RE:RE:RE:lopsided contracts
lscfa wrote: It's even more lopsided than I first pointed out. Physicians prescibe RPM/CCM for the eligible patients and then it's up to Reliq to get them to comply or the physician pays nothing to Reliq. So physician has no incentive to be selective. Just send every damn eliglble patient he can to Reliq to deal with.
.........
......... That's right. Then it's Reliq's job to see how to extract the most revenue from this large pool of patients. I have to say I think the 60%-80% target for long term compliant patients from their whole pool of patients seem like pie in the sky to me. Maybe with x amount of resourses invested in a patient you can get them compliant for at least one month but that's probably unsustainable/unworkable/unprofitable over their huge pool of patients. Getting a slice is going to be the target short term and the long term business (if they get that far) is going to be about finding new insights that expand that slice.
One of the problems with their messaging is they've been presenting the endgame scenario without much explanation of the hurdles or how long it's going to take getting there. If they'd said the short term goal of the business was to get 1 million patients under contract (or whatever) and 1/2 million onboarded and to grow compliance/revenue from that foundation then people might have a better understanding of the trajectory of this business and be able to celebrate some successes. As it is the expectations are still that 70% compliance will be magicked from somewhere in the next year or so.
Maybe the business ends up with
1) 10-15% regulars revenue generators
2) 30-50% occasional revenue generators
3) 30-50% never revenue generators
The skill in the business will be to
identify and concentrate on 1)
find ways to move 2) to 1)
and spend as little resourses as possible on 3)
We have to be honest and recognize the business is still learning.