The rumors about digital health business models are true
The rumors are true: B2B business models dominate in digital health. So it’s worth asking: What’s working in enterprise sales? And why? What can startups and enterprise leaders learn from each other to tackle the notorious sales challenges in healthcare? To provide clarity and understanding, we surveyed 85 digital health founders to uncover the tactics successful startup teams employ to close deals. Read the whole report. Here’s a sneak peek of our findings:
- 34% of startups began as B2C—61% of those companies ultimately pivoted to B2B or B2B2C. Only 14% currently sell directly to consumers.
- Though “death by pilot” is a commonly cited pitfall in digital health, among our respondents, 70% of pilots converted to paying customers.
- Proceed at your own risk: 39% of CEOs approached customers for a pilot before their MVP was ready.
Headlines
Streamlining Enterprise Sales In Digital Health
Tweet | Rock Health
Learning From Experience: FDA’s Treatment Of Machine Learning
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Google Made A Test For Depression
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To Protect Genetic Privacy, Encrypt Your DNA
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FDA Reauthorization Bill Signed, Funding A New Digital Health Unit
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The Case For Sharing All Of America's Mosquito Data
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Do ‘E-Visits’ Lead To More Office Visits And Fewer New Patients?
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Recent Funding
Huge congrats to two portfolio companies, Stride Health and Lumity, on their Series Bs!
- Stride Health, the go-to platform for finding health benefits raised $23.5M
- Lumity, which helps employers evaluate health benefit programs, raised $19M
- AbleTo got $36.6M for its tech-enabled behavioral health program
- Amgen led a $6M investment for GNS Healthcare's machine learning technology