Corti AI’s Product-Market Evolution: Finding the Right Entry Point for Healthcare AI

Corti AI’s Product-Market Evolution: Finding the Right Entry Point for Healthcare AI

Most AI startups dream of transforming entire industries overnight. But in a recent episode of Category Visionaries, Andreas Cleve from Corti AI revealed how they found success by taking a more focused approach, carefully selecting specific use cases that would demonstrate clear value while building trust in their technology.

The Initial Challenge

When Corti started in 2016, healthcare providers weren’t exactly clamoring for ambient AI. As Andreas recalls, “The majority of people was really scared about sort of the Big Brother Hollywood kind of way of thinking about it. Nobody wanted ambient AI in a clinic listening and it felt super Big Brother.”

Instead of trying to overcome this resistance head-on, they looked for places where their technology could solve immediate problems while building trust.

Building a Three-System Approach

Their solution was to break down the clinical workflow into manageable pieces. As Andreas explains, “We have three systems. We have a pre concentration system, we have an in concentration system and we have a post concentration system.” This modular approach allowed healthcare providers to adopt the technology gradually, starting with the parts that felt most comfortable.

Finding the Right Buyer

A key insight was identifying the right decision-maker within healthcare organizations. Andreas notes they target “somebody like a medical director who owns the risk that’s going on in, let’s say, 100,000 phone calls or video calls every year.” By focusing on leaders who felt this operational pain most acutely, they found champions for their technology.

The Quality-First Strategy

Rather than leading with cost savings, Corti positioned their technology around improving care quality. As Andreas explains, “The best paya providers in the world will not just want to cut off 5% of some kind of cost base if they cannot know for certain then it leads to better or ad part quality of care because that’s ultimately the promise that brand makes.”

From Pilot to Scale

This approach has driven impressive growth. “We did eight hundred k first year AR, and from then we’ve been growing several hundred percent per year. Last year we grew 300%. This year we’re hoping to grow still more than 200%,” Andreas shares.

They’ve secured major contracts, including powering “all of Sweden’s medical emergency hotlines,” demonstrating how starting with specific use cases can lead to system-wide adoption.

The Technology Evolution

Their product strategy focused on making technology invisible. Andreas notes, “Technology, as it deflates makes everything cheaper and more accessible, more distributed, also makes or usually becomes more and more invisible.” This principle guided their development of ambient AI that supports rather than disrupts clinical workflows.

Building Trust Through Specificity

Their journey shows how finding product-market fit in healthcare isn’t just about the technology – it’s about understanding the human element. As Andreas puts it, “Everybody who’s doing important work with people, they’re ultimately picking that job, if they are deliberately picking that job, to be that person that helps or is something important to those people.”

Looking Ahead

With this foundation of trust, Corti is now expanding their impact. Their goal is “covering billion patients,” but they’re maintaining their focused approach. As Andreas explains, “The more spectrums, the more kind of parts of healthcare we can help in. From mental health to emergencies, we get more excited.”

For B2B founders introducing new technology in conservative markets, Corti’s experience offers valuable lessons. Instead of trying to revolutionize everything at once, success often comes from finding specific use cases where you can demonstrate clear value while building trust. Sometimes the path to transforming an industry starts with transforming a single workflow.