Upward Growth Substack

How to Close Stalled Health Plan Deals in Q4

Five moves that unstick late-stage deals sitting in legal review, finance approval, and procurement compliance before year-end.

Nov 4 • 

Ryan Peterson

October 2025

Why Most Health Tech Partnerships Don't Generate Pipeline (And What Actually Works)

How to recognize when a partnership will generate pipeline vs. when it's compensating for weak positioning

Oct 28 • 

Ryan Peterson

1

The CFO Filter: Why Your Health Plan Champion Can't Close the Deal Anymore

Your clinical champion loves your solution. Finance killed it anyway. Here's what changed, and how to fix it.

Oct 21 • 

Ryan Peterson

1

Message Fatigue Is Costing You Deals: How Health Tech Vendors Can Win Back Health Plan Attention

When every pitch sounds the same, executives stop listening. Here’s how to stand out with clarity, credibility, and sharper positioning.

Oct 14 • 

Ryan Peterson

1

Finishing Q4 Strong: 30 Lessons for Health Tech Leaders

Reminders from the trenches on what to focus on, ignore, and protect when the clock is ticking

Oct 7 • 

Ryan Peterson

2

September 2025

Breaking Into Medicaid: How Health Tech Vendors Win Beyond Medicare Advantage

How health tech vendors can adapt their sales motion to meet Medicaid’s unique buyers and mandates.

Sep 30 • 

Ryan Peterson

1

How to Scale Into New Products and Channels Without Losing Buyer Trust

A playbook for CEOs and CROs to add offerings and expand into new channels without confusing payors or eroding trust.

Sep 23 • 

Ryan Peterson

2

How to Win Health Plan Decisions by Getting Your Message to the Top Intact

Use the Message Fidelity Toolkit to keep your story clear as it moves through complex health plan organizations

Sep 16 • 

Ryan Peterson

What It Really Takes to Win National Health Plans

A clear-eyed guide for health tech vendors trying to break through with the largest buyers in healthcare.

Sep 9 • 

Ryan Peterson

1

How to Build a Health Tech Case Study That Moves Deals Forward

A tactical framework for vendors selling into plans, built around what buyers actually need to see

Sep 2 • 

Ryan Peterson

August 2025

Solving the Credibility Gap in Health Tech Sales

Five structural gaps that stall decisions and how to close them.

Aug 26 • 

Ryan Peterson

Medicare Advantage’s Reset: What Vendors Need to Get Right

Market exits, benefit redesigns, and tougher vendor scrutiny are reshaping the field. Here’s what to do about it.

Aug 19 • 

Ryan Peterson

1