We’ve all heard the alarming headlines: fertility rates are plummeting, women are delaying childbirth, hormonal imbalances are on the rise, and male sperm counts are declining faster than ever. These aren’t just abstract statistics – they represent a looming crisis that could reshape the future of our species. Yet, as we grapple with this existential challenge, much of our focus and investment has been channeled into a single solution: opening more IVF clinics.
While the expansion of fertility treatment access is undoubtedly crucial, it raises a deeper question: are we doing enough to improve the success rates of these procedures and address the root causes of infertility? As billions of dollars pour into the fertility industry, one startup is taking a novel approach by focusing on an often-overlooked aspect of the fertility journey – the patient experience.
Dandi, a company founded by individuals with personal fertility struggles, is aiming to fill the gaps in care that exist outside of fertility clinics. Their mission goes beyond simply increasing access to IVF; they’re striving to make the entire fertility journey more supported, empowering, and ultimately more successful.
In an exclusive interview, Jake Kent, Co-Founder and CEO of Dandi shared insights into how their innovative approach could transform the fertility landscape. From tackling the emotional and physical challenges of fertility treatments to leveraging technology for personalized care, Dandi’s story offers a glimpse into a potential future where fertility care is not just about medical procedures, but about comprehensive support for individuals and couples on their path to parenthood. They have also raised $1.3M earlier this year in their pre seed round.
The Fertility Market Boom: A Tale of Two Investment Strategies
Over the past seven years, approximately $4 billion in venture capital has flowed into the fertility space. According to Kent “Almost all of those dollars were going towards increasing access to care.” This includes expanding clinic networks, funding insurance and benefits providers, and developing AI and tech-driven solutions to improve IVF workflows.
On the private equity side, there has been significant consolidation in clinic networks. Kent observes, “As this cost-cutting is happening, as resources are becoming more shared across clinics, the patient experience is continuing to be deprioritized.” This trend has led to doctors spending less time with patients and clinics seeing higher patient volumes.
The result? A significant gap in the market for patient-centric solutions.
The Unmet Needs of Fertility Patients
Dandi’s research revealed startling statistics about the current state of fertility care:
- 86% of patients indicated that injections were the single most acute pain point of their fertility journey.
- 8 out of 10 women rely on Google, Facebook, and Reddit forums as their primary sources of fertility guidance.
- There are approximately 13 million infertile women in the US, but only about 600,000 (5%) have access to IVF care.
These numbers highlight the need for better support and education throughout the fertility journey, particularly outside of clinic hours.
Dandi’s Two-Pronged Approach: Physical Products and Digital Health
To address these challenges, Dandi has developed a unique offering that combines physical products with digital health solutions.
a)Physical Products: The IVF Care Kit
After extensive R&D involving over 100 fertility patients and partnerships with doctors from leading clinics like Cornell and CCRM, Dandi launched its IVF Care Kit. This patent-pending line of medical products aims to make the injection process more comfortable, intuitive, and emotionally reassuring for patients.
b)Digital Health: On-Demand Virtual Care
Complementing the physical products is Dandi Care, a virtual care platform staffed by fertility nurses licensed in all 50 states. The platform offers two key services:
- Live Injection Support: Real-time guidance on medication preparation, dosing, and administration.
- Fertility Consultations: Personalized guidance for various stages of the fertility journey, including egg freezing, IVF, and same-sex couple family planning.
Kent emphasizes the importance of this holistic approach: “We very much wanted to get really, really close to the patient experience and understand where those gaps in care were, but we also wanted to, at the same time understand what were the struggle points that clinics were seeing internally.”
The B2B Angle: Solving Clinic Pain Points
While Dandi’s primary focus is on improving the patient experience, the company has found a way to address significant challenges faced by fertility clinics, creating a win-win situation for both patients and care providers. Kent reveals a striking statistic: “70% of clinics have indicated to us that one of their main challenges, from a patient care standpoint, is after-hours calls and portal messages.” This insight illuminates a critical pain point in the fertility care ecosystem. Clinics are often inundated with patient inquiries outside of regular business hours, particularly regarding injection protocols and medication management. Kent elaborates, “Data shows that more than 90% of those after-hours calls and portal messages are tied to injections.” This flood of inquiries not only strains clinic resources but can also lead to patient frustration and anxiety when timely responses aren’t possible.
Dandi’s solution is both elegant and practical. By offering their virtual care services as a complement to clinic care, they aim to reduce the burden on clinics while simultaneously improving patient outcomes. Their team of nurses, available in all 50 states until late in the evening, can address many of the common concerns that would otherwise result in after-hours clinic calls.
This approach doesn’t just benefit clinics by reducing their workload; it also ensures that patients receive timely, expert care when they need it most. Kent explains, “Let us augment your care and after hours, there is no reason you should be getting so many calls in the first place tied to injection support.”
The B2B strategy has already shown promising results. Kent notes, “Close to 60% of our revenue has been from B2B to C, where clinics purchase our solutions and integrate them into their clinics or point their patients to us for additional care.” This statistic underscores the enthusiasm with which clinics have embraced Dandi’s services, recognizing their value in enhancing overall patient care.
The AI Question: A Balanced Approach
As the fertility industry explores AI applications, Dandi is taking a measured approach. Kent explains, “We see AI and automation as an opportunity to show up where relevant.” However, he cautions, “There’s questions that are being asked which are highly personalized and highly nuanced, which we don’t think AI is ready for.”
One area where Dandi sees potential for AI integration is in their community forums, where certain common questions could be addressed automatically while preserving human interaction for more complex issues.
Expanding Horizons: Future Growth and Market Opportunities
With just four and a half months in the market, Dandi is already eyeing significant expansion opportunities:
- International markets: Canada is slated to be the next country for expansion, with “significant demand from patients, clinics, and one of the largest benefits providers.”
- Insurance coverage: The company is exploring opportunities to introduce more insurance coverage for their products and services.
- Employer partnerships: Dandi aims to make their solutions available to large employers like Google, Amazon, and Facebook as part of their fertility benefits packages.
- Holistic care integration: Future plans include expanding virtual care to encompass diet, nutrition, and mental wellness support.
The Future of Fertility Care: A Hybrid Model
Looking ahead, Kent envisions a hybrid model for fertility care that combines technological advancements with improved patient support. “I think it’s on the clinical side, continuing to look at AI tech that can make the clinical side of this medical protocol more efficient and more scalable,” he says.
However, he also emphasizes the ongoing need for human-centric care: “The reality is we are going to have millions and millions of women that are going to have no choice but to turn to these sorts of reproductive technologies if they want to bring a child into the world.”
Challenges and Opportunities for Investors
While Dandi’s approach is resonating with many venture capitalists, particularly those focused on consumer experiences, Kent acknowledges that some investors struggle to fully grasp the nuances of the fertility journey. “It takes a certain investor to understand that. It takes a certain investor, frankly, to care about that,” he notes.
However, for those who do understand the market, the opportunity is significant. Kent points out, “Where are all the consumer brands in the fertility space? When it comes to this part of the women’s health journey, which is taking care of women, physically, mentally, emotionally, through fertility struggles, there isn’t any other real consumer brand that exists.”
The Male Factor: An Often Overlooked Aspect
While much of the focus in fertility care is on women, Dandi recognizes the importance of addressing male fertility as well. Kent notes, “A lot of people don’t realize 1/3 of infertility globally is caused by male factor infertility.” This statistic underscores the need for comprehensive solutions that address all aspects of fertility challenges.
Conclusion: A New Era in Fertility Care
As the fertility industry continues to grow and evolve, companies like Dandi are paving the way for a more patient-centric approach. By combining innovative physical products with on-demand virtual care and strategic B2B partnerships, Dandi is addressing critical gaps in the current fertility care landscape.
The company’s early success and ambitious expansion plans suggest that there is indeed a significant market for solutions that prioritize the patient experience. As Kent puts it, the goal is to make the fertility journey “more supported, more empowering, more comfortable and, frankly, less lonely.”
With infertility affecting 20% of the global population and presenting potential demographic challenges for many countries, the need for comprehensive, compassionate fertility care has never been greater. As the industry continues to attract investment and innovation, it will be companies like Dandi that shape the future of fertility care – one that balances cutting-edge medical technology with much needed, deep human support.
