Framework
Outcome-Aligned Revenue Model
Axenya's approach to incentive alignment: charge a performance fee on the measurable delta between a client's healthcare cost growth and the market baseline. No outcome, no fee — making the vendor's financial interest structurally identical to the client's health interest.
How it works
- 1The misalignment problem: traditional healthcare vendors get paid for inputs (treatments delivered, software seats purchased), not outputs (health outcomes improved). The current system profits regardless of whether the patient gets better.
- 2The model: Axenya charges a fee as a share of savings produced — if a client's healthcare cost grows at 1x inflation instead of 2.5x, the delta is measurable and Axenya takes a portion of it.
- 3Proof point: 95% of Axenya's clients have saved money for three consecutive years. The track record makes the risk of the model manageable.
- 4Sales implication: the pitch becomes simple — the technology is free until it works. No value, no payment. That's a credible commitment in a market full of vendors who charge regardless of outcome.
- 5Broader principle: in regulated, incentive-broken industries, the revenue model IS the accountability mechanism. A misaligned revenue model will cause a well-intentioned product to optimize for the wrong thing over time.
Hear it on the podcast
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