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When Do You Know Your Healthcare Product Needs a Pivot?

24, Apr, 2025 | Produt Strategy

Building a healthcare product is a high-stakes journey. Clinical workflows, compliance requirements, slow feedback loops — all of it makes it hard to know: Is this working? Or do we need to change course?

Here are the key questions we ask our clients to help them identify if it's time for a pivot.

❓ Are users engaging beyond the pilot phase?

• Are clinicians using the product regularly?

• Is there a drop-off after onboarding or initial excitement?

• Are your end users finding workarounds instead of relying on your solution?

If the answer is “no” or “not enough,” the product may be solving a surface problem, not a real one.

❓ Is your sales cycle consistently stalling?

• Are you hearing interest but not seeing conversions?

• Do decision-makers struggle to understand the ROI?

• Are multiple meetings leading to nowhere?

A long or inconsistent sales cycle in healthcare often points to misalignment with priorities — time for a value prop or segment pivot.

❓ Is your product always being “customized” for each client?

• Are you building custom features for every sale?

• Are you constantly being asked to integrate with X, Y, Z?

• Does every client need a different version of your platform?

If yes, your product may lack focus or clear positioning — and that’s a signal to revisit your core offering.

❓ Are you stuck between two different customer types?

• Are you unsure whether your primary user is a doctor or a hospital admin?

• Are you juggling too many value stories?

Confusion here is a sign that you need to pivot your target persona, messaging, or even business model.

Are outcomes hard to measure or validate?

• Are you struggling to show impact in real-world use?

• Do you lack data or metrics that resonate with buyers?

• Are clinical validation timelines slowing you down?

In healthcare, proof matters. If you're building something useful but not measurable, you may need to pivot your implementation approach or product design.

❓ Are your investors or advisors raising eyebrows?

• Are you constantly having to explain your TAM?

• Are they suggesting “niche risk” or “market friction”?

• Are conversations focusing more on what's missing than what’s working?

Feedback from seasoned voices is often the earliest sign that a pivot might be needed.

❓ The Pivot Isn’t Failure — It’s Strategy

In healthtech, a pivot might mean:

• Targeting a different user group (nurses instead of doctors)

• Moving from B2C to B2B2C

• Reworking your onboarding or reimbursement approach

• Simplifying your product to its most powerful 20%

At VergePivot, we help you ask the hard questions — and turn those insights into a product path with clarity, traction, and impact.

Are you on the verge of something great — or something that needs to change?
Let’s talk: 👉 srikrishna@vergepivot.com