Insights
What I keep seeing.
Twenty-seven years inside healthcare’s buying process, then building the commercial function from nothing three times. These are the patterns that repeat — including the ones nobody wants named out loud.
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How We Work · September 8, 2026
The customer never forgets the person who told them the truth
Disqualifying yourself from a deal you could probably win is the highest-return move in healthcare sales, and almost nobody is willing to make it.
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27 Years of Evidence · September 4, 2026
In 27 years I have never seen a healthcare conference produce a lead that converted
Conferences are the largest line item in most early healthcare commercial budgets and the least accountable. Here is what they are actually good for, and what they will never do.
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Healthcare AI · September 1, 2026
If it can't reach the system of record, it didn't happen
The most common late-stage deal killer in healthcare AI is not accuracy or price. It is that the insight has nowhere to land — so the practice cannot bill for it or defend it in an audit.
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Healthcare AI · August 27, 2026
Nobody buys AI
Healthcare AI companies lead with the model. Buyers are trying to solve a budgeted operational problem. The gap between those two sentences is where most healthcare AI pipelines die.
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The Problem · August 24, 2026
They built a state-of-the-art kitchen. There was no house.
Healthcare companies rarely fail because the product is wrong. They fail because nobody built the commercial foundation underneath it — and the most expensive part never shows up on a P&L.
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