Scaling a CCM/RPM Telehealth Platform for Post-Acute Care
The Challenge
While the company had a strong clinical value proposition and capable virtual care platform, they faced critical operational barriers preventing adoption in skilled nursing environments.
Inconsistent Workflows
No standardized onboarding or service delivery protocols inside nursing homes
Limited Operational Insight
Lack of understanding of how SNF-based physician groups operate day to day
Billing Misalignment
Absence of CMS-aligned protocols for RPM and CCM billing and documentation
Provider Skepticism
Difficulty engaging providers skeptical of tech-driven care delivery models
The Organization & Market Opportunity
Early-Stage Telehealth Company
- Strong clinical value proposition for post-acute care
- Capable virtual care platform (CCM/RPM/BHI)
- Early commercial traction with early adopters
- Ready to scale but lacking operational foundation
Target Market & Opportunity
- Physician groups serving SNF discharged patients
- Growing demand for chronic care management solutions
- Significant provider skepticism of tech-driven care models
- Market window open for credible, operationally-grounded partners
Our Strategic Approach
We designed operational infrastructure and go-to-market strategy by translating policy into practice at the bedside.
Track 1: Clinical Operations
Workflow Engineering
Mapped SNF physician daily routines for implementable protocols
Compliance Alignment
Designed CPT 99490 & 99457 documentation and audit processes
Clinical Protocol Design
Built CCM/RPM care delivery workflows for SNF environment
Provider Training
Equipped teams with clinical standards and best practices
Track 2: Go-To-Market & Adoption
Positioning Shift
Moved from feature-centric to outcome-focused messaging
Provider Engagement
Built clinical-led narrative focused on physician ROI
Pilot Structuring
Identified and introduced early adopter SNF groups
Growth Acceleration
Enabled faster learning cycles and early revenue generation
Key Deliverables
Enrollment & Documentation Workflows
CPT-Specific Billing Protocol
SNF-Aligned Implementation Playbook
Pilot Site Matchmaking & Strategy
Measurable Results
Refined GTM Model
Grounded in clinical outcomes and shared financial alignment
CMS-Compliant Documentation
Unlocked billable RPM and CCM revenue streams
Accelerated Traction
Made SNF-based physician groups previously inaccessible now engaged
Stronger Commercial Narrative
Positioned for fundraising and strategic partner development
Why This Strategy Worked
We focused on engineering operational fit, not just offering strategic advice. Rather than treat skilled nursing as a distribution channel, we embedded in the workflows and realities of the operators and providers who would be delivering care.
This deep operational engagement transformed the company from having a capable platform into being a trusted post-acute care partner. By aligning incentives, simplifying workflows, and ensuring billing compliance, we removed the barriers that were preventing adoption.