A founder selling into a health system does not lose on product alone. The buying committee may meet quarterly, the security review may take eleven weeks, and the budget line may already be spent. Capital prices those facts at the start instead of discovering them in month nine.
The firm forms theses, then looks for founders and companies already working on them. Founder conversations, traction, distribution, customer access, and operating capability are evidence. If somebody else is farther along or better positioned, backing that team is a better decision than recreating the work.
With a founder building on AI, we start by asking which entirely new forms of work the company makes possible. A product that makes an existing job faster competes with every other tool shaving the same minutes, and the savings get handed to the buyer at renewal. A company that reimagines care itself, using AI, devices, remote care, and new operating models, and then owns or partners in delivering that care, gets priced against the value of the new function. That is what we underwrite.
Reading these makes the first call shorter, because our evidence standard is already on the page.
Bring the test that already ran, the buyer who already paid, and the condition that would end the position. That is enough for a first conversation.