The MedTech industry is undergoing a digital transformation, with connected medical devices generating vast amounts of data every day. However, many organizations still struggle to monetize this information beyond the core product offering. For Roche Diagnostics, this challenge became an opportunity to reinvent its business model—shifting from hardware-only sales to ongoing value through subscription-based services.
Trinet Technologies partnered with Roche to co-develop a scalable digital framework that transformed device data into actionable insights, enabling the launch of several new digital offerings.
Building Subscription-Based Digital Health Solutions
We worked closely with Roche Diagnostics to help them conceptualize, validate, and deploy subscription-driven value models. This included:
- Creating a connected device platform to stream and store real-time health data
- Developing secure APIs and dashboards for hospital systems and clinicians
- Launching tiered digital subscription plans based on advanced analytics, patient outcomes, and operational support
The approach turned traditional devices into continuously improving services—generating new value for customers and unlocking long-term revenue potential.
Organizational Enablement for a New Business Model
Transitioning to a subscription model required more than technology—it demanded a cultural and operational shift. Trinet Technologies guided Roche through:
- Reorganizing product and sales teams around service-based offerings
- Training staff on digital service management
- Implementing customer success frameworks and renewal strategies
By embedding service thinking into the DNA of the business, Roche positioned itself to deliver consistent value over the full lifecycle of its products.
“Subscription-based models in MedTech are not just about new revenue—they are about redefining relationships. When medical device data is turned into intelligence, we help companies like Roche create lasting value for every stakeholder in the healthcare ecosystem.”
Creating a Data-Rich, Insight-Driven Ecosystem
The greatest advantage of this transformation was access to real-time, anonymized patient and device data across geographies. Roche leveraged this to:
- Improve diagnostic accuracy through predictive models
- Personalize clinician dashboards for different use cases
- Benchmark device performance and support proactive maintenance
This continuous feedback loop now fuels product innovation and customer satisfaction, while providing new insights to drive clinical outcomes.
