Our story
We spent 30 years on the vendor side, selling complex medical technology into health systems, navigating buying committees, working through procurement cycles that ran 12 to 24 months, and learning through direct experience what actually moves a deal through a hospital organization.
That experience taught us one thing with unusual clarity: the companies that struggle commercially aren't struggling because their product doesn't work. They're struggling because the knowledge required to sell into hospital procurement, how to structure a business case for a CFO, how to map a VAC committee before walking into the room, how to convert a successful pilot into a signed contract, is almost never systematically built. It lives in one person's head. It doesn't transfer. And the moment that person isn't in the room, the deal stalls.
We built Pathova to solve that specific problem.
Aviv Lubell
Aviv has spent his career selling complex products into hospitals, health systems, and clinical networks. Before Pathova, he spent years navigating the exact challenges our clients face, multi-stakeholder procurement, value analysis committees, and the long road from pilot to paid contract. That experience is what the Pathova Operating System is built on: not theory, but pattern recognition from hundreds of real conversations with the people who actually sign off on purchases.
Chris St-Amour
Chris started at Salesforce before being recruited to join Dialogue, one of Canada's first healthcare unicorns, as a founding AE, specifically for his experience in regulated industries. He went on to serve as VP of Sales for MedTech startups, giving him firsthand exposure to the exact scaling challenges Pathova's clients face. At Pathova, he leads operations and commercialization strategy, turning what works in the field into repeatable systems. If Aviv builds the playbook, Chris makes sure it actually runs.
