Business Case Studies & Business Publications

HOPES CRITICAL CARE: SCALE-UP OF A TELE-...

Vijaya Sunder M, M...

Case

HOPES CRITICAL CARE: SCALE-UP OF A TELE-INTENSIVE CARE SOLUTION

Vijaya Sunder M; Meghna Raman; DVR Seshadri

ISB321 | Published May 27, 2022 | 14 pages Case

Collection: Indian School of Business

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The case is set in 2021 and follows the journey of Dr. Shailesh Jhawar, an intensivist trained in the United Kingdom, who returned to India to join his father, Dr. Shiv Bhagwan Jhawar, at Apex Hospitals in Jaipur, Rajasthan, which his father had founded in 1994. The case describes Jhawar's efforts to improve patient outcomes in critical care with the tele-intensive care unit (tele-ICU) model. It takes the reader through Jhawar's journey from the time he discovered the need for tele-ICU and understood the various facets of its implementation to the establishment of Hopes Critical Care (HCC) as a tele-ICU provider and the induction of the first few "spoke" hospitals into the tele-ICU network. The case then describes the dilemmas confronting Jhawar as he sought to scale up HCC. Students are encouraged to use their critical thinking skills to design a strategic framework for identifying domains with the greatest potential for adopting and growing the tele-ICU model. First, the case acts as a resource for classroom discussion on what Jhawar should do differently during the next implementation, given the failure of the pilot at the Sky Lifeline Multispecialty Hospital. Second, the case enables the instructor to introduce the concept of the business model canvas, a strategic management tool used to present a business plan in a straightforward and structured way. By developing the business model canvas for the tele-ICU business, students can gain insights into the customers, value proposition, channels, revenue, cost streams, etc., of the business. This case will also introduce students to quantitative (using the net present value, or NPV) and qualitative tools to evaluate the revenue model used in the associated business model.

The objective of this case is to study an innovative business model, the tele-ICU model, which enables an intensivist to remotely manage 60–80 critical care patients across multiple locations from a command center in contrast to 10–12 patients managed by an on-location intensivist. The case covers various aspects of executing and scaling up a tele-ICU model, including crafting an innovative business model, navigating the barriers to adoption, and crafting a robust growth strategy.