WHITE PAPER
The Commercialization Gap: Why Good Digital Health Solutions Don’t Sell
Every year, strong digital health solutions stall out after a few pilots — not because they don’t deliver clinical value, but because they can’t get through the commercial bottleneck. This white paper unpacks why.
Download the report to learn:
- Why “clinical outcomes” aren’t enough to win deals
- What happens inside a hospital’s buying committee
- How long it actually takes to go from pilot to paid
- Which features trigger resistance and stall adoption
- What to know about HIPAA and the FDA
- How to connect your pricing to the right incentives
- What winning teams do differently
Struggling to get past the pilot? You’re not alone.
- Six to ten decision-makers are involved in a typical hospital purchase
- 48% of hospital leaders say unclear ROI is the top reason they reject solutions
- Average sales cycle for digital health: 9 to 18 months
These are the rules of the road — but most digital health teams aren’t taught them.
As seen inside:
“The commercialization gap exists because digital health companies often design for the patient or clinician, but fail to design for the buyer.”
Key topics we cover:
- Digital health GTM strategy
- Hospital decision-making process
- Value analysis committee (VAC)
- HIPAA and FDA compliance
- Integration with Epic and Cerner
- CPT code alignment and reimbursement strategy
This is for you if you’ve ever asked:
- Why do hospital deals take so long?
- What’s actually happening during that time?
- What does the value analysis committee really look for?
- What CPT codes could justify our solution’s cost?
- How do I position around reimbursement?
- What happens after a pilot, and how do we prevent it from dying there?
