Celebrating 25 Years of Innovation: A Conversation with Difference Card Founder Paul Staubi
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As The Difference Card celebrates its 25th anniversary, we had the privilege of sitting down with our founder, Paul Staubi, to reflect on the company’s beginnings, its evolution, and its lasting impact on the healthcare benefits industry. What started as a vision to help employers combat rising healthcare costs has grown into a quarter‑century of innovation, client success, and unwavering dedication to employee‑first values.
This anniversary interview revisits the early days of The Difference Card, reveals the challenges and triumphs that shaped the company, and looks ahead to the future of healthcare benefits through Paul’s entrepreneurial lens.
From Idea to Innovation: The Origin of The Difference Card
In 2001, Paul founded what was originally known as Employee Benefit Solutions. At the time, employers were struggling under the weight of rising healthcare premiums, with few options to contain costs without compromising employee benefits.
Paul saw an opportunity to build something different, something that protected employees while giving employers a new way to participate in health insurance funding. “I wanted to solve a very specific problem. Employers needed relief from rising costs, but employees needed stability. The idea was simple: fund the difference so employees could keep their same co-pays and keep their same doctors.” Paul explained.
This innovative approach ultimately led to the name we know today: The Difference Card - a card that literally funded the “difference” for employees and created a smarter, more sustainable path forward for employers.
A Culture Built on Belief, Care, and Doing What’s Right
In the early days, Paul faced skepticism from nearly every direction, not just from brokers and carriers unsure about this “new way” of funding healthcare, but even from within the organization as employees wondered if the company could truly break through. For Paul, the biggest hurdle wasn’t the strategy or the product. “The hardest part wasn’t the market, It was getting people to believe. You need belief before you can build anything.”
But belief came quickly. As early clients experienced real savings and unmatched service, retention rates soared. The company’s employee-first ethos strengthened, creating a culture rooted in care - for clients, for members, and for each other. Paul recalls those early team dynamics with unmistakable pride: “We had a group of people who cared deeply about the clients and about the work. That culture has stayed with the company all this time. I can see that it's still here today.”
This employee‑first mindset shaped every aspect of the business: how the team supported one another, how they treated clients, and how they showed up for members experiencing the healthcare system firsthand. The focus wasn’t just on cost savings, but on human impact. On making a difference. That sense of purpose became the glue that held the company together and the fuel that propelled it forward. It created a workplace where people believed in the mission, believed in each other, and believed in the value of the Difference Card long before the market fully caught up. And 25 years later, that culture of belief, service, and genuine care remains one of the strongest, most distinctive parts of the organization.
Moments That Matter: Early Success Stories
When asked about memorable moments from the early years, Paul shared one that has stayed with him for decades. A nonprofit client once told him that because of the savings delivered through The Difference Card, they were able to expand their department and hire additional staff.
“That moment made me realize the real impact of what we were doing,” he said. “We weren’t just saving money - we were helping organizations grow and serve more people.”
Stories like this became the backbone of the company’s mission: meaningful savings that make a difference in real lives.
25 Years Later: An Industry Transformed
Before The Difference Card, mid‑sized employers had limited ways to meaningfully manage health insurance risk without disrupting benefits. The Difference Card changed that. By introducing a smarter, more customizable funding strategy, the company created a path for employers to save money without sacrificing the employee experience - a principle still at the core of its model today.“The Difference Card gave mid‑sized employers a voice and It allowed them to participate in the healthcare process in ways they never could before.” -Paul Staubi
Celebrating the 25‑year milestone brought forth both nostalgia and pride. The legacy of the company, he believes, has been shaped by passion, resilience, and a commitment to doing the right thing - even when the market doubted them.“To think about where we started, and to see the impact we’ve made - it’s special. And it all comes down to having good people and a foundation built on care.” -Paul Staubi
The Future of Healthcare Benefits and The Difference Card
Looking ahead, Paul envisions a healthcare landscape that becomes increasingly proactive, leveraging innovation and AI to promote better health outcomes. Innovation - particularly advancements in data analytics, AI‑driven insights, and predictive health tools will enable employers to support employees before issues escalate, improving outcomes and reducing costs. “We’re moving from a reactive system to a proactive one,” Paul explained. “Technology will give us the ability to anticipate needs, identify risk earlier, and help people stay healthier throughout the year.”
Even with the acceleration of technology, automation, and digital solutions, Paul stressed that one principle must remain unchanged: “Care still matters. Innovation is important, but hiring good people and maintaining a culture of care - that’s what keeps a company strong.” To Paul, technology is an amplifier, not a replacement. It enhances service but cannot replicate empathy, human support, or the problem‑solving instincts of a dedicated team. The companies that succeed in the next 25 years will be those that use innovation to strengthen their culture, not overshadow it.
Paul is optimistic about the next 25 years of The Difference Card. With a strong leadership team, a culture rooted in care, and a legacy of innovation, he believes the company is uniquely positioned to shape the future of healthcare benefits.
A Final Reflection
Before concluding the interview, we asked Paul what advice he would give his 2001 self - the young founder who took a risk on a big idea.
His answer was simple: “Be present. Enjoy the moments. They go fast.”
As we celebrate 25 years of The Difference Card, we honor the vision that started it all - and the people who continue to bring it to life every day. Paul’s entrepreneurial spirit, resilience, and commitment to helping others remain the heart of who we are. Here’s to the past 25 years - and to the many more ahead!
About The Difference Card
The Difference Card helps employers across all industries deliver better benefits at a lower cost. Our clients average 18% annual savings on healthcare, often while improving the employee experience. With a proven, multi-year strategy and tailored plan designs, The Difference Card is a trusted partner for brokers and employers seeking smarter solutions to rising healthcare costs.
Curious how much you could save? Request a proposal here.
