Healthcare Innovation Catch 22: Best Customers are Hardest to Win

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AHealthcareZ - Healthcare Finance Explained

17 күн бұрын

Healthcare Innovation Catch 22: Best Customers are Hardest to Win.
Employer-Sponsored Health Plans can be great customers for healthcare innovation. They represent a large market of over 100 Million Americans. They bear risk, have financial alignment with lower costs, have reasonably short sales cycles, can implement the innovation and can act 'like dominos' to spread the healthcare innovation.
However, while employer-sponsored health plans may be great potential customers for healthcare innovation, they are hard to sell to in part because the Head of Benefits and VP of HR have significant Career Risk in adopting healthcare innovation.
To counter this risk, healthcare innovators must either 1) raise tens to hundreds of millions of dollars from venture capital to pay expensive salespeople or 2) must have one of the founders sell to a niche of mid-market employers.
Sources:
www.kff.org/report-section/eh....
www.hingehealth.com/resources...
www.glassdoor.com/Salary/Omad...
www.glassdoor.com/Salary/Priv...
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Пікірлер: 10

@well5423 15 күн бұрын

This was extremely helpful as an aspiring founder. Thank you!

@ahealthcarez 14 күн бұрын

Thank you for watching.

@DigitalNomadPhysicians 15 күн бұрын

Love it - great marketing tips here. I think the idea of door to door, expanding from a small circle and growing it and also relying on word of mouth among local VPs is quite realistic. I wouldn't underestimate LI's power which you, Eric, do a great job with as well.

@ahealthcarez 15 күн бұрын

Thank you for watching and for your feedback.

@kennethnegron4337 11 күн бұрын

Love you content sir. One thing, could you please look into adjusting your audio. I have noticed a high pitch ringing noise in several of your videos that is constant which make them difficult to watch sometimes. Aside from the audio issues I love your videos, please continue!

@ahealthcarez 11 күн бұрын

Thank you for your feedback.

@davidgreene6243 14 күн бұрын

Agree with the presentation here. To your point, consider the story of Oscar. I was in the room when they approached and were accepted into a large health care exchange. Their very young founder spoke a good (enough) game and they relied heavily on an old school actuary to defend their business model. To Oscar's favor, the exchange decision makers were in a low risk circumstance to accept them. However, Oscar is proving to be a failing organization as they MLRs are very high. Point is that those with more at stake (CFO, VP HR, etc.) in private organizations can (and do) point to examples like Oscar to further their risk aversion.

@ahealthcarez 14 күн бұрын

Thank you for watching and sharing your thoughts.

@NANA-nd1kq 14 күн бұрын

This reminds me of internet precursor disrupted in 1980's: Loadlink. Shippe-carrier (truck and train) load-route matching took place in cigar-smoke-filled rooms on chalkboard. Guys in charge at such rooms at Yellow freight, for example, were able to get a trunk full of lobsters or Big Bertha drivers in return for preferential routing. How things never change, eh?

@ahealthcarez 13 күн бұрын

Thank you for watching and for the example.