Blueprint for VBC: How to measure ROI on new health tech investments

When it comes to new programs and technologies, Jason Jobes, senior vice president of Solutions at Norwood, says practices need to take ownership of their return-on-investment (ROI) analysis — and not rely solely on vendor promises.

“Do your own analysis of ROI,” Jobes says. “A lot of organizations are flying blind. Don’t be afraid to engage somebody to understand what the true ROI is.”

He stresses transparency and accountability in contracts. “Put service level agreements in contracts that say, if you are telling me I’m going to get this ROI, let’s have some shared success,” he says. “Let your vendor partner have 20% upside, but you get to keep 80%. If something doesn’t work, maybe you don’t pay them at all.”

Jobes also advises due diligence beyond vendor references. “Do your own research to see if organizations using their platform or service actually achieved the ROI they were told they would get,” he says. “Maybe it was higher, maybe it was lower — but do your own due diligence.”