Medumo Blog 5 Lessons on Moving from Pilots to Sales

Chicken or the Egg?New digital health startups often face the same dilemma: selling a product that few clients (if any) have used despite the full weight of a highly-qualified team and investors behind it. Often times, startups may give away their product for free in the form of a “pilot study” to get validation and justification for a paying relationship down the road. Without a new startup’s ability to prove efficacy, a health system that is considering adoption of the technology must be