Case | HBS Case Collection | July 2004 (Revised December 2004)

RelayHealth

by Joseph B. Lassiter III and Elizabeth Kind

Abstract

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; Online Technology; Consumer Behavior; Entrepreneurship; Health Care and Treatment; Growth and Development Strategy; Health Industry; Telecommunications Industry;

Citation:

Lassiter, Joseph B., III, and Elizabeth Kind. "RelayHealth." Harvard Business School Case 805-021, July 2004. (Revised December 2004.)