The HealthTech sector continues to grow, with thousands of new startups entering the space each year. These companies offer digital health solutions ranging from AI diagnostics to wearable devices and connected platforms. However, most startups lack the internal capacity to bring these innovations to market alone.
According to the report, 61% of HealthTech startups expect to seek external support in the next 1–2 years. Of those, 84% need help across multiple areas, not just one-off services. With 93% of these companies employing fewer than 50 people, outsourcing is more than a convenience, it's a necessity.
Services in Demand The report identifies the most in-demand services among HealthTech companies: => Business Services (57%): Startups are looking for help with fundraising, go-to-market strategies, marketing, and sales. Many of these companies are funded and focused on scaling. => Medical Expertise (35%): Startups often need clinicians, scientific advisors, and medical writers to validate products and communicate with healthcare stakeholders. => Technical Services (27%): With few in-house developers, startups rely on external teams for app development, integration, and optimization. => Legal & Regulatory Support (25%): Complex global health regulations drive demand for compliance experts who can assist with FDA, MDR, and HIPAA requirements. ** **
HealthTech Startup Profiles The report also outlines distinct types of HealthTech companies, helping service providers better target their outreach: => Business Service Seekers: Early-stage, often investor-backed, and focused on scaling operations. => Medical Expertise Seekers: Usually experienced founders needing clinical validation and guidance. => Technical Service Seekers: Resource-constrained but entrepreneurially driven. => Regulatory Seekers: Typically larger founding teams targeting clinical customers but not yet generating revenue. Why This Is a High-Potential Market Several factors make the HealthTech services market especially attractive: => Large Customer Base: The global startup pool is vast. => High Barriers to Entry: Regulatory demands ensure ongoing need for expert support. => Experienced Founders: Over half of startups are led by serial entrepreneurs, more open to partnerships. => Continual Growth: Most are still building core functions, driving long-term demand for services. ** **
Adapting Sales Strategies To succeed, service providers must go beyond traditional sales methods. The report outlines eight key sales strategies, including: => Value-based bundling => Outcome-oriented pricing => Flexible collaboration models => Service-for-equity opportunities
These new sales approach allows providers to meet HealthTech startups where they are financially, strategically, and operationally, making partnerships more likely to succeed.
Service providers must tailor their sales strategies and value propositions to effectively tap into the growing service market within the HealthTech sector. Download the full report for more details here