| HBS Case Collection
(Revised from original 2004 version)
RelayHealth provides secure, online communications for doctors, patients, and health plans. The company's services include online consultations, prescription renewals, and appointment scheduling. RelayHealth's business model derives subscription revenue from doctors and licensing fees from health plans. RelayHealth recently completed a successful pilot study and has been able to sign on a number of high-profile health plans and physician groups. The company is struggling with ways to spur growth and drive usage and adoption of its product among its three market segments: physicians, patients, and health plans.
Keywords: Communication Technology;
Health Care and Treatment;
Growth and Development Strategy;
Lassiter, Joseph B., III, and Elizabeth Kind. "RelayHealth." Harvard Business School Case 805-021, December 2004. (Revised from original July 2004 version.)