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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

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

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

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