Publications
Publications
- January 2019
- HBS Case Collection
Pricing PatientPing
Abstract
Teaching Note for HBS No. 818-017. PatientPing sells a software platform that allows health care providers to receive real-time notifications (“pings”) when one of their patients is admitted to or discharged from a health-care facility. The platform facilitates coordination across providers to reduce costs and help ensure more timely, relevant quality care. The case and teaching note focus on representative pricing, scaling, sales and marketing issues for a platform venture where (on the demand side) the platform’s value varies by customer segment and (on the supply side) early-mover advantages make initial customer selection and varied selling skills crucial for scaling, future funding, and product development.
Keywords
Pricing; Health Tech; Health Technology; Sales Process; Sales Strategy; Price; Sales; Marketing Strategy; Health Care and Treatment; Health Industry; Technology Industry; United States; Massachusetts
Citation
Cespedes, Frank V. "Pricing PatientPing." Harvard Business School Teaching Note 819-098, January 2019.
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