Yoo: Bottom-up B2C2B sales model is playing out in healthcare
Julie Yoo · B2C2B in Digital Health, a founder's playbook · Dec 2, 2021 · at 1:16
Julie Yoo, General Partner at Andreessen Horowitz (a16z Bio), explains how digital health startups are adopting consumer-first, bottom-up go-to-market strategies inspired by B2B software companies.
0:00 / 0:34exact quote · 34.2s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“It's kind of the healthcare version of a trend that we've seen play out in B to B software. So, you know, you might think about Slack or Zoom or Dropbox or these products that you as an individual user can obviously adopt, but then what these companies are then doing is saying, okay, now there's a critical mass of these users and they might all work for the same company. Let's actually parlay that bottoms up motion into an enterprise sale to that company and also potentially introduce More advanced features that are more enterprise grade. And so, you know, that's really the motion that we're seeing play out in healthcare”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Julie Yoo
Yoo: AI task unbundling could nearly double clinical workforce capacity
“So, you know, imagine like almost doubling the capacity of a given clinical labor pool simply by applying some of these unbundling tactics.”
Yoo: Healthcare's lack of SaaS legacy enables faster AI adoption
“One of the dynamics that we believe is driving this rapid adoption cycle of these new AI tools is what we call this kind of leapfrog dynamic, where, you know, healthcare historically has been a laggard with respect to software-based technology. And we've alway…”
Yoo: Healthcare AI will increasingly be sold as digital labor
“We're at a breaking point where the industry needs these solutions, and therefore we're going to see a much higher adoption than we've ever seen before. I think it will come in the form of these super staff. I think we will increasingly see adoption of these A…”
Yoo: AI insurance lawsuits stem from denial speed, not denial rates
“The rate of denials is not going up, it's the speed with which the denials are happening that's going up.”
Yoo: Pandemic accelerates 10-year healthcare modernization trends into 2-3 years
“Now, all of those things were tailwinds that we thought would take 10 years or even longer to play out. But with the current dynamics at play during this pandemic it's more likely that those things will play out in two or three years.”