Upward Growth Substack

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.

Dec 16 • Ryan Peterson

1

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.

Dec 9 • Ryan Peterson

2

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…

Dec 2 • Ryan Peterson

November 2025

One Question Is Costing You More Deals Than Pricing

When buyers ask about implementation, they're not asking about logistics. They're deciding if they trust you. Most sales reps fail this test.

Nov 25 • Ryan Peterson

2

1

How to Sell When Your Buyers Are Frozen by Market Uncertainty

MA exits, Medicaid cuts, ACA subsidy cliffs, and government shutdowns hit simultaneously. Buyers can't make decisions when they don't know what's next…

Nov 18 • Ryan Peterson

4

2

The Revenue Cost of Bad Roadmap Decisions

Saying yes to the wrong features fragments your sales motion and slows growth. Here's how to evaluate roadmap requests the right way.

Nov 11 • Ryan Peterson

2

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

1

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

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

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

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

1

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

1