HealthTech buyers tightening budgets, demanding ROI
New market notes show digital health startups still shine (HealthTech 250), but C-suite buyers plan to trim IT investments and demand clearer ROI and operational proof before buying. That means RCM and claims vendors must prove measurable cash-flow and denials impact, not just product roadmaps. ( )
Sage Growth Partners surveyed 101 hospital and health‑system C‑suite leaders for its Health IT Purchasing Forecast and found 41% expect capital investments to be reduced in 2026–2027 while only 5% expect a 20% increase. (sage-growth.com)) The same Sage analysis shows 46% of C‑suites now prioritize funding for new markets or revenue streams (up from 34% in 2023), 40% list patient acquisition as a top priority, and 40% are investing in patient engagement technologies. (sage-growth.com)) Sage reports a sharp rise in AI prioritization—57% of surveyed C‑suite leaders rank AI‑based clinical solutions as a top two‑year technology initiative (up from 19% in 2023) and 29% place AI‑based administrative solutions in their top five initiatives. (sage-growth.com)) Galen Growth’s HealthTech 250 signals a funding and product‑maturity shift: HT250 ventures raised roughly $1.6 billion in 2025 and the U.S. cohort lists 75 early‑stage digital health startups (data as of Feb. 1, 2026) emphasizing clinical evidence and operational utility. (galengrowth.com)) Multiple RCM‑focused industry surveys show payer behavior and denials are top provider risks in 2026: one RCM leader survey cited frequent payer adjudication changes (48%) and denials volume/complexity (45%) as primary revenue threats, with denials discussed at the executive level in 36% of organizations. (revenuecycleadvisor.com)) Sage explicitly states C‑suites are asking vendors to demonstrate cost‑savings to CFOs and align digital strategies with financial goals, and Galen Growth warns “evidence signals are back in focus” and that infrastructure vendors are gaining ground—creating procurement pressure for short pilots, quantifiable KPIs (days‑in‑AR, denial rate, net cash collections), and commercial terms tied to measurable outcomes. (sage-growth.com))
