Go From Pilot to Paid: Start with a Free GTM Diagnostic

Chris St-Amour
Oct 14
2 min read

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/security—and they adjudicate both clinical evidence and financial impact. If your go‑to‑market doesn’t speak that language, great pilots sit in limbo. symplr

Why this matters right now

Hospitals remain financially constrained, which raises the bar for new tech approval and contracting. That pressure forces harder trade‑offs and more rigorous scrutiny of clinical, operational, and economic value—especially where a new purchase isn’t already in-plan. American Hospital Association

What the Free GTM Diagnostic delivers

In two working sessions (plus a rapid review of your current materials), you’ll get:

Buyer Map & Stakeholder Strategy A hospital‑specific map of who weighs in and why—clinicians, supply chain/value analysis, finance, risk, and IT—so your outreach and proof are sequenced the way committees decide. symplr+1
Pilot-to-Paid Readiness Score A pragmatic read on whether your current proof package would survive VAC review: clinical evidence, safety, workflow fit, total cost of care, and implementation plan. (Value analysis teams explicitly look for structured, evidence‑based documentation on safety, efficacy, and projected economic impact.) ScienceDirect
Reimbursement & Budget Pathfinding A quick assessment of your near‑term reimbursement leverage points—e.g., inpatient NTAP (New Technology Add‑On Payment) or outpatient device pass‑through under OPPS—and what’s feasible for your customers in the next budget cycle. (NTAP/OPPS pass‑through are CMS mechanisms that can materially influence hospital adoption during early market years.) Centers for Medicare & Medicaid Services+2Centers for Medicare & Medicaid Services+2
GPO Implications (If Relevant) Practical guidance on when GPO contracting becomes a gating factor and when local agreements can carry you; most U.S. hospitals contract with a GPO in some form, which can shape pricing, access, and credibility. OUP Academic
90‑Day Action Plan A punch‑list of the minimum moves that unlock contracting momentum: success metrics to track in pilots, the evidence elements missing from your “VAC Pack,” and the next three conversations to run inside your accounts. symplr

What to expect (one week)

Intake & materials review → current pilots, outcomes, pricing logic, references.
Working session (60–75 min) → gaps vs. VAC criteria, budget paths, stakeholder map.
Readout → Pilot‑to‑Paid Readiness Score + 90‑day plan + next meetings to set.