How hospitals actually buy software, how long the sales cycle takes, and the fastest paths to a first provider customer. Committee maps, pilot tactics, and FAQs.
How health-tech companies should structure base, variable, and quota for their first provider-facing reps. Benchmarks from real placements, with caveats.
How to Staff a Provider-Facing Sales Role at a Health-Tech Company
A working framework for Series A health-techs deciding which provider channel to test first, with notes on where the framework breaks down.
Field notes from Series A health-tech VPs of Commercial preparing the provider traction slide for the Series B deck.
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.
