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OBBBA Cut Nearly $1 Trillion From Medicaid. Here's What That Means for Health Tech Vendors.
Federal spending cuts, work requirements, and negative MCO margins are hitting at the same time. What that means for your pipeline, your pricing, and…
 • Ryan Peterson
You're Not Losing Health Plan Deals to Other Vendors. You're Losing Them to Forces Inside the Plans.
Inaction, internal builds, and budget elimination are winning more of your deals than any named competitor.
 • Ryan Peterson
Health Plan Buyers Have Split Into Three Camps. Here's How to Sell to Each One.
The same pitch won't work on a plan cutting vendors and a plan accelerating investment. This is the qualification framework and playbook for selling to…
 • Ryan Peterson
CMS Is Ending the Risk Adjustment Arbitrage Era (Here's What That Means for Your Health Plan Deals)
The 2027 Advance Notice reshapes which vendors win and which need to reposition. Five signals to know before your next health plan buyer conversation.
 • Ryan Peterson

January 2026

December 2025

Five Health Tech Trends That Will Shape Sales Cycles in 2026
What's changing in how health plans evaluate and select vendors, and how to adjust your GTM accordingly.
 • Ryan Peterson
Five Health Tech Trends I Tracked in 2025: The Year-End Scorecard
An honest look at what I got right, what I missed, and what it revealed about buyer behavior.
 • Ryan Peterson
The December Work That Closes Health Plan Deals in January
Health plans can't move faster. But you can clear the obstacles now so January is about execution, not setup.
 • Ryan Peterson
CMS Dropped 465 Pages. Here's What Matters for Your Next Health Plan Call.
Your buyer's regulatory team already flagged the key sections. If you're selling to MA plans and don't know what's in here, you're walking into calls…
 • Ryan Peterson
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