Navigating Sales to Hospitals: Inside the Buyer’s Mind
Breaking into hospitals is one of the hardest hurdles for medtech startups — but understanding how hospitals actually buy can change everything. In this interactive installment of H2i’s Investment Workshop series, you’ll hear directly from the people on the inside: lawyers who negotiate deals on both sides of the table, and a hospital procurement leader who evaluates new technologies every day.
They’ll pull back the curtain on how purchasing decisions really get made, what makes a startup credible to hospital buyers, and how to move from pilot to paid deployment.
Come ready to ask questions, share challenges, and leave with strategies you can put to work immediately.
Key Takeaways for Founders
Shorten your sales cycle: Walk away with practical tips to accelerate procurement timelines and close more efficiently.
See through the buyer’s lens: Understand how hospitals assess new technologies and what it takes to get a “yes.”
Contract smarter: Learn what slows deals down (and how to avoid it) from lawyers who work with both hospitals and startups.
Build trust faster: Discover how to signal credibility, navigate risk concerns, and turn pilots into long-term partnerships.
Agenda
- 12:00 – 12:10 | Opening remarks and panelist introductions
- 12:10 – 12:55 | Panel discussion
- Eileen McMahon, Chair of the IP and Food and Drug Regulatory Practice, Partner at Torys LLP (Moderator)
- Martin (Marty) Putyra, Director, Corporate Legal Services, The Hospital for Sick Children
- Nick Dimovski, Director, Supply Chain, The Hospital for Sick Children
- Teresa Reguly, IP and Food and Drug Regulatory, Partner at Torys LLP
- Thomas Yeo, Head of Procurement, Partner at Torys LLP
- 12:55 – 1:30 | Audience Q&A Session