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Streamlining Enterprise Sales in Digital Health

Rock Health August, 2017
Bill Evans and Sue Shiao

For digital health startups, it’s increasingly a B2B world—and innovators are acutely feeling the challenges of enterprise sales. Selling to payers, providers, biopharma companies, and others is a tough game across the board. Sales cycles are long, requiring patience and a knack for relationship building. Finding the right buyer in a big organization can be disorienting. And crafting the pitch is tricky when talking to a complex, multi-faceted enterprise customer.

Startups employ a range of tactics to address these challenges—including pilots, creative partnerships, and business model pivots. With so many choices in a complicated landscape, it’s worth asking: What’s working? And why? What can be learned from...

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Topics: AI (Artificial Intelligence), Health IT, Health System / Hospital, Investments, Market Research, mHealth, Patient / Consumer, Payer, Physician, Provider, Wearables
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2017-09-14T00:33:49-04:00
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