Too Many Pilots, Not Enough Proof: What Evidence Actually Gets Healthcare to Buy?

Healthcare has no shortage of promising pilots. Across AI, digital health, and medtech, organizations are testing new technologies that demonstrate improvements in engagement, efficiency, clinical workflows, and patient outcomes. Yet many still struggle to make the transition from a successful pilot to widespread adoption, reimbursement, or long-term commercial contracts.

As the market matures, buyers are becoming more demanding about what constitutes meaningful evidence. Clinical outcomes remain important, but organizations are also looking for proof of economic value, workflow impact, scalability, and real-world performance. The challenge is that different stakeholders often require different evidence, and what convinces an investor may not be enough for a payer, employer, pharma company, or healthcare organization.

This raises difficult questions for innovators about how much evidence is enough, when it needs to be generated, and who should pay for it. Traditional approaches such as randomized controlled trials may be appropriate for some technologies, while AI and rapidly evolving digital products can require different approaches to demonstrating value.

This roundtable brings together leaders across payers, pharma, employers, investment, digital health, medtech, and evidence generation to explore what buyers actually need to see before they adopt, reimburse, and scale new healthcare technologies.

Join us to discuss:

• What evidence actually moves a healthcare buyer from interest or pilot to long-term adoption?

• Do AI, digital health, and medtech require different evidence standards from traditional healthcare interventions?

• How should organizations balance clinical evidence with ROI, workflow impact, and real-world outcomes?

• Who should be responsible for generating and funding the evidence needed to move from pilot to scale?