Why Uptiv Health Sees Hospitals as Partners, Not Competitors: The Capacity Crisis Reframing Everything

Why Uptiv Health Sees Hospitals as Partners, Not Competitors: The Capacity Crisis Reframing Everything

Uptiv Health is moving infusion out of hospitals. So why does Torben Nielsen see hospitals as partners? Because he understands their capacity problem better than they do.

Every startup playbook says the same thing: position against the incumbent. Show why they’re obsolete. Make them the enemy. Rally customers around the promise of disruption. It’s the Silicon Valley default—disruption equals competition.

In a recent episode of Category Visionaries, Torben Nielsen, CEO and Co-Founder of Uptiv Health, explained why his company is taking the opposite approach. Uptiv is building retail-based infusion centers that move treatments out of hospitals into strip mall locations next to Starbucks. On the surface, this looks like classic disruption. But Torben doesn’t see hospitals as the enemy. He sees them as potential partners facing a capacity crisis they can’t solve alone.

This reframing changes everything—from how specialists perceive Uptiv to how payers evaluate the model to how fast the company can scale. And it only works because Torben spent years inside healthcare understanding problems from multiple angles rather than rushing to disrupt.

The Capacity Crisis Nobody Talks About

Hospitals are drowning in demand they can’t accommodate. Three forces are colliding simultaneously: aging populations need more treatments, new therapies are coming to market faster, and better diagnostic capabilities mean more chronic conditions are being identified and treated.

“Hospitals, I think, feel that they have a lot of capacity issues right now,” Torben observed. “There’s a lot of new therapies coming to market. We all grow older as a population. Right. We are getting better at diagnosing some of these chronic conditions.”

This isn’t a temporary surge. It’s structural. The 65+ population is growing. Biologic therapies for MS, rheumatoid arthritis, Crohn’s and colitis require regular infusions. Diagnostic technology keeps improving. The number of patients needing infusion therapy will only increase.

Hospitals know this. They see wait times extending. They see infusion chairs filled. They see specialists frustrated because their patients can’t get appointments. But they’re constrained by physical space, staffing limitations, and the reality that infusion doesn’t justify building new hospital wings.

“And so hospitals are starting to see capacity issues,” Torben explained. “And that’s where a retail based infusion provider like us could come in and be either a partner with a hospital in terms of overflow, we could potentially, you know, help them stand up some of these retail based centers.”

Why Traditional Positioning Would Fail

If Uptiv positioned as a hospital disruptor, the entire go-to-market would be harder. Specialists who have relationships with hospital infusion centers wouldn’t want to disrupt those partnerships. Payers would worry about network stability if hospitals pushed back. Patients might perceive retail locations as lower quality.

Most importantly, it would be untrue. Hospitals aren’t the problem. The hospital-based model for infusion therapy is the problem. Hospitals are victims of a model that worked when infusion volumes were lower but doesn’t scale.

The traditional hospital infusion experience proves this. “Nobody wants to go to a hospital, right?” Torben stated plainly. “It’s very hard to find parking. It’s hard to find the building where you’re going to get the infusion. Once you find the building, maybe it’s up on the third floor. Once you get to that third floor, then it tends to be an open room where chairs are just lined up in a row, where you almost take a number, you take a seat and then you get your infusion over the next couple of hours. There’s absolutely no privacy.”

Hospitals don’t want to deliver experiences like this. They’re constrained by infrastructure built for acute care, not chronic therapy. Moving infusion into dedicated retail space solves a problem for hospitals, not creates one.

The Partnership Model in Practice

By positioning as overflow capacity and a partnership opportunity, Uptiv changes how every stakeholder sees them. Specialists can refer patients to Uptiv without feeling disloyal to hospital relationships. They’re not abandoning partners—they’re helping hospitals handle volume they can’t accommodate.

Payers see Uptiv as solving the hospital capacity problem while reducing costs by 40 to 70 percent. That’s not disruption that threatens network stability. That’s a solution that makes the entire network work better.

Patients experience retail locations as upgrades—private suites instead of open rooms, convenient parking instead of hospital navigation, personalized preferences instead of taking a number. But they’re not being asked to abandon their care team or hospital system. They’re just receiving infusions in a better location.

“Even hospitals realize that the current model that they have may not work over the next five or ten years,” Torben noted. This acknowledgment creates partnership opportunities that wouldn’t exist if Uptiv positioned as a competitor.

The specific partnership models vary. Some hospitals might refer overflow patients when their infusion centers are at capacity. Some might want Uptiv to help stand up retail-based centers under the hospital brand. Some might just appreciate that Uptiv removes pressure from their system without requiring hospital investment.

The Deeper Strategic Insight

The hospital partnership approach reveals a principle that applies beyond healthcare: sometimes the incumbent isn’t your enemy, they’re your first customer.

Hospitals have the problem. They have the patients. They have relationships with specialists. They understand the capacity crisis intimately because they’re living it. If you can solve their problem rather than replace them, you’ve aligned incentives instead of creating opposition.

This requires understanding their constraints better than they do. Torben spent years in healthcare—at Cambia Health Solutions building payer services, at HealthSparks selling to health plans, and now at Uptiv working with the entire ecosystem. He knows why hospitals can’t just build more infusion capacity. Space is expensive. Staffing is challenging. The economics only work at certain volumes. Hospital infrastructure is optimized for acute care, not chronic therapy.

Uptiv’s retail model works because it’s purpose-built for infusion. Lower cost per square foot in strip malls versus hospital real estate. Simpler staffing model because it’s not a full hospital. Technology that reduces operational overhead. The economics work at lower volumes because the cost structure is fundamentally different.

Hospitals could theoretically build this themselves. But it’s not their core competency. Just like they partner with specialty pharmacies, lab providers, and imaging centers, they can partner with retail infusion providers.

The Go-to-Market Advantage

This positioning creates compounding advantages. When Uptiv’s salesperson knocks on specialist doors with the message “give us just one patient,” specialists don’t perceive this as abandoning existing relationships. They see it as helping their patients and their hospital partners by routing appropriate cases to the right setting.

The referring provider NPS of 87 reflects this. Specialists aren’t just satisfied—they’re advocates. Part of that comes from Uptiv removing administrative burdens like prior authorizations. But part comes from not being asked to choose between Uptiv and hospitals. They can use both for different needs.

Over 150 unique providers referring patients in 12 months shows how fast this approach scales. No turf wars. No competing loyalties. Just matching patients to the right care setting.

The payer contract strategy also benefited from partnership positioning. Payers want solutions to hospital capacity problems. They want lower costs without sacrificing quality. Uptiv positioned itself as the answer to both, not as a disruptor threatening network stability.

When Partnership Positioning Works

This strategy isn’t universal. It works when three conditions align:

First, the incumbent has a real problem you can solve. Hospitals genuinely face capacity issues they can’t address internally. If they didn’t, partnership positioning would be hollow.

Second, your solution doesn’t threaten their core business. Infusion is necessary but not strategic for hospitals. If Uptiv were trying to partner on emergency medicine or surgery, hospitals would see them as existential threats.

Third, you have genuine insights into their constraints. Torben’s years in healthcare gave him credibility when discussing hospital challenges. Surface-level understanding wouldn’t enable partnership conversations.

When all three exist, partnership positioning can accelerate growth that competitive positioning would slow. You’re aligning incentives rather than creating opposition.

The Three-to-Five Year Vision

Looking ahead, Uptiv aims for 50 to 60 clinics proving that hybrid in-person and virtual care models create better outcomes at lower costs. “I would love to have optiv with, you know, 50 or 60 clinics across the nation and really prove out that hybrid model of in person care and virtual care creates better outcomes for the patient and will decrease costs in the system,” Torben shared.

Reaching that scale will require partnerships, not battles. Each new market means working with local hospitals, health systems, and specialists who need solutions to capacity problems. The partnership positioning established from day one makes those conversations possible.

“I think that’s exactly what we are proving out in the Detroit market and taking that playbook across the nation would be very excited,” Torben explained. The Detroit playbook isn’t about defeating hospitals. It’s about solving their capacity problems while delivering better patient experiences at lower costs.

The Lesson for Other Founders

The temptation in every market is to position against the incumbent. They’re big, slow, and stuck in old models. You’re nimble, innovative, and building the future. The narrative writes itself.

But sometimes the incumbent is stuck because they face real constraints, not because they’re incompetent. Sometimes they’d love your solution if you framed it as solving their problem rather than replacing them.

Understanding their capacity crisis better than they do—that’s the insight that turns potential enemies into partners. It requires patience, deep industry knowledge, and resisting the urge to disrupt for disruption’s sake.

Torben spent nearly two decades in healthcare before founding Uptiv. That time wasn’t wasted. It was preparation for seeing hospitals not as obstacles to overcome, but as partners waiting for someone to understand their capacity problem well enough to solve it.