For UK HealthTech & MedTech companies
You're having conversations but they're not qualified, and your pipeline is full of deals that will never close
An unqualified pipeline is worse than a thin one. It creates false confidence, wastes sales resource on deals that will never close, and masks the real problem: the commercial motion isn't generating genuine buying intent. An unqualified deal can consume months before it's clear it was never real.
Cost of Inaction
Enter your top-performer and average win rates, average deal size, and number of underperforming reps. The calculator shows the annual revenue lost to an unqualified pipeline.
How it breaks down
- Revenue lost to the win-rate gap£1,650,000
Two minutes, no typing, and I read every one myself.
From Paul
Tell me where that £1,650,000 is coming from, and I'll come back with the three things to fix first.
A few quick questions, about two minutes, and no typing. I read every one myself and reply with the three things costing you most and where I'd start. If it's useful, we talk. If not, you've still got a clear picture.
No obligation, no sales call unless you ask for one, and nothing automated lands in your inbox.
Paul, Solvable
- Forecast is consistently optimistic and consistently wrong
- Deals sit in the same pipeline stage for months
- Budget conversations keep getting deferred
- Clinical champion is engaged but procurement is not
- cost of sales is high relative to closed revenue
- sales team time is consumed by deals that won't close
- Strategic: pipeline data gives false read on commercial health
Frequently asked questions
Why does this problem persist?
Qualification frameworks in healthcare are often borrowed from SaaS or B2B technology without being adapted to the healthcare procurement context. The standard BANT framework (Budget, Authority, Need, Timeline) doesn't work well when budgets are committee-approved, authority is distributed across clinical and operational stakeholders, and timelines are set by NHS procurement cycles rather than buyer urgency.
This is exactly what I do with UK private practices. Answer the few questions above and I'll come back personally with where to start. Paul.