Category 2: Reimbursement Path (How It Gets Paid) [We have a reimbursement strategy covering coding, coverage, and payment ("three-legged stool").]

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Commercialization Readiness Checklist

Can you tell your story clearly and simply to engage both clinical and operational leaders?

Can you pinpoint the real friction your solution creates, the workflows it disrupts, and and the people it affects?

Does your messaging openly address this friction and risk while creating urgency and demonstrating value?

Does your messaging address each stakeholder’s role-specific and personal priorities to motivate their buy-in?

Does your story clearly answer ‘Why now?’ and ‘Why you?’ using the buyer’s own perspective?

Positioning & Messaging Clarity


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Are you going beyond your champion to engage the overlooked stakeholders who can stall adoption, and designing the pilot to win them over from the start?

Does the pilot drive a purchase decision rather than only proving clinical feasibility?

Have you mapped what each stakeholder must see, hear, or believe to say yes, regardless of budget control?

Do you engage champions, blockers, and influencers early enough to shape the pilot rather than just review it?

Do you know how success will be measured internally and who needs to see that proof to approve expansion?

Have you aligned reimbursement pathways and billing codes early enough to remove budget objections?”

Have you identified and addressed key concerns about adoption and implementation?

Does your buyer trust that you will provide support beyond the pilot and take responsibility for the rollout?

If the pilot ended tomorrow, would buyers have what they need to approve or still be chasing alignment?

Do you leverage your founder or executive title to engage senior stakeholders and create executive alignment beyond clinical excitement?

Does your sales motion speak to stakeholders who care, can decide, and understand how, with materials supporting each role?

Do your champions have the right content, case studies, ROI summaries, executive one-pagers, to win internal support without you in the room?”

Do you have a VAC-ready evidence package that buyers can take forward without building it themselves

As a founder or early commercial hire, do you instill confidence that your organization will manage training, support, and workflow changes during and after the pilot?

Section 3: Founder-Led Sales Motion


Can you demonstrate traction, repeatability, and implementation readiness in a way that builds investor confidence in your GTM engine?

Does your CRM reflect the way hospitals actually buy, tracking the path from pilot to VAC to purchase, and every stakeholder along the way?

Does you CRM clearly show where pilots and opportunities stall (VAC delays, reimbursement gaps, budget freezes, or operational pushback)  and what unblocks them?

Can your board see a repeatable GTM model that accounts for VAC, budget, and friction, beyond founder heroics?

Do you have a repeatable way to move beyond warm pilots showing investors how adoption can scale through outbound campaigns or partner networks?

Section 4: Investor Infrastructure & Proof


Do you take ownership of the change your solution creates and clearly explain how you will support buyers through workflow, training, and resourcing?

Have you equipped your champion to explain rollout details (time, people, systems, budget) so they don’t sell it alone?

Do you set post-pilot expectations early so your buyer understands expansion requirements and avoids surprises?

Do you know who will own your product after the pilot, and have you helped them understand what ownership involves?

Can you show how your product’s adoption will be measured internally and identify who must see that data to approve expansion?

Commercialization Readiness Checklist

Section 1: Positioning & Messaging Clarity