Andy NearyI help insurance professionals turn brand awareness into business growth.

Your prospects don’t want disruption, they want easy.

20 Dec 2024 · 1 min

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A short excerpt from a YouTube video by Andy Neary discussing healthcare go-to-market and pricing strategies. The speaker argues that only ~1–2% of clients are ready for disruptive changes (e.g., reference-based pricing), so successful approaches keep clients’ existing networks intact, offer a wedge via guaranteed savings, and then expand the solution over time.

Chapters

And there are going to be some organizations that are ready to go to reference based pricing or whatever it is and want that. But it's still, I mean, even in the worst health care cost year ever, it's still like 1 to 2% of clients, you know, that are really ready for those sorts of disruptive things. So what you need to do is, we think is allow them to keep their buka network. And even if they want to stay fully insured, that's great. And then what we like to do is then we're sort of a wedge in the door. So that's the, that's the basic thing we've seen successfully is you get your foot in the door with a little bit of guaranteed savings and then we can really go for gold.