Last month, I attended the J.P. Morgan Healthcare Conference, an annual event that attracts the top healthcare technology investors, public companies and startups. It is the most important event of the year from a health investor point-of-view and featured keynote...

When a healthcare technology company works with an investor, the ultimate success of the relationship comes down to how each performs the responsibilities associated with their role.   The investor will bring a wealth of experience to the relationship in areas such as...

In my last post I addressed the role of the CIO and how important it is for healthcare technology organizations to have a clear strategy for including this key constituent in every deal.  This tactic is connected to another important aspect of sales excellence, which...

I’ve conducted many deal reviews where a seller enthusiastically recounts a recent meeting with a large health system. Typically, the meeting was with a C-Level executive, such as the CEO or Chief Medical Officer. The seller touts the demo, how much the executive...

In launching Get-to-Market Health earlier this year, our key focus is to work with healthcare technology companies to improve their Commercial DNA™, which is how we describe and quantify the sales and marketing expertise required to be successful in healthcare.   What...