Care Delivery Trumps Software in Telehealth
Johannes Schildt & Claes Ruth, CEO and CFO of Kry, on the AI future of telehealth
The core point is that software alone captures only a thin slice of healthcare spend, while the much larger prize sits in actually delivering care. Doctolib mainly sells workflow software to doctors, appointment booking, reminders, teleconsultation tools, and care team messaging. Kry uses software too, but wraps it around employed and contracted clinicians, payer contracts, and care delivery operations, which lets it touch consultation revenue, subscription payments, and downstream referrals instead of just seat fees.
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Doctolib shows the software path can still be very large. It serves more than 300,000 health professionals, makes money by selling scheduling and patient engagement software, and layers in teleconsultation and secure messaging inside that workflow. That is a strong SaaS business, but it is still selling tools into existing clinics rather than running the clinics themselves.
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Kry is arguing for a different wedge. It already sells tools into the system, with Mjog used by 60% of UK GP practices, but says clinics often keep the same hours, staffing, and throughput after adopting software. By employing and coordinating its own clinician network, Kry can offer near 24 7 access and much faster response times, which changes the service model, not just the interface.
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That difference changes the revenue pool and the economics. Kry has described three revenue streams, video consultations paid by national health systems, SaaS sold to doctors, and referral revenue from partners like pharmacies and labs. In Sweden and other capitated models, owning more of the care pathway also creates upside from preventing unnecessary in person visits and routing patients more efficiently.
The market is heading toward companies that combine software, clinician workflow, and reimbursement rails in one system. Pure healthcare IT businesses will keep compounding by digitizing existing practices, but the biggest platforms in Europe are likely to be the ones that use software to control patient intake, clinician productivity, and care delivery end to end, because that is where the larger healthcare dollars sit.