The Path Forward is Uncharted
Leaders bringing new digital health offerings to market embody ambition and purpose.
They are the builders, the innovators, the pioneers.
Driven to make meaningful change.
It’s not just a job. It’s in their DNA.
They don’t follow paths; they blaze trails.
Trails that must lead to measurable results.
But the journey is never easy.
In healthcare, the complexity is magnified tenfold.
And the burden falls on the leader's shoulders.
Untangling the value exchange (see diagram) to align the interests of those who benefit with those who pay.
Fending off entrenched interests determined to preserve status quo.
Navigating shifting regulations, policies and reimbursement methods.
Competing against time.
Racing toward the next inflection point.
And the next.
Unexpected obstacles arise. Progress stalls.
Even the most capable leaders face this moment.
They are the builders, the innovators, the pioneers.
Driven to make meaningful change.
It’s not just a job. It’s in their DNA.
They don’t follow paths; they blaze trails.
Trails that must lead to measurable results.
But the journey is never easy.
In healthcare, the complexity is magnified tenfold.
And the burden falls on the leader's shoulders.
Untangling the value exchange (see diagram) to align the interests of those who benefit with those who pay.
Fending off entrenched interests determined to preserve status quo.
Navigating shifting regulations, policies and reimbursement methods.
Competing against time.
Racing toward the next inflection point.
And the next.
Unexpected obstacles arise. Progress stalls.
Even the most capable leaders face this moment.
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The Pipeline Stalls
Forecasts slip. Deals fall through at the final hour. Sales teams pursue too many different customers—few are a strategic fit. Part of the problem is each current customer bought for different reasons, valuing different features. |
A common pitfall is relying on reseller partnerships too early, before a repeatable sales motion is in place. This often leads to more activity than results—low win rates, low-margin deals, and little progress in strengthening competitive position. At this stage, partners focus on selling their own solution to their ideal customers, not positioning the product for its target market. Reseller partnerships can be valuable later, once the target segment truly wants, needs, and is willing to pay for the product because it solves an important problem better than other options.
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Marketing Spends, But Deals Don’t Close
Campaigns launch. Engagement looks strong, but revenue doesn’t follow.
The story isn’t breaking through. It fails to create urgency or drive adoption.
Without clarity on what drives urgency, communications shift between industry trends and feature descriptions. Buyers are left unsure why they need to act now.
Competitors with weaker products win deals because they tell a clearer, more compelling story.
Referrals Are Hard to Come By
Customers like the product, but they don’t introduce others to it.
They use it, but they don’t have a strong success story to tell.
Their engagement isn’t growing, and revenue from existing accounts remains stagnant.
Churn creeps in. It’s not catastrophic, but it’s enough to stall momentum.
High-cost new deals replace lost ones, rather than compounding growth.
Misalignment on Priorities Is Slowing Growth
Departments are out of sync, moving in slightly different directions.
The misalignment isn’t dramatic, but it’s enough to slow everything down.
Executives can’t pinpoint what’s driving success or what’s holding them back because they lack clear insight into the real growth levers.
Without the right data, teams react to problems instead of preventing them.
Without a Clear MVP, Execution Loses Focus
The roadmap is shaped by the loudest customers and biggest deals.
New features follow the latest tech trends but miss what drives real business impact.
Resources are stretched thin. The product evolves, but without reinforcing a scalable base of customers with similar needs and buying patterns.
It doesn’t have to be this way.
You have a choice.
Campaigns launch. Engagement looks strong, but revenue doesn’t follow.
The story isn’t breaking through. It fails to create urgency or drive adoption.
Without clarity on what drives urgency, communications shift between industry trends and feature descriptions. Buyers are left unsure why they need to act now.
Competitors with weaker products win deals because they tell a clearer, more compelling story.
Referrals Are Hard to Come By
Customers like the product, but they don’t introduce others to it.
They use it, but they don’t have a strong success story to tell.
Their engagement isn’t growing, and revenue from existing accounts remains stagnant.
Churn creeps in. It’s not catastrophic, but it’s enough to stall momentum.
High-cost new deals replace lost ones, rather than compounding growth.
Misalignment on Priorities Is Slowing Growth
Departments are out of sync, moving in slightly different directions.
The misalignment isn’t dramatic, but it’s enough to slow everything down.
Executives can’t pinpoint what’s driving success or what’s holding them back because they lack clear insight into the real growth levers.
Without the right data, teams react to problems instead of preventing them.
Without a Clear MVP, Execution Loses Focus
The roadmap is shaped by the loudest customers and biggest deals.
New features follow the latest tech trends but miss what drives real business impact.
Resources are stretched thin. The product evolves, but without reinforcing a scalable base of customers with similar needs and buying patterns.
It doesn’t have to be this way.
You have a choice.
Growing New Digital Health Businesses
Pangea is led by Dan Sougstad, an experienced digital health growth consultant who personally leads every engagement, ensuring hands-on strategy and execution. Engagements have propelled over a dozen digital health solutions across all stages of growth, from ideation to achieving product-market fit and scaling to market leadership. When necessary, a trusted network of consultants expands capacity, extends capabilities, and meets each client’s specific needs.
This approach is grounded in continuous learning from modern technology and academic leaders while applying best-practice frameworks, tailored to fit each unique situation, through hands-on execution in real-world environments.
With a deep focus on healthcare, Pangea understands the ecosystem’s complexity—how industry trends, competition, and inertia shape adoption behavior and opportunities for growth.
Over the years, engagements have included building and launching new products, securing funding for well-crafted business plans, scaling diverse business models (B2B, B2B2C, and digital platforms), launching growth-driving subsidiaries, and forging strategic alliances with technology giants. Scalable operating models have been built, organizations have grown from five to 300 people, and after establishing market leadership, plans have been built to to expand the total addressable market.
But success is never a solo effort.
Pangea works alongside leaders and their teams—unlocking the power of perspectives, building shared vision, and aligning execution to strategic outcomes.
This combination of deep healthcare expertise, proven growth practices, and a collaborative approach ensures measurable results at every stage of your growth.
This approach is grounded in continuous learning from modern technology and academic leaders while applying best-practice frameworks, tailored to fit each unique situation, through hands-on execution in real-world environments.
With a deep focus on healthcare, Pangea understands the ecosystem’s complexity—how industry trends, competition, and inertia shape adoption behavior and opportunities for growth.
Over the years, engagements have included building and launching new products, securing funding for well-crafted business plans, scaling diverse business models (B2B, B2B2C, and digital platforms), launching growth-driving subsidiaries, and forging strategic alliances with technology giants. Scalable operating models have been built, organizations have grown from five to 300 people, and after establishing market leadership, plans have been built to to expand the total addressable market.
But success is never a solo effort.
Pangea works alongside leaders and their teams—unlocking the power of perspectives, building shared vision, and aligning execution to strategic outcomes.
This combination of deep healthcare expertise, proven growth practices, and a collaborative approach ensures measurable results at every stage of your growth.
Clients Served
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