77% of MedTech Startups Don't See Year 10. Here's the Root Cause Nobody Fixes. | Craig Ingram

The Human Connection Podcast · Sep 17, 2026 · 22m

"The sales reps are doing the work that should have been done before the product was launched. I call it rolling a boulder uphill versus rolling a pebble uphill." — Craig T. Ingram

Karl talks with healthcare commercialization strategist Craig Ingram about the single most common — and most expensive — mistake venture-backed MedTech and health tech startups make right after they close a round: hiring a sales team before anyone outside the building has heard of them. Craig breaks down why revenue is a lagging indicator, why "just increase activity" is bad advice, and the five-point framework he…