Charting a Course for Success

The rapid pace of transformation in healthcare is creating enormous pressure on technology companies to adapt and deliver clear value. Get-to-Market Health was formed to address this challenge. Whether a company has taken in a new round of investment and needs to accelerate its top line growth or is bringing new products to market, GTMH helps healthcare technology companies market, sell and create sustainable, long term relationships with their customers.

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WHO WE ARE

About Get-to-Market Health

The Get-to-Market Health team has focused our careers on helping healthcare technology companies to build their Commercial DNA™, which is the expertise required for long term success in the healthcare technology market. A great vision and innovative technology is critical – but these alone do not guarantee success. For example, if a company offers a unique product, but is selling to the wrong market segment or has a misaligned pricing model, success will be elusive. GTMH believes that an organization’s ability to be successful in these areas is tied directly to the strength of its Commercial DNA™. We possess the experience and expertise to help quickly grow these essential skills.

HOW WE HELP

Targeted Solutions

What differentiates Get-to-Market Health is our unique ability to operationalize a company’s strategic vision and enable them to get to market quickly, maximize opportunities and outpace competitors.

GTMH delivers customized assessments, recommendations and solutions for:

Value Proposition Clarity

Value Proposition Clarity

Value Proposition Clarity

Key Market and Prospect Targeting

Selling Motion Activation

Selling Motion and Sales Process Improvement

Partner Channel Expansion

Sales Talent Development

Partner Channel Expansion

Partner Channel Expansion

Sales Talent Development

Commercial Organizational Design

Partner Channel Expansion

Rhythm of the Business Development

Sales Talent Development

Pricing and Packaging Strategies and Tactics

Sales Talent Development

Sales Compensation Enhancement

OUR CLIENTS

Working with Get-to-Market Health

Get-to-Market Health works with healthcare technology companies as well as investors seeking to grow their healthcare portfolio.

GTMH has worked with healthcare technology companies on diverse commercial improvement projects. Examples include:

• Sales organization redesign to facilitate growth for large EMR solutions supplier
• Market entry plan and operational execution for international firm entering the US healthcare marketplace
• Industry advisor for expanding services provider
• Messaging and target market refinement for clinical solutions provider
• Partner channel strategy for Rev Cycle Management company
• Market validation for new product introduction in the physician office marketplace
• Coaching and support for Chief Commercial Officers

For the investor community, GTMH offers two specific areas of focus. The primary is Commercial Activation and Improvement, which targets building of Commercial DNA™ for investment opportunities so investors can maximize investments and quickly grow the businesses.

Secondly, in the area of Commercial Due Diligence, at the investor’s request, GTMH will help evaluate potential capital deployments, from a purely commercial perspective.

GET TO KNOW US

Meet Our Principals

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STEVE SHIHADEH
Founder

A true industry veteran, Steve has spent his entire professional career in healthcare technology leading global sales organizations at Microsoft, Siemens Medical, Caradigm and Shared Medical Systems (SMS).

Steve is a passionate leader and advocate for building Commercial DNA™ within an organization as a method to improve strategy, talent and performance. Steve formalized this approach at Microsoft, where after being named General Manager of the Health and Life Sciences division he led the team, which was ranked as Microsoft’s lowest performing subsidiary to its top performer in less than three years.

Steve holds a Bachelor of Science degree in Business Management from Shippensburg University and serves as Chairman-Emeritus and Board member of the United Way of Chester County. Steve and his wife Aimee are the proud parents of two daughters and grandparents to three grandsons in whom they have instilled a love of the beach, boating and the Philadelphia Eagles.

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MP BROCK ZIMMERMAN
Partner

With a track record of success in enterprise sales, business alliances, sales operations, and business development, Mary Prosser (“MP”) Brock Zimmerman has spent the majority of her career in healthcare technology.

MP brings commercial experience from Caradigm, Microsoft, GE Healthcare, Siemens Medical, and Shared Medical. Her strength lies in facilitating team collaboration amongst diverse thoughts and opinions to cultivate and operationalize the best ideas to achieve business goals. MP was instrumental in the Caradigm company operational stand-up and led Microsoft’s sales integration efforts during the Sentillion acquisition.

MP holds a Bachelors of Business Administration from Mississippi State University. She is a happy transplant to the Pacific Northwest while continuing to enjoy her long standing role as a Board Member for Special Love for Children with Cancer in the metro DC area.

OUR NETWORK

Get To Know Our Network

One of the unique advantages clients receive though working with GTMH is access to our network of senior healthcare leaders, which includes C-level hospital executives and leading subject matter experts in various areas of healthcare IT.

Whether it’s to provide an opinion, share insights or potentially play a role in a client engagement, GTMH is only one phone call away from a deep connection at every health system, health IT company and specialty resource organizations, whose expertise can provide enormous value to our clients.

We vouch for the talent of all members of our network and take responsibility for their work through a transparent client engagement process.

Current areas of focus being leveraged by GTMH clients include:
  • Lead generation strategies
  • Technical positioning
  • Sales Force and CRM
  • Marketing, branding and graphic design
  • Health IT legal advice

MORE INFORMATION

Frequently Asked Questions

Why was Get-to-Market Health founded?
The rapid rate of transformation in healthcare is creating enormous pressure on technology vendors to adapt and deliver clear value. Get-to-Market Health was formed to address this challenge. Whether a company has taken in a new round of investment and needs to accelerate their top line growth or is bringing new products to market, extreme precision is required to achieve long term success in selling to health systems. The GTMH team has focused our careers on helping healthcare technology companies market, sell and create sustainable, long term relationships with their customers.
What are Get-to-Market Health’s core areas of expertise?
Collectively, the Get-to-Market team has decades of experience building successful commercial relationships with healthcare providers and suppliers by creating brand and market awareness targeted to key buying personas, optimizing the sales and contracting process to achieve revenue goals and developing partner and channel strategies that ensure long term growth.
What sort of services does Get-to-Market Health offer?
Get-to-Market Health’s mission is to fast-track development of the Commercial DNA™ a company needs to be successful. What differentiates Get-to-Market Health is our unique ability to operationalize a company’s strategic vision and enable them to get to market quickly, maximize opportunities and outpace competitors.

GTMH delivers customized assessments, recommendations and solutions for:

  • Value Proposition Clarity
  • Key Market and Prospect Targeting
  • Selling Motion Improvement
  • Sales Talent Development
  • Partner Channel Expansion
  • Commercial Organizational Design
  • Rhythm of the Business Development
  • Pricing and Packaging Strategies and Tactics
  • Sales Compensation Enhancement
  • Sales Process Refinement
What do you mean by Commercial DNA™?
Commercial DNA™ is the expertise required to be successful in the healthcare technology market. A great vision and innovative technology is critical – but these alone do not guarantee success. For example, if a company offers a unique product, but is selling to the wrong market segment or has a misaligned pricing model, success will be elusive. Insufficient market coverage that restricts channel expansion or sales teams that lack clear messaging will also limit a company’s ability to generate interest in their product. GTMH believes that an organization’s ability to be successful in these areas is tied directly to the strength of their Commercial DNA™. We possess the experience and expertise to help quickly develop and grow these essential skills.
How can Get-to-Market Health help my company get its Product/Service/Solution an audience in the C-Suite?
Securing funding for healthcare technology comes with a unique set of challenges. Often, it is the most “innovative” solutions that have the greatest difficulty in receiving procurement approval. In these situations, the support of a C-Suite leader is critical, as creative methods for funding the initiative within the provider’s existing budget may be necessary. Get-to-Market Health’s knowledge and experience navigating the C-Suite and funding process facilitates our ability to provide our clients with the specific actions and messaging needed to successfully target the right leaders in the most efficient and compelling way possible.
What healthcare companies have Get-to-Market Health executives worked at previously?
Get-to-Market Health executives have personally worked for Microsoft, GE Healthcare, Siemens Medical, Caradigm, Shared Medical Systems and Healthcare Data Exchange.
Does Get-to-Market Health provide interim or long term Chief Marketing or Chief Revenue Officer services?
No. Get-to-Market Health’s mission is to fast-track development of the Commercial DNA™ a company needs to ensure their long-term success. However, we are happy to provide referral candidates for specific interim or long-term roles as well provide ongoing coaching for sales and marketing leadership.
As a healthcare technology investor, how would I work with Get-to-Market Health?
There are two primary ways Get-to-Market Health works with the investor community. The first is Commercial Due Diligence, where, at the investor’s request, GTHM will help evaluate potential investments, from a purely commercial perspective. Specific areas of assessment may include strength of pipeline, brand awareness, selling motion, sales talent, competitive positioning and overall market penetration.

Secondly, we focus on Commercial Activation and Improvement, which targets building of Commercial DNA™ for investment opportunities. This will enable investors to maximize investments and quickly grow the businesses. With this engagement, GTMH will provide clear and detailed recommendations, which leverage a company’s existing strategy and tactics as well as work with key stakeholders on the aspects of Commercial Activation and Improvement that require support to execute.

As a CEO, Sales and/or Marketing leader in a healthcare technology company, how would I work with Get-to-Market Health?
Companies that have a clear, long term strategic vision for their business can still find it challenging to keep up with the current pace and evolution of the healthcare market. In situations where a company has a “gap” between vision and execution, Get-to-Market Health can help by delivering extremely targeted support, which not only helps overcome this gap, but also significantly improves the organization’s Commercial DNA™ to ensure long term success. GTMH believes that creating market awareness, branding and product positioning, must be balanced with a corresponding market strategy, selling motion and sales team readiness. These are all areas where GTMH can work to develop accelerated programs that will help quickly capitalize on opportunities and stay ahead of the competition.
If I already have a commercial plan but would like an outside point-of-view, can I still utilize the services of Get-to-Market Health?
For several different clients we have served a valuable role by consulting at the final review stage of commercial planning. Our experience (as we like to say, “we have made most of the mistakes you can make in this business”), allows us to suggest minor refinements to your plan that result in significant improvements in outcomes.

LET US HELP YOU

Get in Touch

Malvern, Pennsylvania

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