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Follow pilot successes with a feasible plan to scale, finding common ground across target markets or clients as natural places for initial extensions
Extending the partnership with increased market scale can be the true test; sensible plans require discretion and transparency from both parties
SCALE SENSIBLY
SCALE SENSIBLY
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Cultures between incumbents and innovators are inherently different… strong alignment on common goals is necessary to push through problems when they arise
Challenging the status quo will be just that, challenging; both parties need to be committed to helping manage through each other’s pain points
CO-MANAGE ADVERSITY
CO-MANAGE ADVERSITY
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Incumbents often pilot using the employee base or employed physicians, reducing market risk and increasing freedom of control to deploy the solution
Aim small, miss small: have near-term goals and feasible pilots in order to test the solution and strengthen the relationship
PILOT PURPOSEFULLY
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PILOT PURPOSEFULLY
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Identify potential roadblocks that will reduce your innovator's ability to move fast
Evaluate how well your organization dovetails with the proposed partner and which resources the new joint venture can borrow
ASSESS STRENGTHS AND POTENTIAL ROADBLOCK
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ASSESS STRENGTHS AND POTENTIAL ROADBLOCKS
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Innovation challenges norms and requires strong champions... if leadership is not involved, the solution either isn’t truly innovative or isn’t positioned for success
To truly innovate, partners must be invested to achieve aligned and mutually beneficial goals; this requires a strategic partnership, not a traditional vendor relationship
BUILD A STRATEGIC PARTNERSHIP
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BUILD A STRATEGIC PARTNERSHIP
Incumbents and innovators partnering to accelerate change