Client Ambition

Our client, a health-tech start-up (along with its investor British International Investment) aimed to improve access to reliable and timely pathology diagnostic services in underserved regions of India through a point-of-care (POC) solution. As part of a pilot, they sought to understand the existing diagnostic landscape and validate the value proposition of their point-of-care device to inform its scale-up strategy.

Our Solution

We conducted a comprehensive field-based insights study across two districts in Uttar Pradesh to achieve two objectives: map the pathology diagnostics ecosystem and validate the value proposition of CipPoint in real-world settings.

Our team engaged with a diverse set of stakeholders across public and private healthcare systems, including doctors, lab technicians, diagnostic centers, and patients. Through qualitative interviews and ecosystem mapping, we developed a deep understanding of service availability, pricing dynamics, operational practices, and decision-making behaviors.

Simultaneously, we assessed the adoption and usage of the POC device across pilot partner hospitals, analyzing its relevance, usability, and perceived value among early adopters. We identified key user segments, barriers to adoption, and contextual factors influencing uptake. We synthesized insights into a strategic recommendations framework to guide the next phase of pilot implementation and scale-up.

Results

The study provided the client with a comprehensive, evidence-based understanding of the pathology diagnostics landscape across public and private systems in the pilot districts, highlighting critical gaps in access, affordability, and diagnostic reliability. It validated the value proposition of the CipPoint device as a tool for improving clinical decision-making through faster, more accurate diagnostics, particularly in time-sensitive scenarios. Additionally, the study identified clear early adopter segments, surfaced key barriers to adoption, and generated strategic recommendations on product portfolio, pricing, and targeting. These insights enabled the client to refine its pilot approach and make informed decisions on scaling the point-of-care diagnostics model.