A commercial and architectural guide for health-tech founders navigating hospital IT security reviews, procurement committees, and return-on-investment (ROI) models.
Selling clinical software to a hospital involves convincing a diverse committee: the Chief Medical Officer (clinical efficacy), the Chief Information Officer (infrastructure compatibility), the Chief Information Security Officer (HIPAA/cybersecurity risk), and the Chief Financial Officer (reimbursement and ROI).
How to sail through 200-question hospital vendor risk assessments (HECVAT, SIG, CAIQ): providing verified SOC 2 Type II reports, proof of penetration testing, third-party cyber insurance policies, and clear disaster recovery documentation.
Framing software value: demonstrating that clinical AI reduces emergency department length of stay, prevents hospital-acquired complications, or increases radiologist throughput, generating measurable financial returns for the hospital.