The Oncology Institute, Inc. (TOI): Marketing Mix Analysis [Dec-2025 Updated]

You need a sharp read on The Oncology Institute, Inc.'s strategy as 2025 wraps up, and honestly, their 4 P's tell a clear story of a value-based pivot. Forget the noise; this is about specialized, evidence-based care delivered across over 100 clinics, backed by tech like AgenTic and a major financial win: their first Adjusted EBITDA positive month in September 2025. With revenue guidance pushed to $495 million to $505 million, and pharmacy sales already hitting $75.9 million in Q3, you need to see exactly how their Product, Place, Promotion, and Price structure is set to drive the next leg of growth.

The Oncology Institute, Inc. (TOI) - Marketing Mix: Product

The Oncology Institute, Inc. (TOI) product offering centers on highly specialized, evidence-based community oncology care, integrated with proprietary technology and a risk-sharing financial model.

Highly specialized, evidence-based community oncology care.

TOI delivers its core service to a population base of approximately 1.9 million patients as of late 2025. The operational footprint supporting this care includes over 100 clinics and affiliate locations across five states. The clinical team comprises over 180 employed and affiliate clinicians dedicated to providing advanced, coordinated care in the community setting.

• Over 180 employed and affiliate clinicians.
• Over 100 clinics and affiliate locations.
• Serving approximately 1.9 million patients.

Medically Integrated Dispensaries (MID) for oral cancer drugs.

The dispensary segment is a significant component of the product mix, driving substantial revenue and gross profit. For the third quarter of 2025, the Retail Pharmacy and Dispensary set fill records, contributing $75.9 million in revenue and $12.8 million in gross profit. This compares to Q1 2025, where the segment generated $49.3 million in revenue. For the full year 2024, this segment reported revenue of $180 million.

Comprehensive ancillary services like transfusions and clinical trials.

The product suite is broadened by ancillary services that keep comprehensive care local. Clinical trials and other revenue streams showed growth, with Clinical trials & other revenue increasing by 22.5% compared to Q4 2023. Services provided include outpatient blood transfusions and access to clinical trials, which are integral to the patient service offering.

AI-driven platform AgenTic to cut prior authorization time from 18 minutes to five seconds.

Process innovation is embedded in the product delivery via technology. The offices are expected to be fully transitioned to the agentic AI model in the fourth quarter of 2025. This transition is projected to reduce the average submission time for prior authorizations from 18 minutes to approximately 5 seconds. The anticipated operational efficiencies from this AI enablement are estimated to yield up to $2 million in operating expense savings.

• Target submission time: 5 seconds.
• Time reduction from prior state: 18 minutes.
• Estimated operating expense efficiencies: Up to $2 million.
• Expected savings per authorization: Over 80%.

Value-based care model focused on cost-effective, high-quality patient outcomes.

The High-Value Cancer Care (HVCC) model is central to TOI's product strategy, validated by clinical data presented in May 2025. The model is designed to improve outcomes while reducing the total cost of care for enrolled patients. The company expanded its financial risk-taking by adding roughly 80,000 lives under new capitation agreements in 2025, and it managed over 200,000 lives in Florida under value-based agreements.

The financial structure supports this model, with the company achieving its first month of adjusted EBITDA profitability in September 2025, reinforcing the viability of the value-based contracts.

The Oncology Institute, Inc. (TOI) - Marketing Mix: Place

The Oncology Institute, Inc. (TOI) focuses its distribution strategy on establishing a broad, community-based footprint designed to capture value-based care arrangements directly with payors, moving oncology services out of traditional, higher-cost hospital settings.

The physical network supports this strategy, operating across five states. As of the second quarter of 2025, TOI maintained over 100 clinics and affiliate locations of care, supported by over 180 employed and affiliate clinicians.

Strategic expansion is a key component of Place, with recent focus on growing the value-based footprint in new regions. The company noted momentum in new markets, including Florida and Oregon, with clinic openings in Portland and Salem, Oregon, marking TOI's first capitated presence there.

The core of the Place strategy is the community setting, which directly challenges the traditional hospital distribution channel. This model has demonstrated quantifiable success in reducing reliance on acute care facilities, which is a key value proposition for payors.

The following table summarizes the scale of The Oncology Institute, Inc.'s physical and partnership footprint as of late 2025 data points:

The expansion of capitated partnerships is central to driving utilization through the established clinic network. The company is actively working to increase the depth of relationships within existing markets. For instance, the fully delegated capitated partnership with Elevance Health in Central Florida is undergoing an expansion in Q4 2025 that is expected to more than double the number of Medicare Advantage lives under capitation with The Oncology Institute, Inc.

New capitation contracts signed throughout 2025 are projected to contribute an estimated $19 million in full-year 2025 revenue, representing a 29% increase to capitated revenue compared to the full year of 2024. Capitation accounted for 34% of Patient Services revenue in the third quarter of 2025, showing its growing importance in the revenue mix. This focus on risk-bearing arrangements helps ensure consistent patient flow and utilization across the physical locations.

The Oncology Institute, Inc. is also enhancing utilization and efficiency through infrastructure development directly supporting its value-based model:

• The HVCC (High-Value Cancer Care) model demonstrated a 68% Lower Hospitalizations rate and 53% Lower Emergency Department Use compared to standard care.
• The MSO (Management Services Organization) network in Florida grew to over 200 providers and is expanding as of Q3 2025, helping to coordinate care across the network.
• The official opening of The Oncology Institute Florida pharmacy location supports network providers by supplying Part B drugs and aiding capitation margins.

The shift in care delivery away from hospitals is quantified by the cost savings achieved under the community model. The HVCC model showed a lower Total Cost of Care by $12,000 per enrolled patient. This cost efficiency is the primary lever for securing and expanding the high-value capitated contracts that drive patient volume to The Oncology Institute, Inc.'s clinics.

The Oncology Institute, Inc. (TOI) - Marketing Mix: Promotion

The Oncology Institute, Inc. (TOI) promotes its model by emphasizing its foundation as a pioneer in value-based community oncology care. This care delivery model supports approximately 1.9 million patients. The operational footprint supporting this promotion includes over 180 employed and affiliate clinicians across more than 100 clinics and affiliate locations in five states.

A key promotional activity involves scaling clinical trial access through strategic alliances. The Oncology Institute, Inc. announced an enterprise-wide expansion of its strategic partnership with Helios Clinical Research to enhance clinical trial access nationwide. This collaboration positions clinical research as a routine, integral part of patient care in every market served.

Growth in fee-for-service (FFS) revenue is used to promote the effectiveness of targeted referral relationship management and call center expansion efforts. Fee-for-service growth was reported at 9% in the first quarter of 2025 over the fourth quarter of 2024. For the third quarter of 2025, FFS revenue growth was 13% over the third quarter of 2024. The FFS revenue for the first quarter of 2025 reached $35.6 million.

Financial performance metrics are used to promote stability and trajectory toward profitability. The Oncology Institute, Inc. achieved its first Adjusted EBITDA positive month in September 2025. This milestone followed a third quarter 2025 Adjusted EBITDA of negative $(3.5) million, an improvement from negative $(8.2) million in the third quarter of 2024. The company reinforced its financial outlook by increasing its full-year 2025 revenue guidance to a range of $495 million to $505 million, up from the previous range of $460 million to $480 million.

Investor presentations specifically highlight Mergers and Acquisitions (M&A) activity and the specialty pharmacy segment as primary growth channels. The Retail Pharmacy and Dispensary segment demonstrated significant acceleration, setting fill records. In the second quarter of 2025, this segment grew over 40% year-over-year, contributing $62.6 million in revenue. By the third quarter of 2025, the Pharmacy business saw year-over-year revenue growth of 57.4%, generating $75.9 million in revenue and $12.8 million in gross profit.

Key financial metrics used in promotional communications as of late 2025:

Operational highlights promoted alongside financial results include:

• Capitated Revenue Growth: 38.9% year-over-year increase in Q3 2025.
• New Capitation Revenue: New deals signed in 2025 expected to deliver $19 million full-year incremental revenue.
• AI Efficiency: Expected to transition authorizations to AgenTic AI model in Q4, aiming for over 80% cost savings per authorization.
• New Capitated Lives: Addition of over 50,000 new capitated lives in Q2 2025.

The Oncology Institute, Inc. (TOI) - Marketing Mix: Price

You're looking at how The Oncology Institute, Inc. (TOI) structures the money part of its offering, which is all about making their services accessible while capturing value. This isn't just a sticker price; it's a complex interplay of how they get paid by different payers.

The core of The Oncology Institute, Inc.'s pricing strategy revolves around a dual reimbursement model. This means they are actively managing two distinct payment streams for their patient services:

• Capitation (value-based): Payment is a fixed amount per patient, per month, regardless of services used, incentivizing cost control and quality outcomes.
• Fee-for-Service (FFS): Payment is based on the specific services rendered, which is the traditional model.

The company's financial performance reflects the success of this dual approach, particularly as they scale their value-based contracts. For instance, new capitation contracts signed throughout 2025 are estimated to contribute $19 million in full-year incremental revenue, representing a 29% increase to capitated revenue versus full year 2024. Also, management reported proving out strong Medical Loss Ratio (MLR) performance on their expanding delegated capitation model in Florida.

The pricing structure's effectiveness is visible in the raised revenue outlook. The Oncology Institute, Inc. has increased its full-year 2025 revenue guidance to a range of $495 million to $505 million. This is up from the previous range of $460 million to $480 million.

To give you a clearer picture of where the money is coming from, here is a breakdown of the Q3 2025 revenue composition, showing how the pharmacy segment is becoming a larger component of the total price realization:

Within the Patient Services segment, the mix of payment structures directly impacts the pricing realization and risk profile. The split shows a clear strategic leaning toward the value-based model, though FFS still contributes the majority of that segment's top line as of Q3 2025:

• Fee-for-Service (FFS) contribution: roughly 66% of Patient Services revenue.
• Capitation contribution: roughly 34% of Patient Services revenue.

The perceived value and risk associated with these payment streams are quantified by the Medical Loss Ratio (MLR), which is the percentage of premium revenue spent on medical care. For The Oncology Institute, Inc., the overall MLR across all contract types remains in the high sixties. This figure is key because it shows the overall cost of care relative to the price they are charging under their contracts, defintely signaling a focus on cost management to ensure profitability under the capitation arrangements.