Pharmaceutical Sales
Why Series A Health-Techs Lose 6 Months Trying to Hire Their First Sales Rep
A direct look at the six-month failure pattern that derails Series A health-tech commercial plans, and what to do instead.
8 min read
Medical Sales Industry Information
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Outsourced Sales
The 90-Day Territory Test: Validating a New Metro Before You Hire Full-Time
A look at the math on testing new geographic territories with contract reps before committing to W2 hires at Series A.
7 min read
Software Sales
What Series A Health-Tech Investors Actually Want to See on the Provider Traction Slide
Field notes from Series A health-tech VPs of Commercial preparing the provider traction slide for the Series B deck.
9 min read
Software Sales
The First Commercial Hire After Series A: W2 Rep, Fractional VP, or Contract Field Force?
A decision framework for Series A health-tech VPs of Commercial weighing W2 reps, fractional sales leaders, and contract field forces against a 12-month runway.
13 min read
Outsourced Sales
The Anti-Kickback Statute and 1099 Medical Sales Reps: What 2025 Case Law Actually Changed
Commission-based 1099 medical sales reps and AKS risk in 2025. What 42 U.S.C. § 1320a-7b(b) and 42 C.F.R. § 1001.952(d) require, what Sorensen and Marchetti changed, and what legal teams should document.
5 min read
Software Sales
When Should a Digital Health Startup Hire Its First Sales Rep, and What Kind?
A practical framework for choosing a first digital health sales hire: W2 rep, fractional VP of Sales, or contracted field rep by stage, budget, and traction timeline.
7 min read