SELLING HEALTHTECH
Hey everyone, welcome to the very first issue, and before we get into the weekly format, here's why this exists.
I've been consulting for healthtech companies for a while now. And most of them are genuinely awesome. Strong tech teams, strong engineers, strong clinical advisors. Real problems being solved. Products that, on paper, should be winning.
But a lot of them fail anyway. Not because the technology wasn't good enough. Not because the market wasn't ready. But because the team didn't know how to sell. That part is painful to watch.
What makes it worse is what happens next. They figure out they have a sales problem and do the logical thing. Hire an agency. Except most of those agencies have never sold in healthcare before. And healthcare is not like other industries.
One wrong claim, one overreach in a case study, one phrase implying something your product hasn't been cleared to state. You're looking at a compliance review that freezes your entire pipeline, a procurement conversation that never recovers. Some companies never come back from it. I've seen it happen more than once.
That's why I started Selling HealthTech.
What to expect
Everything here comes back to one question: how do you successfully sell in healthtech?
Every week we'll cover the trends, the news, and the industry shifts worth paying attention to. We'll dig into case studies of companies that got it right and ones that got it wrong. Because there's as much to learn from the failures as there is from the wins. Practical, grounded, and specific to the realities of selling in healthcare.
WHO THIS IS FOR
Anyone curious about healthtech
Anyone who wants a front-row seat to what's really happening inside one of the most complex industries in the world. No title required. Just curiosity.
If that sounds like you, you're going to enjoy what's coming.
One Thing To Do This Week
Search for the top three companies in any healthtech category. The market leader probably doesn't have the best product. They just knew how to sell it. Look closely enough and you'll see it. That's what we're here to fix.
📚 Resource Stack of the Week
MobiHealthNews: the go-to blog for digital health news, funding rounds, and industry shifts. If it's happening in healthtech, it shows up here first.
Rock Health on YouTube: sharp, data-driven talks from the team behind the most cited digital health research in the industry. Great for understanding where the money and attention are moving.
Omri Shor on LinkedIn: CEO of Medisafe and one of the few healthtech founders who talks openly about the commercial side of building in healthcare. Follow him for honest, firsthand perspective on what it actually takes to sell in this industry.
Until next week,
Dereck Mush
