Accelerate Your Growth in the Healthcare Markets

Drive sustainable and predictable growth in the healthcare sector through data-driven go-to-market strategies. Elaya helps healthcare providers, payers, and HealthTech companies build high-performing, scalable growth engines while ensuring compliance with the sector’s regulatory requirements.


's Commitment to Creating Value

Healthcare providers, payers, and HealthTech companies must balance business growth with strict regulatory requirements. As decision-making cycles lengthen and the number of stakeholders increases, creating value requires a rigorous, data-driven business approach.

Success depends on a structured approach: assessing commercial maturity, rapidly implementing improvement strategies, and building a compliant and scalable growth engine.

Challenges in Health Care

Long and Regulated Decision-Making Processes
The growing number of stakeholders and compliance requirements significantly lengthens sales cycles.
Complexity of the purchasing journey
Decisions that involve clinical, financial, and regulatory decision-makers.
Pressure on Budgets
Payers are becoming increasingly demanding when it comes to demonstrating clinical and economic value.
Lack of structured sales capabilities
Teams that are clinically expert but lack business skills.

Our Support

Go-to-Market Audit
Assess commercial and regulatory maturity to identify growth drivers.
100-Day Acceleration Plan
Rapidly implement priority sales strategies while adhering to industry constraints.
Structuring the Proof of Value
Develop the clinical and economic arguments that decision-makers expect.
Sales Organization
Strengthen trade capacity to support compliant and sustainable growth.

Market Dynamics in the Healthcare Sector

54% of healthcare companies believe their sales cycles are too long to support their growth objectives.
In an industry where clinical and economic data drive every purchasing decision, the top performers are those who steer their growth based on reliable signals. But balancing growth and compliance remains a real challenge.
51%
Sales cycles that are too long
Executives are seeing decision-making cycles grow longer as the number of stakeholders increases.
22%
Insufficient proof of value
Clinical and economic arguments are struggling to convince increasingly demanding buyers.
43%
Not ready to scale
Less than half of sales teams have the capacity to support rapid, compliant growth.
71%
A Lack of Alignment at the Top
Seven out of 10 executives cite a lack of alignment between sales, medical, and regulatory teams as the main obstacle.

Our Healthcare Solutions

Elaya helps you drive effective and compliant business growth. We identify and activate high-impact GTM levers to accelerate your growth, strengthen your proof of value, and build a sustainable and scalable growth engine.
Go-to-Market Audit
Assess your business and regulatory maturity to identify your growth priorities.
Assessment of Commercial Capabilities
Industry Player Benchmark
Mapping the Customer Journey
Identifying Growth Opportunities
Acceleration in 100 Days
Quickly activate the most effective sales levers while adhering to industry constraints.
Identifying quick wins
Sales Cycle Optimization
Structuring the Value Proposition
Accelerating the sales pipeline
Evidence of Clinical and Economic Value
Develop the arguments that clinical, financial, and regulatory decision-makers expect to hear.
Structuring Value Data
Case Study Development
Compliance with Regulatory Requirements
Training Teams on Sales Pitches
Sales Organization
Strengthen your sales capabilities to support compliant and sustainable growth.
Strategy and Sales Organization
Team Organization and Training
Optimization of the Technology Stack
Management and Reporting Systems
Improved Margins
Improve your profitability through pricing and operational efficiency.
Value-Based Pricing Strategies
Sales Productivity Gains
Optimization of Management Structures
Reduction in service costs
Expansion & Scalability
Prepare your organization to support rapid, compliant growth.
Prioritizing Target Markets
Building a Compelling Growth Story
Demonstration of Scalability
Organization Ready for New Funding

Our Growth Stories in Healthcare

These scenarios illustrate real-world results—anonymized and summarized—from several projects conducted with healthcare providers, payers, and HealthTech companies.
Scenario 1

Revitalizing Business Growth

Challenge
A HealthTech company was seeing its sales cycles lengthen as the number of clinical and regulatory stakeholders increased. The challenge: to regain sales momentum without compromising compliance.
Solution
Implementation of a 100-day plan: structuring the value proposition, optimizing the sales cycle, and strengthening customer follow-up.
Result
Sales cycle shortened by 28%, opportunity conversion rate up 32%, and revenue growth increased to 27% per year.
Scenario 2

Go-to-Market Audit Prior to Expansion

Challenge
A healthcare company wanted to ensure a smooth expansion into new markets and assess the maturity of its commercial and regulatory framework.
Solution
Conducting a comprehensive GTM audit: client interviews, analysis of proof of value, and benchmarking of industry players.
Result
Identification of three priority segments and growth potential of 18 M€, with a 100-day roadmap for market entry.
Scenario 3

Structuring the Proof of Value

Challenge
A HealthTech company had a clinically validated solution but was struggling to convince payers of its economic value.
Solution
Developing a clinical and economic value proposition, structuring case studies, and training sales teams.
Result
The conversion rate used by paying agencies has been doubled, and the negotiation cycle has been shortened by 20 percent.
Scenario 4

Commercial Excellence at Scale

Challenge
A healthcare group had several entities facing similar business challenges, but lacked a shared, structured approach.
Solution
Development of a common sales playbook, standardization of performance metrics, and operational support for each entity.
Result
The entities achieved an average growth rate of 24 percent, compared with the initial target of 9 percent, with consistent business performance across the group.

Choose Elaya, your network of Operating Partners who specialize in go-to-market strategies

All of our business experts have proven themselves in demanding environments.
Our consultants are not just theorists, but practitioners who have successfully implemented go-to-market strategies.

Stéphane Amiot

Operating Partner, Healthcare
Stéphane Amiot is a proven Go to Market leader, with solid experience in leading global teams and executing hyper-growth strategies for major SaaS industry leaders. Currently Chairman and CEO of the French subsidiaries of a billion-dollar US software publisher, he has previously held senior positions at Taleo/Oracle, SHL/Gartner, Cornerstone and ICIMS, and is also a Business Angels, investor and Board Member of several French tech start-ups.

Franck Brunet

Operating Partner, Healthcare
Franck Brunet is an Operating Partner specializing in accelerating growth and creating value for B2B companies, with more than 30 years of executive experience in France, Europe, and internationally, notably as the former Group Chief Revenue Officer at Sodexo. He has worked with more than 50 business units in over 30 countries, for companies ranging from a few million to several billion euros in revenue. Today, he advises executives and private equity funds on their go-to-market strategies and value creation plans.
Go to Market Excellence
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