Business Model — DEFERRED¶
Source: 2/18 Meeting (2026-02-18)
Priority: Tier 4 — resolve after MVP validates DME value
Status: Deferred
Job To Be Done¶
Determine pricing and licensing model for the DME-side product. How does OrthoXpress pay for this? How does it scale nationally?
Pain¶
- Pricing model still open — no decision made
- Must work for capitated relationships where margins are already thin
Value¶
Clear pricing enables OrthoXpress as paying customer, national licensing to other DME companies, and competitive differentiation for capitated relationships.
Pricing Models Discussed¶
"We're still figuring. Is it as simple as $50 a patient per indication? Let them pay the freight on that? Because they're paying." — 2/18 Meeting
"$1 a live a month or 0.2%... That's how these doctors get paid out here. They just get big checks to do care." — 2/18 Meeting
| Model | Description | Notes |
|---|---|---|
| Per-patient | Charge per patient enrolled | Simple but unpredictable revenue |
| PMPM | Monthly fee per covered life | Common in healthcare, predictable |
| Per-life contracts | Flat fee per covered population | Larger contracts, enterprise sales |
| $1/life/month | Specific number floated | Baseline reference point |
Premium vs. Economy packaging¶
Discussed but explicitly deferred to post-MVP.
"Packaging is important but the packaging is where you play with it here because at that point you know what works and what doesn't work... you want to get that next phase of users on the system and in order to do that you need to give them, make it easier or make a lesser package that's cheaper." — 2/18 Meeting
"There's a technology adoption curve... across the chasm... early adopters... practical people... laggers... people you're never going to convert." — 2/18 Meeting
National licensing¶
"Could these get licensed out to DMEs?" / "That's what we're thinking. Yeah, that's what we're thinking." — 2/18 Meeting
"So we got orthos that want to use it in Arizona or Illinois and you know, post-op partners wants to license it or use it in their docs." — 2/18 Meeting
Manufacturer funding potential¶
Equipment manufacturers might fund or subsidize the platform to increase equipment utilization and reduce returns. Explore after proving the model works.
Why Deferred¶
"Right now, we're in this MVP phase, minimum viable product. What's the absolute minimum we need to do? We're trying to get to an April 1 launch with some patients that actually do this." — 2/18 Meeting
Pricing decisions without validated product are premature. Build the MVP, prove the 70% call deflection, then negotiate from demonstrated value.