EHR and RCM technology

Bundling and pricing strategy for technology leader in EHR and RCM

A major EHR and RCM player adding new capabilities and modules to their products and concerned that they were not suitably monetizing the added capabilities. Challenged business model.

Developed and evaluated alternative business models

Worked with the client team to develop alternative models that included bundled and unbundled products and services. Tested concepts with key customers. Quantified impact of varous scenarios of market impact. Recommended a strong incentive for customers to buy the bundled product because of synergies (both on the cost and value sides) but left open the ability for customers to try out the client’s products a la carte as a way of winning new business.

New business model branded and rolled out

Client saw very little customer churn while increasing price realization significantly and it was able to grow share in a difficult competitive environment.


Digital, Health IT, and Consumer

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