Many digital tools do not scale or commercialize in the digital health ecosystem. One of the biggest hurdles in the adoption and commercialization is the lack of a clear path. Although many potential buyers of digital health solutions with different business requirements are in the healthcare ecosystem, they have specific buying preferences and evidence requirements. Considering this, it is essential to have specific digital health strategies for effective commercialization.

Challenges in commercializing digital health solutions

Unclear economic value proposition

Different healthcare buyers require evidence of the economic value of digital health solutions. It is a big challenge for health tech companies as they lack existing customers for evidence generation.

Lack of go-to-market strategy

Another challenge faced by digital health organizations is the lack of a go-to-market strategy. They fail to analyze their commercial model and target customers in the healthcare industry.

Valuable ways to commercialize digital health solutions

Integrated evidence plan

New healthcare customers will show trust in innovative digital health solutions when they get enough evidence about its commercial success. Healthcare consulting assists digital health organizations in collecting robust evidence to solve this challenge. It is done through a small pool of existing customers who have tried the solution and randomized clinical trials through clinical trial services. Additionally, digital health companies must integrate evidence generation in the development cycle.

Commercial flexibility

The best way to scale digital health solutions is to try different go-to-market strategies. Healthcare consulting firms aid these companies in adapting and optimizing their product and business models based on market requirements.

Potential target customer segment for digital health solutions

Patients and caregivers

Companies can adopt various strategies to market digital solutions to patients and caregivers. It includes a free version of the health solution for data collection. It can help get direct customer feedback to improve the product and leverage user data at the later stage of the launch of medical devices.

Health plan insurers

Health plan insurers are key customer segments for digital health solutions. Companies need to convince this segment about the need for digital innovation in the market. When there is a medical necessity, the insurer will reimburse prescriptions or utilize an outcome-based provider contract.

Providers

Digital health companies can market their product to providers. The customer segment wants to achieve their health plan targets.

Scalability or commercialization of digital health solutions requires a dynamic approach based on the market demand. Companies rely on strategic advisory from consulting firms to navigate this challenging landscape.