"I Guess We're A Services Company"

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 compa... See more

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.

Rather than trying to improve them, the most exciting health tech companies will ignore the parts of healthcare that have become obviously anachronistic, actively discarding convention. The seeds of this difference have been sown in a handful of companies started in the last few years. They are painstakingly taking relationships from incumbents, wi... See more

Service firms are hired for two reasons:

• Do a job that the client doesn’t have the bandwidth or expertise to do.


• Offer third-party expertise in decisions (cynically, to cover the client’s a**.)

That execution-oriented first bucket tends to include IT implementations (like cloud migration projects), financial audits, and outsourced customer support – ... See more

This is why my bet is that the biggest winners in healthcare going forward will be ones that: