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The Pilot Conversion Handbook
From Pilot to Paid: Turning Proof into Revenue in U.S. Hospitals Executive Summary — The Pilot-to-Paid Mandate Regulatory clearance is only the first battle .Winning reimbursement, budget approval, and multi-site adoption is the war . For MedTech and digital health teams, pilots often feel like traction. In reality, they’re a fork in the road: one path becomes repeatable revenue; the other becomes a Traction Mirage — activity without conversion. Across MedTech, most pilots n
Chris St-Amour
Oct 205 min read


Go From Pilot to Paid: Start with a Free GTM Diagnostic
You proved clinical value. Now it’s time to turn pilots into revenue. Pathova’s Free GTM Diagnostic is a short, high‑signal engagement that pressure‑tests your commercialization plan against how hospitals actually buy: multi‑stakeholder value analysis, budget windows, reimbursement realities, and (often) GPO contracting. Value Analysis Committees (VACs) are multidisciplinary by design—typically spanning physicians, nursing, supply chain, finance, risk/regulatory, and IT/se
Chris St-Amour
Oct 142 min read


From Pilot Purgatory to Paid: A practical case study in multi-stakeholder access and VAC-ready proof
Confidentiality Notice All company names, individual identities, and specific details in this case study have been anonymized or fictionalized to protect client confidentiality. This composite narrative reflects real challenges commonly faced by MedTech startups advancing from pilots to paid contracts. The goal: deliver practical, actionable lessons for MedTech founders and teams. TL;DR Outcomes 2 system‑level contracts signed — first paid agreements 31% pilot‑to‑contract con
Chris St-Amour
Sep 185 min read


Why Proof ≠ Revenue in MedTech (and how to close the gap)
Regulatory clearance and strong clinical data are necessary—but not sufficient. Hospitals buy through multidisciplinary committees that weigh clinical value and operational, safety, and budget impact, often via a formal value‑analysis process. Evidence consistently shows that device purchasing is a team sport that balances technical, financial, safety, and clinical requirements—user trials and hospital‑based HTA included. If your go‑to‑market assumes “good study → fast adopt
Chris St-Amour
Jul 152 min read


Pilot Purgatory Math: The Cost of Non‑Conversion for Founders
Pilots are meant to de‑risk adoption. Too often they defer it. Inside hospitals, new products face an evaluative process that weighs clinical outcomes, safety, workflow, and cost. That complexity—spread across clinicians, supply chain/value analysis, finance, and IT—explains why otherwise successful pilots can stall in “committee land.” Research underscores the multidisciplinary reality and the need for strong, decision‑grade evidence to move from trial to purchase. BMJ Op
Chris St-Amour
Jun 102 min read


You’re the First Commercial Hire. No Wonder It Feels Impossible.
Every early commercial hire in MedTech knows this feeling: overwhelmed and pulled in every direction, expected to close deals while simultaneously building the commercialization systems you desperately need. You’re running back-to-back demos, chasing pilots that weren’t designed for success, wrestling with procurement, finance, and reimbursement questions. Every time you try to step back and build structure, another urgent issue demands your attention. Founders feel it too. I
Chris St-Amour
May 273 min read


Pilot Purgatory: Why 70% of MedTech Pilots Never Convert
The Hidden Graveyard of MedTech Innovation Regulatory clearance. Clinical validation. A few promising pilots. It feels like momentum — until it isn’t. Nearly 70% of MedTech and digital health pilots never convert to paid contracts. They stall in a limbo we call Pilot Purgatory : proof without revenue, interest without adoption, champions without contracts. For founders, Pilot Purgatory isn’t just frustrating. It’s existential. Every delayed conversion drains capital, credibi
Chris St-Amour
May 66 min read


From Pilot-to-Paid: The Readiness Checklist for MedTech Founders
This isn’t just a self-assessment; it’s the first step in our GTM Diagnostic, a tool designed to provide clarity and actionable insights. Use it to demonstrate to customers and investors that you’re building a dependable, measurable process, not just a prototype.
Chris St-Amour
Apr 234 min read


Are you Really Ready to Commercialize?
Regulatory Clearance ≠ Market Readiness For most MedTech innovators, FDA approval or strong clinical validation feels like the finish line. In reality, it’s just the starting gun. You’ve proven your science works, but that doesn’t mean your business will scale. This is the gap too many companies miss. It’s why so many MedTech startups stall after a few impressive pilots. The Hidden Gap Between Proof and Revenue Regulatory approval means you can sell. It doesn’t mean customers
Chris St-Amour
Apr 14 min read


Blind Spots in MedTech Commercialization: Navigating the Pilot-to-Paid Journey and Escaping Pilot Purgatory
Regulatory approval is a milestone worth celebrating. Pilots showing strong clinical value are significant achievements. Yet, for most MedTech founders, these victories lead to a sobering reality: stalled traction, investor pressure, and a pipeline of pilots that never convert.
Chris St-Amour
Mar 79 min read
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