Ugly Talk: What Healthtech Founders Break on the Way to Revenue

Healthtech GTM is its own beast. The buyer is not the user. Regulations shape every channel. Pilots drag for months before you kNow if anything is working.

Founders burn 18 months chasing a hospital system that was never going to sign. They pour budget into a payer pilot that stalls in legal. They confuse a signed LOI with revenue.

The honest version of healthtech GTM does not look like a SaaS playbook. It looks like figuring out which procurement contact actually has budget. Killing a pilot at month 4 instead of month 12. Picking one buyer and refusing to spread thin across all of them.