InnovAge Holding Corp. (INNV): ANSOFF MATRIX [Dec-2025 Updated]

You're looking for a clear, actionable growth plan for InnovAge Holding Corp., and honestly, this Ansoff Matrix cuts right to the chase, mapping near-term risks to concrete steps. As someone who's spent two decades in this game, I see a dual focus here: first, digging deeper into current markets-think pushing for that 10% enrollment bump to hit 7,500 total participants and locking in better capitation rates. But the real upside comes from the next steps, whether that's launching new PACE centers in underserved areas, rolling out a proprietary telehealth platform, or even exploring fee-for-service home health. Here's the quick math: you can't just rely on today's success; you need a strategy for tomorrow's scale. Dive in below to see exactly how InnovAge Holding Corp. can execute on these four fronts.

InnovAge Holding Corp. (INNV) - Ansoff Matrix: Market Penetration

You're looking at how InnovAge Holding Corp. can maximize revenue from its current Program of All-inclusive Care for the Elderly (PACE) centers and participant base. This is about squeezing more value from what you already have established, which is often the safest growth lever.

The goal to increase enrollment in existing centers by 10%, targeting 7,500 total participants, has effectively been met and surpassed based on recent figures. As of September 30, 2025, InnovAge Holding Corp. served approximately 7,890 participants across its 20 centers in six states. This represents a year-over-year census growth of 9.4% compared to the first quarter of fiscal year 2025. Even looking at the end of the prior fiscal year, the census as of June 30, 2025, was approximately 7,740 participants, reflecting an annual growth of 10.3%.

Market penetration efforts also center on optimizing the revenue per participant. InnovAge Holding Corp. has been actively engaged in negotiating better payment terms. The increase in capitation rates was driven by annual rate increases in California and Pennsylvania, all effective January 1, 2025. This directly impacts the per-member revenue stream within current markets.

To support this density and growth, several operational levers are in play:

• Boost primary care physician (PCP) referrals through targeted local outreach campaigns.
• Negotiate higher capitation rates with state Medicaid/Medicare programs in current markets.
• Improve participant retention by reducing voluntary disenrollment below the 1.5% monthly average.
• Expand transportation and in-home support capacity to serve a wider radius around existing centers.

The financial performance reflects this focus on maximizing current center performance. For the full fiscal year 2025, total revenue reached $853.7 million, an increase of approximately 11.8% compared to fiscal year 2024. The fourth quarter of fiscal 2025 alone brought in total revenues of $221.4 million, up 11% from the fourth quarter of the prior year. Center-level contribution margin for the fourth quarter of fiscal 2025 was $41.3 million, representing an 18.6% contribution margin.

Here's a look at the census progression leading up to the latest reported figures, showing the momentum in existing centers:

The guidance for the next full fiscal year, ending in 2026, projects continued penetration, with an expected ending census between 7,900 and 8,100 participants. This indicates that the strategy is focused on driving enrollment higher than the 7,500 mark mentioned in the initial plan, leveraging the existing infrastructure.

InnovAge Holding Corp. (INNV) - Ansoff Matrix: Market Development

You're looking at how InnovAge Holding Corp. (INNV) plans to take its existing Program of All-Inclusive Care for the Elderly (PACE) model into new geographic areas or new segments within existing markets. This is about selling what you do best to new customers.

The current footprint for InnovAge Holding Corp. is established across six states, serving approximately 7,890 participants as of September 30, 2025. The total addressable market is substantial, estimated at approximately 2.3 million seniors dually eligible for Medicare and Medicaid who meet the nursing home eligibility criteria for PACE, based on 2024 company estimates. That's a big pond to fish in, so expanding the map is a logical next step for growth.

The plan to enter two new states in the Southeast region by 2026 hinges on using existing regulatory knowledge. This geographic expansion aims to capture a share of that 2.3 million eligible population outside the current operational footprint. It's about replicating the success seen in states like California and Pennsylvania, where Medicaid rate increases were noted as supportive of cost trends in Q2 Fiscal 2025.

Opening three new PACE centers in underserved areas of current states, such as California or Pennsylvania, is a focused way to deepen market penetration. As of June 30, 2025, InnovAge Holding Corp. operated 20 PACE centers. Growing the physical footprint directly supports census growth, which saw a sequential increase to 7,480 participants in Q2 Fiscal 2025. The goal is to increase the number of participants served, which stood at 7,890 as of the end of Q1 Fiscal 2026.

Targeting new payer relationships, specifically Medicare Advantage (MA) plans, is a strategic pivot, though InnovAge Holding Corp.'s current model emphasizes direct contracting. InnovAge Holding Corp. directly contracts with government payors, such as Medicare and Medicaid, and does not rely on third-party administrative organizations or health plans. This direct relationship is seen as eliminating excessive administrative costs. Any shift toward MA plans would represent a change in contracting strategy to access different eligible populations, potentially expanding beyond the predominantly dual-eligible focus. The company's Center-level Contribution Margin was 18.7 percent in Q3 Fiscal 2025, showing the profitability of the existing direct-contract model.

Acquiring smaller, independent PACE providers in contiguous states is a clear path for immediate scale, which is faster than building de novo centers. While the strategy targets PACE providers, a recent move involved the acquisition of a pharmacy in Denver to integrate services, which management highlighted as enhancing compliance, outcomes, and cost efficiency. This type of tuck-in acquisition shows an appetite for inorganic growth to support the overall growth strategy. The company reaffirmed its Fiscal 2025 revenue guidance between $815M and $865M.

Piloting a rural PACE model in a state like New Mexico tests the viability of non-urban markets. New Mexico is one of the six states where InnovAge Holding Corp. currently operates. This pilot would test the model's adaptability to lower-density areas, which is critical for capturing the broader national market opportunity. The company's Adjusted EBITDA for the full Fiscal Year 2025 was guided to be between $24M and $31M.

Here are some key operational and financial metrics grounding these market development considerations:

The Market Development strategy for InnovAge Holding Corp. centers on these execution points:

• Plan to enter two new Southeast states by 2026.
• Goal to open three new PACE centers in existing states.
• Strategy to target new payer relationships, like Medicare Advantage plans.
• Pursue acquisitions of smaller, independent PACE providers.
• Pilot a rural PACE model, testing viability in New Mexico.

The company's current operational scale is based on 20 centers serving nearly 7,900 participants. Finance: draft 13-week cash view by Friday.

InnovAge Holding Corp. (INNV) - Ansoff Matrix: Product Development

InnovAge Holding Corp. serves approximately 7,740 participants across 20 centers in six states as of June 30, 2025. The flu vaccination rate for InnovAge participants is 77 percent, which is well above the national average of 47 percent for seniors.

• Integrate specialized behavioral health and dementia care tracks within the standard PACE offering.
• Develop a proprietary telehealth platform for remote monitoring and virtual specialist consultations.
• Offer a post-PACE transition service to manage care for participants who no longer qualify.
• Create a standardized, scalable training program for new PACE center staff to ensure quality control.
• Introduce a preventative wellness program focused on reducing high-cost hospital admissions.

The U.S. Telehealth Services industry revenue is estimated to reach $26.3 billion in 2025. McKinsey estimates that $250B of the healthcare market can potentially be virtualized. For the over 55 demographic, 76% have used telemedicine.

The company's full-year fiscal 2025 total revenue was $853.7 million, an increase of approximately 11.8% compared to 2024. The net loss margin for the full fiscal year 2025 was 4.1%.

For the first quarter of fiscal year 2026 (ended September 30, 2025), total revenues were $236.1 million, up approximately 15.1% compared to the first quarter of fiscal year 2025. Income Before Income Taxes for that quarter was $7.9 million, a significant increase of approximately 249.2% from the loss of $5.3 million in the prior year's first quarter. The Adjusted EBITDA margin for the quarter was 7.5%, up from 3.2% in the first quarter of fiscal year 2025.

InnovAge has grown from a single location to 20 centers in six states. Throughout its history, InnovAge has served over 25,000 participants.

The company's interdisciplinary team (IDT) brings together 11+ professionals.

InnovAge Holding Corp. (INNV) - Ansoff Matrix: Diversification

You're looking at how InnovAge Holding Corp. (INNV) might expand beyond its core, fully-capitated PACE (Program of All-inclusive Care for the Elderly) model. This diversification quadrant means new offerings in new markets, or new offerings in existing markets, which carries a higher risk profile than simply growing the existing PACE business.

For context on the scale of the current operation as of the end of fiscal year 2025 (ended June 30, 2025), InnovAge Holding Corp. reported total revenues of $853.7 million and served approximately 7,740 participants across 20 centers in six states. The company is the largest PACE provider by census in the country.

Here is a snapshot of the core business scale as of the most recent reporting periods:

The potential for diversification is set against a backdrop where the total U.S. PACE eligible market is estimated at approximately 2.3 million seniors as of 2023, with InnovAge serving a fraction of that total, which stood at 71,210 enrollees across all PACE programs as of July 2025.

Launch a non-capitated, fee-for-service home health agency focused on high-acuity care.

This moves away from the fully-capitated, at-risk model that generated $853.7 million in total revenue for fiscal year 2025. The existing model relies on managing medical and pharmacy costs within a fixed payment. A fee-for-service model introduces direct revenue capture for services rendered, which contrasts with the current structure where Center-level Contribution Margin was $153.639 million for the full fiscal year 2025. This new venture would target high-acuity care, which is the same population InnovAge serves, but under a different payment mechanism.

Develop a consulting service to help other organizations establish new PACE programs nationally.

InnovAge Holding Corp. is the largest PACE provider, operating 20 centers in six states. This scale provides deep operational knowledge. For context, as of August 2025, there were 196 PACE programs operating across the U.S., with 52 being for-profit entities. A consulting service leverages the expertise gained from scaling the business, which saw an increase in participants from approximately 7,020 as of June 30, 2024, to about 7,890 as of September 30, 2025.

Acquire a technology company specializing in senior care logistics and scheduling.

InnovAge Holding Corp. has already made technology investments, partnering with Epic to develop PACE-specific workflows. Diversification here means acquiring a firm outside of direct care delivery, perhaps one that services the broader senior care logistics market. The company's Adjusted EBITDA for fiscal year 2025 was $34.462 million on revenue of $853.7 million. Any acquisition would need to be weighed against the reaffirmed fiscal year 2026 Adjusted EBITDA guidance range of $56 million to $65 million.

Invest in assisted living facilities (ALFs) that exclusively serve PACE-eligible participants.

InnovAge Holding Corp. has prior experience in adjacent real estate, having operated two affordable senior housing apartment communities in Denver. This move targets the physical infrastructure component for the same frail, dual-eligible seniors. The company's mission is to enable older adults to age independently in their own homes for as long as safely possible.

• InnovAge's existing participant base is certified as nursing home-eligible.
• The company's goal is to reduce over-utilization of high-cost care settings.
• The acquisition of ConcertoCare's programs was expected to add capacity for approximately 750 participants at maturity.
• The company's projected ending census for fiscal year 2026 is between 7,900 and 8,100 participants.

Form a joint venture with a major health system to manage their complex chronic care population.

InnovAge Holding Corp. already has a joint venture history, including one with Eskaton in Sacramento, California. Partnering with a major health system to manage their complex chronic care population would be a market development play using a new partner structure. The company's fiscal year 2025 Loss Before Income Taxes was $34.027 million. A successful JV could improve the net loss margin, which stood at 4.1% for FY2025, by accessing new, large-scale populations outside of the current 20 centers footprint.

Finance: draft 13-week cash view by Friday.