→ Build better, Explain easier, Sell faster & Resist competition**
<aside> 🛠️ Build a good product
<aside> 🗨️ Explain your business & Ecosystem to your partners
<aside> 🤑 Build a sales process that covers all stakeholders
<aside> 🆘 If you want my help to do it, feel free to book some time in my calendar.
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Every stakeholder involved will need to make an effort to change their practices.
They all have different concerns → They will all be impacted positively or negatively.
Directly using the product or indirectly impacted by it.
Here’s a quick look at the different parties involved and who they impact
The idea is to start from key stakeholders in healthcare and the possible impacts on each of them.
| Stakeholder | Description | Example | Party |
|---|---|---|---|
| User or Beneficiary | The person using the service or benefiting from it. |
This person does not necessarily has any choice in using the product or not. The beneficiary is often the patient, but you can find other beneficiaries, you have to look for the startup focus.
Sometimes, the main beneficiaries of a technology can be healthcare professionals.
eg : Nurses impacted by a hospital productivity tool. | Patient, Nurse, HCP, … | Person | | Prescriber | The person deciding to use the service.
Usually it will be a HCP but it can be the patient for B2C self-service products, or the patient family for apps targeting the elderly.
Decision makers can definitely be numerous.
e.g. The patient family is worried and investigates solution → They ask the doctor for his opinion who recommends using a specific service.
Thus the doctor & the patient family are decision makers.
Always consider the opinion of doctors here. | HCP, Pharmacist, Nurse manager, HR, Doctor, dentist, physio, pharmacist, hospital manager … | Person | | Provider | The institution / department enabling the technical/ practical deployment of the solution.
Providers refer to healthcare organizations or institutions that deliver medical services to patients, such as hospitals, clinics, or telemedicine companies.
To identify providers, search for any mentions of collaborations, partnerships, or integrations with healthcare facilities on the startup's website or in their pitch deck. Look for indications that the startup's solution is designed to be used by healthcare providers or that it streamlines healthcare delivery processes. | Hospitals, Clinic, Pharmacy, Lab, …
Department: IT, Purchase & Procurement, … | Institution | | Payer | The group that will pay for the service
It can be insurance or any of the parties listed in the other rows.
To identify payers, search for references to reimbursement models, partnerships with insurance providers, or any indications that the startup's solution helps reduce costs or improve the efficiency of healthcare payment processes. What is the focus of the company, B2C, B2B? | Insurance (public, private), Hospital, Patient, HCP, … | Institution or Person | | Medical Industry | The medical industry category refers to stakeholders from the broader healthcare sector, including pharmaceutical companies, medical device manufacturers, or research institutions that would be impacted.
This can be to enable Clinical trials, sell data, access API, distribute the product, be sold as accessory, …
To identify stakeholders in the medical industry → Look for partnerships or collaborations with established healthcare organizations, mentions of research collaborations, or any indications that the product complements existing medical technologies or treatments. | Medical Software providers, Medical device or pharma providers, research institutions, …
Rarely empty | Institution | | Other industry | Health is entering every aspect of businesses from supermarkets to HR especially around the topics of prevention, to help patients make lifestyle changes for example.
If the business wants to integrate the mass market or is active in prevention, continuous monitoring, this is usually interesting.
This Identifying this category of stakeholders is often subtle because they are often not mentioned in the pitch deck or website of the startup. It is most of the time actors that are indirectly impacted by the startup. | Can be empty | Institution |
The impact can be positive, negative or neutral (having no impact on a given stakeholder).
From there, we want to understand how much they consider the problem their own.
To do so just put a number between 1 and 5 (not applicable if neutral)
<aside> ❓ Is this my problem?
It’s the fault of [Other stakeholder]
Following me it should be organised by [Other stakeholder]
We don’t have the budget for that, it should be paid by [Other stakeholder]
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Many problems in healthcare are due to the system architecture, no single stakeholder can change the system.
It is critical to understand this and recognize it.
Once you identify such a problem, break it down and see who has what interest/responsibility in solving it.