Tandon: Early healthcare startups without distribution will lose to legacy players
Tanay Tandon · How Tanay Tandon is Building a $100 Billion Healthcare AI Company · Sep 3, 2026 · at 12:24
Tanay Tandon, co-founder and CEO of Commure, discusses why healthcare enterprise sales remain relationship-driven and difficult for new founders to crack directly.
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“My recommendation to the early stage founders is, unless you have that distribution advantage, healthcare is still actually a very hard market to get into, and you're better off either working with a larger company or distributing through a larger company or cultivating that relationship somehow, because if you go into it raw, you will lose to the players, the legacy players that have the trust and the distribution, because healthcare isn't really for experimentation.”
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