Partnering to build new distribution channels

Challenge: A food delivery service for older adults sought to expand its customer base by securing insurance coverage from major healthcare plans, which would allow it to target hospitals as a channel for growth.

Strategic Growth Solution: SPARK developed a controlled test program with a leading hospital chain. During a 30-day test period, half of the patients in the test group received the food delivery service, while the other half did not. The patients who received the food had a lower 30-day readmission rate, a key metric used by hospitals and insurance companies. We used data from the test to prove the cost savings of the service as well as its positive impact on patient health. As a result, the food service was purchased by multiple leading healthcare insurers.

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