Ep 87 - Selling Into US Healthcare: A Practical Guide for Startups, With Dr. Krista A. Bragg
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Ep 87 - Selling Into US Healthcare: A Practical Guide for Startups, With Dr. Krista A. Bragg
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The conversation explores where real opportunities exist for founders, how health systems actually make buying decisions, why pilots often fail, and what healthcare leaders expect from AI-enabled solutions.
Krista shares practical, experience-based insights on:
- The hidden financial crisis inside U.S. healthcare systems—and how it radically changes what gets bought (and what doesn’t)
- Why most hospital leaders don’t care about “AI” and what they actually want solved when startups walk through the door
- The biggest near-term opportunities for healthcare founders, and how to leverage them
- The single fastest way to get rejected by a health system and how smart founders plan around it
- Why clinicians must stay in the loop—and how ignoring one stakeholder can kill an otherwise great product
- How to avoid pitching the wrong customer and missing the real decision-maker
- The common pilot mistakes that leave startups stuck in “zombie mode” with no path to revenue
- What healthcare leaders actually mean by “value”—and the metrics that move C-suite decisions today
- Why payer, provider, and employer incentives often conflict—and how founders can choose the right go-to-market lane
- The overlooked risk in converting pilots to contracts and how to protect deals when it happens
- Why flexibility in pricing, contracts, and even branding can make or break early healthcare deals
- The one rule every healthcare founder should remember
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