Thought Leadership

There’s a moment in nearly every health tech GTM conversation where things quietly go sideways. The founder explains the product to me. I get it. The technology is real, the use case is sharp, the outcomes are credible. Then I ask a simple question: who buys this, and who actually uses it? And the answer…

You’ve built something real. A product that addresses a genuine gap in healthcare — maybe it’s a navigation tool, a care coordination platform, or a clinical decision support solution. The technology works. The founding team is sharp. The pitch deck is tight. And yet, the sales cycles stretch to eighteen months. The pilots stall. The…