A Founder’s Guide to Selling in Healthcare
A Webinar Series with Dreamit Ventures
Over the next 6 weeks, we will be hosting a series of webinars for startup founders who are selling to large enterprise level healthcare organizations. These roundtable discussions will feature chief innovation officers, founders of successful health tech startups, and other subject matter experts who will delve into trends, findings, and lessons learned.
We encourage you to join us for these live events so you can interact with the panelists. But if you cannot attend, we will be posting a link to the recorded versions below.
Our first webinar brings together four innovation leads from some of the most forward-thinking health systems to lay out how money flows through their organizations, who makes purchasing decisions, and how startups can improve their chances of closing deals with a large healthcare companies. After the webinar, you will better understand the role of the five major entities involved in the value chain: the payer (Medicare, managed care, employers, individuals), the intermediary (insurance companies, HMOs), the providers (hospitals), the supplier (wholesale group purchasing and other distributors), and the producer (pharma, medical device companies).
Who stands to benefit from the shift to value based care? What is the payment relationship between each of these entities (cash payments, contractual fees, wholesale pricing, chargebacks, reimbursements, data sharing, etc.)? What innovations are making each of these pieces more efficient? This panel aims to provide an illuminating look at how money flows through the healthcare system from the perspective of top healthcare innovation officers.
Panelists:
Shivan Mehta MD, Associate Chief Innovation Officer at Penn Medicine
Aidan Petri, Chief Innovation Officer at Ximedica | Twitter
Todd Dunn, Director of Innovation Information Systems | Twitter
Moderated by Steve Barsh, CINO of Dreamit Ventures
As the overall healthcare landscape moves away from more traditional fee for service models, startups must also adapt their pricing models to better align with changing perceptions of value in the market and how providers and insurers will be willing to purchase their solutions. This webinar panel discusses the pros and cons of standard reimbursement, risk-sharing, and patient pay models. What has worked, and what has not worked? How can a startup find the right pricing and reimbursement strategy in order to achieve maximum profitability?
Panelists:
Eric Steager, Director of Innovation at IBX
Kyle Robertson, Founder of NarrativeDX
Victor Abiad, Senior Principal in Health Strategy at Accenture
“I’ll just get a CPT code.” Good luck with that! What does it really take for a payer to reimburse providers for your product? What is the reimbursement decision process that payers use to decide whether to cover a new technology? Coverage, coding, and payment are the three pillars of a reimbursement strategy, and this webinar will cover each of these topics so founders can develop a strategic plan early in the product development process to ensure a positive coverage and reimbursement outcome. Hospitals and physicians may love your startup, but public and private payers reimburse, so they set the rules.
Meghan Fotopoulos | Accenture | Managing Director | @accenture
Sidonia Swarm | Real Dietician | Founder | @sidoniarose
Daniel Brown | IBX | Director, Provider Reimbursement | @IBX
It has never been a better time to be a startup trying to leave a mark on the healthcare space, but sales remains a major challenge. Founders must deal with limited budgets, a web of various stakeholders, interoperability issues, and regulation. And this does not even take into account the clinical trials healthcare founders must complete to provide evidence-based solutions when pitching healthcare customers.
Many startups are under-capitalized to sustain the wickedly long sales cycles in healthcare. We’ll be discussing some hacks and tools that can take the edge off of the process and give founders a fighting chance to sell to health enterprise companies. This podcast dives into developing a solution centric sales approach, account management issues specific to healthcare, and ways to shorten the sales cycle.
David Sylvan | University Hospitals | Director of Innovation Partnerships
Rohan Kulkarni | Conduent | VP of Healthcare Strategy
Steve Behn | University Hospitals | Director of Tech Management
John Gannon | BlueSpark | CEO and Founder
