Success in HealthTech: It's All About Your Buyer

The success of any health tech venture hinges on one critical factor: understanding the buyers. Beyond having innovative technology, you need specific values (anecdotal ad analytical) that resonate with each decision-maker's specific pain points and minimizes adoption friction.?

Multiple Decision Makers, Multiple Messages

?Each stakeholder needs targeted messaging:

1. Clinical leaders prioritize patient outcomes and satisfaction scores
2. Financial executives focus on reimbursement optimization and cost reduction
3. Operations teams value administrative efficiency and seamless integration

?Deep Dive – The Medicare Advantage Opportunity

?Medicare Advantage (MA) plans present a prime opportunity to address each individual stakeholder through a “common language” – the MA Stars Rating. Plans are increasingly focused on Star Ratings as a revenue & strategy driver, particularly as every facet of the plan’s org is subject to increasing regulatory pressures, impacts from changing CMS reimbursements, the continuing rising cost of healthcare and the ever-mounting competition within the market.

McKinsey; The Future of Medicare Advantage - "Now more than ever, payer leaders should consider how to integrate Star Ratings tactics into their broader MA strategy. MA margins will likely continue to be pressured by regulatory and market-level headwinds affecting both expected CMS reimbursements and members’ healthcare costs. All of this crystalizes the importance for payers to make Star improvements even more central to their MA strategy."

As MA plans look to technology investments to drive Star Rating improvements, the only hope of closing the deal is to clearly illustrate to each of the three plan stakeholders impact analytics.

• What specific Stars measures your solution targets
• What portion of that plan’s population will need to engage to meet ROI goals
• What the expected lift in Stars rating could be achieved
• What the relative increase to PMPY will contribute to their revenue

?The Bottom Line

Success in health tech requires the ability to articulate the needs of the individual plan stakeholder. Solutions that demonstrate clear value across clinical outcomes, financial returns, and operational efficiency will lead in a crowded landscape.