onkommon.com
Institutional strategy
Four surfaces. Each built to reach ₹100 crore.
A cancer institute that earns from procedures has to fill theatres. We do not have theatres to fill, so the model has to earn from the decision, the movement, the network and the science. Here is the arithmetic on each, and what has to be true for it to work.
Surface 01
The decision
Consultations, tumour boards, written opinions, genetic counselling. The highest-margin thing in oncology and the only one a competitor cannot assemble in a quarter.
| Driver | At maturity | Why it is reachable |
|---|---|---|
| Decision episodes per year | 80,000 | Six boutique centres plus a virtual panel, about 44 episodes per working day per centre across all specialties, not per doctor. |
| Average realised fee | ₹12,500 | A blend of ₹2,000 consultations, ₹6,000–₹25,000 written opinions and board reviews, and the chair session. |
| Gross revenue | ₹100 crore | No facility cost, no inventory, no procedure risk. |
| Principal cost | Consultant time | Which is why the panel is empanelled and sessional, not salaried into idle capacity. |
What has to be true: that a written, signed, defensible opinion is worth paying for in India. The free orientation call exists to prove that one case at a time.
Surface 02
Navigation & access
Coordination, records, the cost and scheme desk, recall, survivorship. Recurring by construction, because the need does not end when the treatment does.
| Driver | At maturity | Why it is reachable |
|---|---|---|
| Active subscriptions | 22,000 | Across Watch, Navigate, Family Shield and Navigator-only. One in four decision patients converting would exceed this. |
| Blended annual value | ₹45,000 | Weighted toward Navigate and Family Shield, which are bought at the moment of highest need. |
| Gross revenue | ₹99 crore | Annual, renewing, and largely independent of where treatment happens. |
| Retention driver | Recall | A subscription that phones you is a subscription you renew. Lapse is the only real risk. |
What has to be true: that families will pay for continuity rather than only for a consultation. Every failure this service fixes, the lost block, the missed recall, the scheme never claimed, is one they have already lived through.
Surface 03
The network
POAS subscriptions, white-label boards, certification and employer contracts. Sold once, earning annually, reaching the country without a single new building.
| Driver | At maturity | Why it is reachable |
|---|---|---|
| Partner units on POAS | 350 | India has thousands of nursing homes and district hospitals with theatres and no oncology intelligence. They are the customer. |
| Blended annual value per unit | ₹18 lakh | Module subscription plus per-case board and interpretation fees. |
| Employer lives covered | 4,00,000 | At ₹600–₹1,500 per employee per year, blending to about ₹900. |
| Gross revenue | ₹99 crore | ₹63 crore from partner units, ₹36 crore from employers. |
What has to be true: that a partner hospital values capacity it cannot hire. Every procedure stays theirs; what we sell is the decision that makes the procedure the right one.
Surface 04
The science
Grants, public tenders and industry research programmes. Non-dilutive, and the thing that makes the other three defensible rather than merely commercial.
| Driver | At maturity | Why it is reachable |
|---|---|---|
| Active grant-funded programmes | 12 | All twelve are specified. Several are wet-lab free, which is what makes them fundable without capital. |
| Industry and tender work | Real-world evidence | The network generates Indian real-world data that does not currently exist. That is the asset. |
| Gross revenue | ₹40–100 crore | The widest band on this page, and deliberately so. |
What has to be true, and the honest caveat: this is the one surface that cannot be forced. Grant cycles are slow, tenders are political, and industry partnerships follow published output rather than preceding it. We plan the institute to be viable on the first three surfaces alone, and treat the fourth as upside rather than as budget.
Sequencing
Which one pays for the next
The order matters more than the total. Each surface funds the one after it.
- Now
The decision, from one centre
Prove that a signed, defensible opinion is worth paying for. This funds the panel and the first navigators, and it needs no capital beyond consulting rooms.
- Next
Navigation, sold to the people already here
Every decision patient is a candidate. Conversion here turns a transactional business into a recurring one, and recurring revenue is what makes the third surface financeable.
- Then
The network, once the pathway is provably repeatable
POAS cannot be sold before the operating system exists in practice. One centre running it well is the reference; the next three hundred are a sales problem, not a clinical one.
- Throughout
The science, from the data the first three generate
The Indian Cancer Variant Atlas is not a side project, it is the by-product of doing the first three surfaces properly, and it feeds straight back into what a report can say.
The test
What we will not do to get there
Buy a theatre
The moment we own procedural capacity, every recommendation we make is open to the question of whether it was made to fill it.
Sell a package we designed backwards
Packages are priced from what the pathway needs, not assembled from what has margin.
Publish an outcome claim
No survival figure, no success rate, no testimonial. Not because the results are poor, because the law is clear and so is the ethics.
Grow the panel faster than we can vet it
Qualification, registration, indemnity and scope on file before a name appears. A seat stays empty rather than badly filled.
Bundle to hide a price
Consultation, navigation, board review, assay and procedure are separate services with separate prices, and stay that way.
Let volume set the clinical bar
The quorum rule is not suspended because the list is long. A case waits rather than being decided badly.
Every rupee on this page is earned for a defined service, actually rendered, at a stated price, on a written contract. Commercial terms between KPCIRC and any provider are contractual and are not quoted to patients.
