Situation

Start-up clinical analytics firm developing unique approach to analyze unstructured clinical data. Focused on developing a narrow automation/cost reduction opportunity in revenue cycle management. Collaborating with one relatively unbranded provider. Seeking strategy, business plan and valuation model for Series A funding.

Approach

Developed a complete business case. Identified portfolio of high value population health applications; prioritized development roadmap and pilot targeting. Built market segmentation and demand forecast. Quantified value creation, developed pricing models, pressure-tested in market. Developed business plan including forecast, operating model, R&D plan and valuation. Introduced and supported sales discussions with 2 branded AMCs and a major oncology group.

Outcome

Company secured Series A funding sufficient for 4 years of product and business build. Pilot portfolio restructured around higher value opportunities and brand name providers. Results from alpha and beta products in line with hypotheses on potential value creation. Pricing models for initial customers in line with forecast.