B2B healthcare companies sell into payers, providers and health systems, where every deal crosses clinical, financial, IT and compliance desks. AGS finds where your go-to-market breaks and builds a commercial operating system that turns proven value into signed contracts.
Most healthcare services and software companies grow on one of two motions. Both work early, and both stall at the same point: the moment finance, IT and compliance enter the deal.
The champion loves the product and has no budget authority. When the CFO, the CIO and compliance arrive, the business case gets rebuilt from scratch, or the deal quietly goes dark.
The pilot succeeds on its own terms, but nobody agreed up front what enterprise success means or who decides. It ends in a polite extension instead of a contract.
"Healthcare buyers rarely say no. They say not yet. That is what a commercial system gap sounds like."
These are the gaps that keep good products in long cycles, stalled pilots and uncertain renewals.
Deals advance on one enthusiastic sponsor who cannot sign. When finance and IT engage late, the deal resets or stalls.
Vendor-built ROI models get discounted by the CFO on sight. Value has to be expressed in the buyer's own measures: medical cost, denial rates, days in A/R, clinician time.
Pilots start without agreed success measures, owners or a conversion decision, so proof never turns into an enterprise contract.
Security questionnaires, business associate agreements and data governance reviews land after the verbal yes and add months to the cycle.
The people who built the product carry the pipeline. New sellers cannot replicate their credibility, and growth stalls at the founders' calendar.
Long go-lives delay the value the buyer was promised, so the renewal conversation starts without evidence.
Payers and providers have seen more AI demos than results. The advantage goes to vendors who apply AI to their own commercial motion and report outcomes in the buyer's terms.
Account targeting and buying signals. AI surfaces the payers, health systems and provider groups showing signs of readiness, such as leadership changes and contract cycles, before competitors arrive.
Committee mapping and deal intelligence. Find the missing stakeholders across clinical, finance, IT and compliance, and flag stalling deals while there is still time to recover them.
Adoption and value realization. Track usage and outcome signals after go-live, so renewal and expansion conversations start with evidence.
Our healthcare Expert Accelerators have run payer and provider organizations. They know how your buyers evaluate, approve and renew.
Two decades across professional services, enterprise technology, and AI. Former Expert Advisor to BCG and Genpact. Author of Selling the Cloud and Data and Diagnosis-Driven Selling. Leads AGS's AI advisory work.
Decades of sales leadership across payers, providers, and healthtech. Leads AGS's healthcare sales work in complex healthcare organizations.
CRO/CCO-level operator with 35+ years driving enterprise growth. Experience spans payer, provider, national accounts, public sector, labor & trust, healthtech, AI and data, with leadership roles at Elevance, UHC and BCBSA. Deployed on GTM transformation, market expansion and strategic partnerships.
Operations executive with 35+ years leading complex healthcare organizations (Elevance, UHC), including 19M+ members and $32B in annual claims spend. Deep expertise across claims, benefits, service, workforce and vendor operations. Deployed on transformation, performance improvement and operating-model execution.
The Sales Effectiveness and Improvement Analysis shows where momentum breaks across targeting, committee selling, and renewal and expansion. Benchmarked against 2M+ professionals across 21 competencies, with a 1:1 executive readout.
Starts with a 30-minute conversation. Confidential.
Companies that sell services and software to payers, providers, health systems and employers: revenue cycle and payment integrity, care management and population health, health IT and data platforms, and tech-enabled services. Most are PE/VC-backed or privately held and growing past founder-led selling.
Most deals cross four desks: clinical or operational, finance, IT and security, and compliance. Each can stop the deal, and most were not in the first meeting. Cycles shorten when sellers build consensus across the committee early and tie value to measures each desk already reports.
Agree on the success measures, the owners and the conversion decision before the pilot starts. A pilot that proves the product works but never defined what enterprise success looks like ends in an extension, not a contract.
With a diagnostic. We score sellers, managers and leadership against more than two million benchmarked professionals, then test the findings against your pipeline data. Actionable findings in 30 days and, if you need it, a board-ready operating plan by day 75.
When a healthcare deal stalls, the cause is rarely the product. It is a commercial system gap, and the diagnosis shows where.
Schedule a Clarity Call