An Interview with Derek Berkey, CEO of Invigor Medical
In today’s rapidly evolving healthcare landscape, launching a digital health company presents both remarkable opportunities and complex hurdles. Regulatory compliance, technology integration, and patient engagement all require strategic planning. Below is a step-by-step guide outlining the key phases of starting a digital health venture, the most common challenges at each stage, and practical approaches to overcome them. A strong partnership with a reputable platform—such as Dr Telx—can also help streamline many of these processes.
For any new digital health company, defining a niche is one of the first and most crucial steps. The healthcare market is increasingly saturated, making differentiation essential. It is not enough to simply offer telehealth services or online prescriptions—founders must pinpoint specific, unmet needs.
Derek, who leads Invigor Medical, experienced this firsthand when launching his company:
“Invigor Medical started by helping men with ED. That was our focus early on, but as we grew, we saw a bigger opportunity. There was real demand for longevity and proactive health treatments that no one was filling. We expanded to meet that need.”
This shift demonstrates the importance of balancing focus with adaptability. A well-defined niche helps a company gain traction, but long-term success depends on recognizing and responding to market demand.
Beyond defining a niche, validating that demand is another major hurdle. Without proper validation—through surveys, patient interviews, and competitor analysis—companies risk investing heavily in services that fail to resonate.
To build a sustainable digital health company, a data-driven approach is essential. Berkey emphasizes the importance of tracking market trends and forming strategic partnerships to stay ahead of emerging opportunities:
“Early on, we followed demand in real time to get traction. Now, we take a more strategic approach. Working with top compounding pharmacies like Belmar Pharmacy, Strive Pharmacy, and Tailor Made Pharmacy—along with others—has been invaluable. We genuinely appreciate how these pharmacies not only fulfill prescriptions swiftly but also keep us informed about the latest treatments. That’s how we got ahead of the curve with GLP-1s. We were one of the first on the market, moving fast to offer these treatments before most even knew what they were. Now that the space is crowded, we are focused on what’s next by tracking pharmacy data, Google trends, and credible research like Examine.com to stay ahead of the market.”
By leveraging pharmacy insights, online search trends, and reputable research sources, Invigor Medical positioned itself at the forefront of the GLP-1 movement. Proactive strategy is what separates successful digital health companies from those that struggle.
Building an adaptable platform is also key to long-term success. Scalable, flexible infrastructure allows a company to evolve smoothly as new treatments and patient needs emerge.
For any digital health company, compliance is not just a box to check—it’s the foundation of a legally sound and trustworthy business. Regulations around medications, patient data, and documentation are complex, and even small missteps can lead to significant penalties.
Federal agencies like the FDA and DEA set strict rules for e-prescribing and drug dispensing, making it essential for companies to stay ahead of regulatory changes. Meanwhile, HIPAA compliance adds another layer of responsibility, requiring airtight security measures to protect sensitive patient information. And then there’s documentation: prescriptions, consultations, and treatment plans must be meticulously recorded, creating an administrative burden for small teams.
For many startups, legal consultations are the first step. Partnering with healthcare compliance experts helps companies navigate DEA registrations, HIPAA protocols, and prescription regulations before issues arise. But expert advice is only part of the solution.
According to Berkey, the right technology can make compliance far simpler:
“Secure telehealth tools take a lot of the guesswork out of compliance. When features like encrypted storage and multi-factor authentication are built in from the start, protecting patient data becomes part of the workflow rather than an extra burden.”
By using HIPAA-compliant telehealth platforms, companies embed security directly into their operations. Features like automated data encryption and multi-factor authentication ensure security is always active, without requiring constant oversight.
E-prescribing systems with automated checks go even further, flagging potential drug interactions and controlled substance limitations before a prescription is sent. By integrating regulations into everyday operations, digital health providers can focus on delivering high-quality care.
Behind every successful digital health company is a reliable network of pharmacy partners. The right pharmacy ensures medications are dispensed accurately, delivered on time, and handled with safety and compliance. But finding and maintaining those partnerships is challenging.
Vetting pharmacies requires extensive due diligence—checking accreditation, regulatory compliance, and fulfillment capabilities. Poor shipping practices or stock shortages can erode patient trust, and data security concerns add another layer of complexity in digital healthcare.
For the Invigor Medical team, pharmacy partnerships go beyond transactions; strong relationships lead to better service and reliability:
“The most reliable pharmacies want to put a face to the name, and that connection makes a big difference. Accreditation is critical, and we look for partners who share our commitment to delivering safe, high-quality medications on time. We also look for pharmacies with API integrations because they reduce errors when submitting prescriptions and create a more seamless workflow.”
API integrations allow for direct communication between providers and pharmacies, cutting down on prescription errors and manual steps. SLAs (service-level agreements) help set clear expectations for turnaround times and compliance. In a crowded market, pharmacies that combine accreditation with strong tech capabilities become pivotal partners.
A digital health platform is only as strong as the medical professionals behind it. Finding the right providers—those who have the right credentials and embrace telehealth—can be a major challenge.
Telehealth has become more mainstream, but many providers remain hesitant to move from in-person to virtual care, slowing recruitment. After hiring, credentialing (licenses, board certifications, malpractice insurance) can bottleneck operations, especially across multiple states.
For Berkey, outsourcing provider management has been a game-changer. Instead of handling recruitment and credentialing internally, Invigor Medical partners with Dr Telx, a network that manages these critical functions:
“Hiring and managing providers can be one of the biggest challenges in digital health, but working with Dr Telx has made it seamless for us. I never have to worry about coverage in all 50 states—they handle recruitment, management, and training. It’s been a huge weight off our shoulders, allowing us to focus on patient care.”
By leveraging a telehealth-focused staffing network like Dr Telx, companies can access providers who are already experienced in remote care. Credentialing also becomes more efficient, as the network handles license and certification updates:
“Credentialing is another major hurdle, but outsourcing it through a network like Dr Telx ensures everything stays current without adding to our administrative burden.”
For organizations looking to scale into multiple states quickly, flexible contracting through established networks simplifies growth, ensuring quality care without hiring full-time staff in every region.
Behind every successful digital health company is a well-structured workflow that ensures smooth patient experiences and efficient operations. Without clear processes, telehealth platforms can become disorganized, leading to miscommunication and compliance issues.
Fragmentation often occurs when patient intake, scheduling, prescribing, and follow-ups are managed separately. When regulations change, workflows that aren’t adaptable can break down and cause patient-care disruptions.
Derek places a high priority on clear processes. His team uses video-based SOPs (Standard Operating Procedures) to document each step:
“Using Loom to build SOPs has been a game-changer. Recording and walking my team through tasks step by step streamlines training and keeps everything consistent.”
Video walkthroughs also maintain privacy by blurring patient information. On the tech side, integrating essential functions—scheduling, teleconferencing, e-prescribing—under one unified system is crucial. That’s where Dr Telx comes in:
“On the operations side, Dr Telx has been invaluable. They handle scheduling, teleconferencing, and e-prescribing, and their responsiveness to our needs keeps everything running smoothly.”
By implementing structured SOPs, integrated platforms, and consistent team communication, digital health companies can prevent bottlenecks and run at peak performance.
In digital healthcare, a CRM (Customer Relationship Management) system is more than just a database—it’s the core of patient interactions, record-keeping, and communication. However, selecting the right one can be challenging.
Data security tops the list of concerns; CRMs store sensitive patient information and must meet strict HIPAA guidelines. Poor integration can create manual data re-entry, while staff may resist adopting yet another platform.
For the Invigor Medical team, a healthcare-specific CRM was essential:
“A healthcare-specific CRM keeps patient interactions organized while maintaining HIPAA compliance. Built-in encryption and seamless API integrations ensure data stays secure and synced across our telehealth and EMR systems.”
Integration is crucial to reduce administrative work and manual errors. By integrating provider coordination through Dr Telx, Invigor Medical streamlines patient communication and record management:
“Dr Telx integrates directly into our system, so we can manage patients and providers with fewer steps. That level of alignment makes a huge difference.”
A well-implemented CRM isn’t just about data storage—it’s about improving patient experiences and optimizing operations.
A smooth intake process sets the tone for a seamless telehealth experience. However, collecting extensive patient data while adhering to privacy laws can be tricky.
Overly long or confusing forms lead to patient drop-off, while missing or incorrect information undermines clinical decision-making.
For Berkey and his team, making the intake experience patient-friendly was paramount:
“A well-designed intake form isn’t just about collecting data—it’s about making the patient’s life easier. Mobile optimization, auto-population, and a clear, step-by-step flow keep things simple.”
Breaking forms into small steps and using pre-built, compliance-ready templates can ensure startups meet regulatory requirements. Auto-population and EHR synchronization further reduce manual entry:
“When patients enter information once, it should sync seamlessly into their medical records. This not only improves efficiency but also ensures providers have immediate access to accurate data.”
Optimizing intake forms for mobile and automating data syncing sets the stage for an efficient telehealth experience.
In telehealth, EMR software manages patient records, e-prescribing, and lab orders, while coordinating remote provider interactions. But with countless platforms available, picking the right one can be daunting.
Many EMRs are built for in-person clinics and may lack efficient telehealth features like integrated e-prescribing or lab ordering. Implementation and scalability present further challenges.
For Invigor Medical, ease of use and targeted functionality were top priorities:
“Choosing the right EMR is about balancing functionality with ease. We focused on the features we actually needed—e-prescribing, strong integrations—so we didn’t get bogged down by unnecessary add-ons.”
A feature audit helps companies clarify must-haves, such as lab integration and robust e-prescribing tools. Incremental rollouts (starting with a pilot group) can mitigate disruption.
“When we transitioned to Dr Telx, I expected headaches, but it went smoothly. Their partnerships with solutions like Photon and Vital streamlined our workflow even further.”
The best EMR should integrate essential features, improve daily operations, and scale with the business.
In digital health, your website is your front door—it’s often the first point of contact for potential patients. A slow, confusing, or outdated site can drive people away before they learn about your services.
User experience (UX) is vital. Since healthcare decisions hinge on trust, a professional and intuitive layout goes a long way. Security is also critical, and any forms collecting patient data must meet HIPAA standards. With most traffic coming from mobile, a responsive design is non-negotiable.
According to Berkey, web performance has been crucial to Invigor Medical’s growth:
“A strong website is one of the most valuable assets for a digital health company. It’s the first impression patients get, and it needs to be user-friendly, secure, and built for growth.”
Having co-founder Jon Colson leading web development and SEO efforts keeps Invigor Medical ranking on the first page of Google, driving significant traffic:
“We’re fortunate to have Jon in-house to continually optimize our site. His ongoing updates and SEO expertise have been a big driver of our success.”
For companies without an in-house designer, professional help is crucial. MyAdvice, for instance, delivers sites that meet industry standards, look great, and help new digital health ventures establish a strong online presence.
A seamless payment system is essential for any digital health venture. Patients expect quick, secure transactions, and any friction can undermine trust.
PCI compliance is paramount. Failing to meet security standards can incur fines and tarnish a company’s reputation. Transaction fees also cut into margins, so understanding your fee structure upfront is critical. Supporting HSA and FSA cards is another plus, as many patients rely on these accounts for medical expenses.
For the Invigor Medical CEO, integration is the biggest factor:
“The fewer steps between a patient completing a transaction and a provider approving treatment, the better. Seamless integration cuts down errors and keeps the checkout process simple.”
By selecting a secure, well-integrated system that supports HSA/FSA payments, digital health companies can simplify transactions and maintain trust.
A solid marketing strategy helps attract the right patients, build brand trust, and stand out in a crowded market. Yet healthcare advertising comes with unique challenges around compliance and messaging.
Broad messaging can fail to connect meaningfully. Differentiation must be built through strong branding, clear value propositions, and compelling stories—while adhering to regulations.
Derek believes successful marketing starts with a deep understanding of patient needs:
“At Invigor Medical, we create detailed customer avatars—whether it’s weight loss, sexual health, or longevity—to tailor messaging to their motivations.”
Emotional appeal often resonates more than a list of features. Observing competitors can also inspire better tactics—without simply copying them:
“Analyzing what works in the industry and adapting it to fit our brand has helped us refine our messaging.”
A multi-channel approach (SEO, social media, partnerships) ensures visibility and adaptability. Measuring performance is key, enabling real-time strategy adjustments that drive better results.
For digital health companies offering online prescriptions or telehealth services, LegitScript certification is essential to advertise on major platforms and process payments seamlessly. The application requires thorough documentation—from prescription protocols to provider qualifications—and any gaps can result in delays or denials.
Berkey stresses the importance of early certification:
“Anyone starting a digital health company should get LegitScript certified as soon as possible. Any serious competitor in the space has this certification, and not having it is a big disadvantage.”
Keeping internal records organized—such as prescriptions, compliance protocols, and provider credentials—expedites the application. Working with a LegitScript-certified partner like Dr Telx can also simplify the process, as they can provide much of the necessary documentation:
“Partnering with LegitScript-certified entities like Dr Telx cuts down on the complexity of gathering all the paperwork, making the certification journey less daunting.”
LegitScript certification isn’t just a regulatory box to check—it’s a competitive differentiator that opens doors to broader advertising opportunities and builds patient trust.
Starting a digital health company involves weaving together multiple threads—regulatory knowledge, technology solutions, robust provider networks, and user-centric design. The journey can feel overwhelming, especially when dealing with multi-state laws, e-prescribing complexities, and patient data security.
One of the most effective ways to ease the burden is through strategic partnerships. Expanding across multiple states, for example, requires providers with the right credentials. Instead of managing licensing individually, working with a network like Dr Telx can streamline onboarding by connecting companies with qualified, licensed providers. Similarly, integrating turnkey telehealth platforms that bundle EMR, scheduling, and payment processing minimizes operational headaches and reduces the need to manage multiple disconnected systems.
By taking a structured approach and anticipating challenges, launching a compliant and scalable digital health company becomes much more achievable. Companies that proactively address regulatory requirements, optimize patient experience, and implement smart technology solutions are best positioned to succeed in this rapidly evolving space.
For Derek Berkey, CEO of Invigor Medical, the key to navigating this journey is focusing on the mission behind the business.
“Take it one step at a time, and things will fall into place. Launching a digital health company can feel overwhelming, but having the right partners makes all the difference. Working with experienced teams who understand compliance, technology, and patient care helps streamline the process and avoid costly mistakes. More than anything, a strong motivation to help patients is what drives real success.”
Building a digital health company isn’t just about meeting regulatory standards or implementing the right tools—it’s about delivering real solutions that improve people’s lives. That sense of purpose is what fuels innovation, pushes founders through the inevitable challenges, and ultimately creates companies that make a lasting impact in healthcare.
