Artwork for podcast Reconstructing Healthcare:  Innovative Solutions For Employers To Lower Their Healthcare Costs
Nate Murray | Crossover Health
Episode 7514th April 2021 • Reconstructing Healthcare: Innovative Solutions For Employers To Lower Their Healthcare Costs • Reconstructing Healthcare: Innovative Solutions For Employers To Lower Their Healthcare Costs
00:00:00 00:55:57

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In this episode, Michael interviews Nate Murray, the Chief Business Development Officer at Crossover Health. Crossover Health is a national primary care medical group that connects employees with remarkable care options while helping employers take control of their healthcare spend. 

In this episode, you’ll hear about some of the deficiencies in primary care today and why many large employers have started to engage in direct contracts with providers to offer improved primary care to their employees. Tune in to hear about the evolution of the Crossover Health primary care model and how they are using a team based approach to deliver extraordinary care for their members.

Here’s a glance at what you’ll learn from Nate in this episode: 

  • What the Health 2.0 movement is and where it’s going.
  • Why rushed doctor visits equate to poor healthcare and how this impacts costs
  • How deals with Apple, Facebook and Amazon helped Crossover Health design a primary health model.
  • How Crossover Health creates a relationship between patients and doctors
  • How integrating behavioral health and physical therapy into the Crossover model impacts patient care
  • How effective primary care can help companies reduce their downstream costs.


  • 0:22 – Introducing Nate and Crossover Health
  • 2:55 – How Nate got into healthcare
  • 4:38 – Nate’s wife having rheumatoid arthritis exposed the inability between what insurance companies were capable of compared to doctors.
  • 7:16 – It’s less about the health insurance, and it’s more about the quality of healthcare that’s having an impact on costs.
  • 8:12 – The Primary Care Crisis: Primary Care is the speedbump to the expensive healthcare industry.
  • 11:20 – The system is lowering the quality of care. Doctors can’t provide quality if they’re seeing 30 patients a day.
  • 14:48 – Crossover Health: How they transitioned into focusing on primary care by securing a deal with Apple.
  • 18:00 – The Foundation of Primary Health: How Crossover is able to provide virtual primary care in all 50 states.
  • 19:00 – The Triple Aim:
  • Quality
  • Experience
  • Outcome
  • 22:20 – Integrated Care Teams: How to analyze what a patient needs and then deploy a team to create the outcomes needed.
  • 26:00 – Creating “Touch Points” with a patient: “Regular” is about having a relationship with a patient, rather than infrequent check-ups. 
  • 30:00 – Sherpaa Acquisition: How Crossover is acquiring companies to help deliver their triple aim. 
  • 32:00 – Creating a new offering with virtual primary care
  • 34:12 – How did COVID-19 impact the utilization of virtual primary care?: “We could still operate and serve patients remotely.” 
  • 35:40 – Reaching out to 100,000 members to ensure they had care during COVID-19.
  • 37:50 – Primary Care Doctors went above and beyond during COVID: “They were in it for the right reasons and didn’t turn away patients.”
  • 38:34 – Crossover Pricing Studies: How the economics of primary care help companies reduce their downstream costs.
  • 44:08 – The goal is to allow our patients to create trust with our recommended doctors. 
  • 45:24 – How Crossover bills for its services
  • 46:35 – ‘Fee for Service’ creates an environment to rush patient visits. Crossover is strongly against fee for service. 
  • 47:39 – Implementing a value-based cap to dissuade overbilling.
  • 51:40 – Patient Experience: How Crossover got a Net Promoter Score north of 90.
  • 54:04 – Employers need to take a step back and consider “how can my employees trust our healthcare service?”
  • 55:08 – Conclusion