Andy Strunk spent 19 years inside Google Health, Verily, and UpToDate learning how technology vendors sell to health systems. Now he helps health system leaders decode vendor claims, design cross-functional needs assessments, and prove technology ROI to boards - grounded in 5 years of direct health system operations experience.
Schedule a ConversationMost health systems evaluate technology based on vendor presentations rather than structured internal needs assessments. The result: investments that don't connect to how you get paid, pilots that stall without clear expansion criteria, and boards that lose confidence in innovation spending. These are solvable problems - but they require someone who understands both sides of the table.
We go across clinical, financial, and operational teams to synthesize what your organization actually needs into a demand-driven technology investment thesis. This produces a buy/partner/build framework that ensures every technology evaluation starts from your priorities - not from a vendor pitch deck.
Financial Impact: Eliminates misaligned investments by filtering technology requests through structured needs analysis before they enter the evaluation pipeline. Reduces the 75-87% rejection rate that wastes C-suite evaluation time.
Built 12 IDN buyer personas at Google Health mapping 9 C-suite roles. Pivoted an IDN's AI investment from vendor features to CHF reduction as the measurable outcome after cross-functional needs analysis.
We built vendor sales playbooks, ROI models, and competitive positioning at Google Health, Verily, and Salesforce. We know where vendors inflate accuracy claims, how they structure pricing to optimize their revenue instead of your TCO, and which implementation timeline promises are aspirational.
Financial Impact: Stress-tests vendor ROI models against real-world assumptions. Identifies hidden costs - integration, migration, training, change management - that vendors strategically omit.
Built ROI models across Google Health ($1B market), Verily (FDA SaMD), and multiple health system engagements. Trained 108 Salesforce AEs and equipped 50+ Google Cloud sellers.
We evaluate clinical AI tools for operational fit, governance readiness, and deployment realism. With experience in Outbound Product Management for Google Cloud's MedLM/Med-Gemini AI portfolio, we understand how AI products are positioned versus how they actually perform.
Financial Impact: Prevents the shadow AI crisis (86% of organizations, growing) that creates security, liability, and quality risk. Structures AI investments around measurable clinical and financial outcomes from day one.
Outbound PM for Google Cloud AI Portfolio (MedLM/Med-Gemini). Leveraged clinical AI evaluation framework for FDA SaMD at Verily.
We build the financial models and board presentations that translate clinical and operational technology value into terms CFOs and board members trust. This includes mapping technology investments to specific reimbursable activities and modeling total cost of ownership that vendors won't provide.
Financial Impact: Connects every technology investment to margin, reimbursement, or cost avoidance. Addresses the #1 barrier to adoption: 48% of hospital executives cite unclear ROI.
Designed dual-reimbursement model (FFS + VBC) for a clinical AI platform. Contributed to JAMIA-published research demonstrating 53% sepsis mortality reduction.
We embed with health system quality, clinical, and financial teams post-sale to define use cases, design impact studies, and drive adoption that sticks. Our Five Pillars of Human-Centered Change Management treat adoption as a structural challenge, not a training problem.
Financial Impact: Addresses the root cause of the 70% technology underperformance rate. Every implementation plan includes change management as a visible line item with measurable ROI.
Published 20-page change management white paper with interviews. Compressed deployment from 6 months to 1 month at Verily (83% reduction).
Most health system pilots are designed to demonstrate a product, not to validate operational fit and financial return. We design stage-gate evaluation processes that define success criteria before day one and build the decision frameworks that determine whether a pilot graduates to enterprise deployment.
Financial Impact: Converts the 80-85% pilot stall rate into a managed portfolio with clear investment criteria. Prevents the accumulation of 200-500 concurrent pilots with no exit criteria.
Orchestrated multi-vendor pilot combining SaaS, robotics, and telepharmacy into one unified solution at an academic medical center. Evaluated 100+ early-stage companies.
"Andy brings a rare combination of vendor-side expertise and genuine understanding of health system operations. He doesn't just advise - he embeds, he listens, and he delivers results that connect to how we actually operate."
Whether you're evaluating your first AI investment or rationalizing a portfolio of 200 tools, we start with what you actually need.
