Start Here: What Are You Trying to Solve?
Welcome to Upward Growth - a publication for health tech vendors navigating the messy, complex reality of selling into health plans.
If you’re here, you’re probably:
A founder or GTM leader trying to get health plans to actually engage
A commercial lead with strong tech but stalled sales
A health tech exec tired of long cycles, soft positioning, and unclear buyer signals
You won’t find theory here. No vague “frameworks,” no copy-paste playbooks from SaaS blogs. Just straight talk about what works—and what doesn’t—when you're trying to win enterprise health plan deals.
I publish one short article every Tuesday, always focused on real-world selling, positioning, and growth in the health tech space.
If you’re new here, the best way to get started is to pick a topic that matches where you’re stuck. Below are curated reading paths - each one tied to a different challenge vendors face when trying to grow in this space.
🧠 Messaging
Clarify your value prop.
Speak your buyer’s language.
Stop sounding like every other vendor.
These posts help you tighten what you're saying so health plans actually get it.
🛠 Sales Process
Get past the first call.
Build momentum.
Navigate health plan complexity.
Tactical moves that help you turn interest into real momentum and actual next steps.
🏥 Health Plan Sales
What health plans actually care about.
What slows down your deal.
What buyers won’t tell you, but should.
These dig into the messy internal mechanics of health plan buying behavior straight from the field.
📈 Growth Strategy
What smart vendors are doing.
What’s working in the market.
How to pick your next move.
For execs deciding what to do next and tired of wasting time on strategies that don’t move the needle.
Unlocking Growth in 2025: 5 Healthcare Trends to Watch and Act On
From Volume to Value: The Value-Based Care Shift in Healthcare
👋 Who Am I, and Why Listen?
I help health tech vendors grow by landing and expanding partnerships with health plans. I've closed seven-figure deals, coached executive teams, and helped vendors turn muddled positioning into decisive revenue.
What I Do & Who I Help → or say hi on LinkedIn - always open to a good conversation.