Capital Comes First. Sales Channels Close Behind.
When asked what they want from partnerships, two priorities dominate:** ** => Funding (72%) => Commercial partnerships (72%) These aren't vanity metrics, they’re business necessities. Revenue and real-world use beat branding or exposure every time.
Global ranking of partnership priorities: => Funding – 72% => Commercial partnerships – 72% => Pilot programs – 47% => Co-development – 44% => Acceleration/incubation – 40% => Pitch competitions – 35%
Translation: startups chase** traction**, not trophies.
Funding Is About More Than Money
When startups talk about “funding,” they mean **strategic capital **not just checks, but partners who also provide validation and open doors. Funding partnerships are a top priority globally: => EU: 72% => US: 74% => Rest of World: 70%
Startups increasingly seek capital from hospitals, insurers, and digital health firms partners who offer both money and market access.
What Each Stakeholder Should Know
Investors: Be Catalysts, Not Just Capital Startups want investors who can: => Open regulatory and clinical doors => Connect them to payers and pilot sites => Co-invest with healthcare corporates
Supporting commercialization, not just product development, boosts your deal flow and market insight.
Hospitals: Be the First Customer Hospitals offer what startups need most: real-world testing. => 47% of startups globally seek pilot partnerships => 44% want co-development
Hospitals can: => Run structured pilot programs => Provide clinical validation and feedback => Move pilots into procurement pathways Being a launchpad, not just a gatekeeper, creates long-term value for both sides.
Digital Health Companies: Help Startups Scale Digital health firms have distribution, credibility, and market access assets that startups can’t build overnight.
With 57% of startups specifically seeking partnerships with digital health firms, the opportunity is clear. Provide: => White-label or bundled sales options => Integration support (APIs, SDKs) => Joint go-to-market programs
It’s a win-win: access to innovation with minimal risk.
Accelerators: Focus on Outcomes, Not Just Advice 40% of startups still want accelerator support but with higher expectations. Founders want: => Real fundraising intros => Health system access => Product-market fit testing
To stay relevant, accelerators must shift from coaching to connecting, offering tangible business outcomes.
Regional Trends: Same Needs, Local Flavors
The top asks are consistent funding and commercialization, but regional nuances remain: => EU: More demand for pilots and lead generation => US: Focus on commercialization and provider access => RoW: Funding still dominant, with interest in market entry support
The Takeaway: Partnerships = Product-Market Fit
Startups aren’t chasing hype, they want proof points. They value partners who help them validate, iterate, and scale. Here’s what matters most: => Strategic Funding: From partners who bring more than money => Commercial Traction: Distribution and GTM support => Clinical Validation: Pilot programs and co-development
Startups aren’t just looking for a partner, they’re looking for a multiplier.
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