Description
Why African healthtech succeeds (and why most founders fail) is rarely about better code — it’s about converting trust into contracts. This practical, founder-first playbook teaches clinicians, medtech founders, and GTM leaders how to sell complex healthcare solutions into hospitals, clinics, NGOs, and ministries across Africa — and how to scale those wins into sustainable enterprise revenue.
Inside you’ll find compact, field-tested frameworks and templates for every stage of the founder-led journey:
• Define the right customer: ICPs, account selection, and buying-committee maps tailored to African procurement and donor cycles.
• Outreach that works: short, compliant messaging and multi-channel cadences proven to cut through clinician inboxes and busy procurement schedules.
• Pilots that convert: pilot design, KPIs, reporting templates and the playbook to turn short trials into long-term contracts.
• Pricing, negotiation and unit economics: protect your margins while winning deals with pragmatic concession ladders and pricing models that fit low-resource settings.
• Onboarding and scale: founder-led playbooks, 1-week onboarding sprints, micro-trainings, and hiring templates for your first GTM hires.
• Evidence, compliance and procurement readiness: one-page evidence summaries, DPIA/BAA checklists, and RFP response shortcuts.
• Growth loops: referral, CME and partner strategies that unlock low-cost adoption across networks and professional societies.
This book is intensely practical: every chapter includes templates, sample emails, scripts, checklists and assignments so you can act immediately. Field examples and case studies—drawn from East, West and Southern Africa—show how local credibility, partnerships and ethical relationship-building close deals where cold outreach cannot.
Who this book is for
• Founder-CEOs of medtech and digital health startups in Africa and the Global South.
• Clinical champions and product owners who must prove value inside hospitals.
• Sales leaders and operators building low-cost, high-trust channels into enterprise healthcare.
How this book helps you
• Save months of trial-and-error by using founder-tested sequences and templates.
• Turn pilots into contracts with measurable KPIs and conversion triggers.
• Build GTM muscle that respects local procurement realities while staying investor-ready.
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