Teaching Note | HBS Case Collection | January 2019

Pricing PatientPing

by Frank V. Cespedes

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;

Language: English Format: Print 12 pages Purchase

Citation:

Cespedes, Frank V. "Pricing PatientPing." Harvard Business School Teaching Note 819-098, January 2019.

About the Author

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Frank V. Cespedes
MBA Class of 1973 Senior Lecturer of Business Administration
Entrepreneurial Management

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