracy and ease of tracking patient history over time

3. Comparative Preferences: Patients vs Diabetologists

• Patients with budget constraints or less tech-exposure leaned toward BGM

• Doctors advocated CGM for accuracy and long-term tracking

• Younger patients and caregivers preferred CGM for proactive care

Business Implications

1. Product Development Opportunities

• Hybrid Devices: Bridge the gap between affordability and automation by introducing budget CGMs or advanced BGMs with digital tracking

• Pain Point Focus: Develop lancet-free or painless BGM options; increase battery efficiency in CGMs

• Personalization: Offer custom alerts, multilingual app integration, and caregiver dashboards for remote tracking

2. Marketing & Messaging Strategy

• Segmented Messaging: Highlight BGM for cost-conscious users and CGM for proactive health enthusiasts

• Educate through Experts: Use diabetologist endorsements to enhance CGM credibility

• Use Case Campaigns: Showcase real-life patient journeys for both devices to boost relatability

3. Channel and Distribution Insights

• Promote CGM kits in urban Tier 1 markets with high smartphone penetration

• Ensure BGM availability in rural and semi-urban regions with offline retail push

• Collaborate with clinics for product sampling and onboarding support

Conclusion

This research provided the client with a 360-degree view of glucose monitoring preferences, highlighting the distinct value propositions of BGM and CGM devices. With a growing shift toward proactive and digital-first healthcare, especially post-pandemic, the study helps the brand align its product roadmap and communication strategy with real-world usage patterns.

By leveraging these insights, the client is better equipped to:

• Optimize their device portfolio

• Educate the market via targeted campaigns

• Increase patient satisfaction and stickiness

Looking to transform patient insights into meaningful action? Contact us at Market Xcel to help you bridge the gap between product innovation and user expectations.