Virta higher revenue per customer

Virta’s higher revenue per customer shows that it is selling a heavier, higher stakes clinical program, not just a lighter coaching benefit. A Virta contract usually covers diabetes reversal and obesity care with more intensive monitoring, more medical oversight, and payment tied to outcomes, which supports larger employer and payer contracts than Omada’s broader but lower priced cardiometabolic programs.

• Virta was estimated at about $175M revenue in 2024 on roughly 550 customers, or about $318K per customer, with about 98,000 patients and roughly $1.8K revenue per patient. Omada was estimated at about $300M revenue in 2023 on about 1,900 customers, or $158K per customer, with 300,000 enrolled patients and about $1K revenue per patient.
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• The gap comes from what each company is selling. Virta’s diabetes reversal program was priced around $2.8K per patient plus a $10K to $20K annual platform fee, and it uses connected devices, frequent coach touchpoints, and physician oversight. That makes each employer account worth more once it launches.
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• Omada has gone wider across prevention, diabetes, hypertension, and musculoskeletal care, and it has used channels like Evernorth and Amazon to reach more employers and health plans. That expands customer count and covered lives, but it also pulls the business toward a larger number of smaller average contracts.
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Going forward, this points to two different paths. Virta is pushing deeper into metabolic spend, especially obesity and GLP-1 management, where a buyer will pay more if the program can cut drug and claims costs. Omada is pushing broader distribution and a wider product bundle, which should keep customer count growing faster even if contract size stays lower.