Form cover
Page 1 of 9

Pilot-to-Paid Scorecard

76% of MedTech startups never find a scalable path to commercialization. Most stall with promising pilots but no revenue.
This scorecard gives you structured insight into:
-Where your GTM foundation is strong. -Where you’re stuck in the Pilot-to-Paid journey. -What to focus on next to move into scalable revenue.
Instructions:
Rate each statement on a scale of 1–5: 1 = No readiness / no understanding 3 = Partial progress, inconsistent, not strategic 5 = Fully ready, documented, repeatable

Category 1: Market & Stakeholder Clarity (The Why & Who)

1
2
3
4
5
We have validated an unmet clinical need with evidence that the current standard of care can be further optimized.
We have defined and prioritized our Ideal Customer Profile as well as the markets and segments most likely to adopt early and generate scalable traction.
We can tell a strategic story that goes beyond clinical proof to demonstrate economic value and system-wide impact.
We clearly understand our competitive landscape, the barriers hospitals face in replacing current solutions (cost, workflow, training, politics), and can articulate why change needs to happen now.
We have mapped all key stakeholders (clinical, financial, administrative, IT, supply chain) and can articulate clinical, operational, and economic benefits in terms that matter to each.
We can clearly explain how our product fits into existing workflows, where it may cause disruption, and how we will mitigate those impacts.