Publications
Publications
- October 2017
- HBS Case Collection
Pricing PatientPing
By: Frank V. Cespedes, Julia Kelley and Amram Migdal
Abstract
In 2017, Jay Desai, the CEO of Boston-based health care technology company PatientPing, had to consider a number of interrelated pricing challenges. Founded in late 2013, PatientPing sold a software platform that allowed health care providers to receive real-time notifications (“Pings”) when one of their patients was admitted to or discharged from a health care facility. Pings allowed providers to coordinate with one another to reduce costs and ensure that patients were receiving the highest quality of care. PatientPing sold its platform to a range of customers, from small skilled nursing facilities to large health systems, and management had to figure out how to optimally price the platform for the company’s various customer segments. Students must consider whether PatientPing’s pricing, sales team, and sales process are optimal based on the unique challenges of the health care industry. Additionally, students are asked to respond to three specific sales and marketing scenarios faced by Desai in mid-2017.
Keywords
Pricing; Health Tech; Health Technology; Marketing; Sales Process; Sales Strategy; Price; Sales; Marketing Strategy; Health Care and Treatment; Health Industry; Technology Industry; Boston; North America; Massachusetts; United States
Citation
Cespedes, Frank V., Julia Kelley, and Amram Migdal. "Pricing PatientPing." Harvard Business School Case 818-017, October 2017.