Challenge 23 of 25 · Commercial
Pricing & Scope Creep
A customer may request “just integrate ABDM”. Scope then expands into ABHA creation/linking, HIP, HIU, consent, FHIR, HFR/HPR, lab, PACS, mobile app, patient portal, staff training, production deployment, security audit and annual support. Defining M1/M2/M3 plus add-ons is commercially essential.
Technical: Medium
Operational: High
Problem summary
What goes wrong in the field
A customer may request “just integrate ABDM”. Scope then expands into ABHA creation/linking, HIP, HIU, consent, FHIR, HFR/HPR, lab, PACS, mobile app, patient portal, staff training, production deployment, security audit and annual support. Defining M1/M2/M3 plus add-ons is commercially essential.
Specific pains integrators hit
- Initial SOW too vague — “ABDM integration” without milestone boundaries.
- ABHA, HIP, HIU, consent and FHIR quietly added mid-project.
- HFR/HPR, LIMS, PACS, portal and mobile appear as “must-haves” late.
- Training, production deployment, WASA and AMC treated as free extras.
- No upgrade path documented when Discovery reveals higher effort.
How ABDMExpert helps
Practical responses — not slogans
- Packages with clear inclusions and documented upgrade paths.
- Add-on catalogue for LIMS/PACS/gateway/AMC called out early.
- Change-request discipline tied to effort estimates.
- Pricing page comparison that educates buyers before sales calls.