Top Employers Share What Healthcare Startups Need to Know in 2026

As enterprise health purchasers face volatile medical cost trends and tightening operational margins, the standard vendor pitch of "improved clinical efficiency" is no longer enough to win corporate budget approval. This premium Second Opinion session moves past high-level market generalities to dissect the actual procurement mechanics, underwriting criteria, and implementation hurdles used by Fortune 100 employers and major health systems alike. Led by Nilay Shah, who has sat on both sides of the purchasing equation as the former head of benefits for Delta Air Lines and the current Chief Strategy Officer at Dell Medical School, attendees will gain a clear blueprint for how to survive vendor consolidation and align software solutions with true enterprise capital cycles.

1. Employer Priorities: What Employers Really Care About

What are employers prioritizing when evaluating healthcare solutions today? We’ll look at the clinical, financial, and operational pressures shaping their priorities and where startups can deliver meaningful value.

2. Purchasing Decisions: What Drives Them

How do large employers evaluate healthcare solutions, and what ultimately moves a solution from consideration to purchase? We’ll explore the factors that influence buying decisions, from cost and outcomes to implementation and internal alignment.

3. Startup Outreach: How Employers Want to Be Approached

What is the best way for a healthcare startup to get an employer’s attention? We’ll discuss what makes outreach effective, what buyers want to see early on, and the common mistakes startups should avoid.

4. Trends & ROI: Where Employers Are Seeing Value

Which healthcare solutions are delivering measurable value today, and where are employers becoming more cautious? We’ll examine emerging priorities, expectations around ROI, and where buyers see the strongest opportunities in 2026.