I see lots companies that try to compete with existing healthcare giants at their own game by trying to win on a metric that doesn’t matter (UI/UX, NPS, etc.). Buyers are risk-averse - if your offering is the same as a healthcare incumbent and your pitch is “we use tech” or “we have a better UX” you will not win.

Those are promising signs. On the other hand, the fundamental economics of the value-based arrangement still aren’t clear. If fee-for-service turns out to more profitable for both payer and provider, then value-based care won’t survive outside of Medicare Advantage. And there have been failures in the past, as cited above.

Entrenched interests are tough to navigate, but I would say that this crisis is forcing every line item and service provider to be scrutinized and see exactly what they’re providing. Right now, every buyer in healthcare is trying figure out how their different healthcare service providers can help them in a remote-first way, and most of these... See more