The Authenticx Playbook: How to Sell AI to Enterprise Healthcare

The Authenticx Playbook: How to Sell AI to Enterprise Healthcare

Healthcare’s administrative burden has reached a breaking point. With billions of customer service conversations happening daily, healthcare organizations are drowning in unstructured data while struggling to improve patient outcomes.

In a recent episode of Category Visionaries, Authenticx CEO Amy Brown shared how they’re selling AI solutions into this complex market, offering valuable insights for founders targeting enterprise healthcare.

Understanding the Core Problem

The healthcare challenge isn’t just technical – it’s systemic. “The US healthcare system is the poorest performing from an administrative cost perspective in the world,” Amy explains. “Costs the most, and it’s a contributing factor to our also not great healthcare outcomes.”

This understanding shaped Authenticx’s sales approach. Rather than leading with AI capabilities, they focus on a specific pain point: “The problem is that there’s about a billion customer service conversations that happen across the US every day. And those inbound customer service conversations are coming from the voice of consumers who are in desperate need of help and assistance.”

Selling to Business Leaders, Not Tech Buyers

Even before the AI boom, Authenticx took a distinctive approach to market education. “We fell into the business buyer, not so much the tech buyer in the enterprises we sell to,” Amy notes. “We had to use different language to describe AI capabilities. We needed to use analogies, we needed to use other language that could help connect really to the use case and what the business leader was looking to get out of AI.”

This experience came from Amy’s own background in healthcare operations. As a former COO, she saw the disconnect: “I had the C suite always asking, how do we get our call volume down? How can we lower our headcount in customer service? Meanwhile, we had our marketing and sales team scrambling to figure out, like, how do we get into the heads and minds of our customers.”

Maintaining Credibility in a Hype Cycle

When ChatGPT launched, healthcare executives suddenly started demanding AI solutions. But Authenticx maintained their measured approach. “Our marketing philosophy is really about being the adult in the room, particularly in this AI hype cycle that we’re in,” Amy shares. “We’ve been very intentional about the markets we’re marketing to. We’ve been very honest about what we say our capabilities are.”

This stance wasn’t just marketing – it was essential for healthcare credibility. “That’s just an important part of being a Founder and being able to sleep at night for me,” Amy emphasizes.

Proving Value Through Data

Rather than promising AI magic, Authenticx focuses on concrete business outcomes. They help healthcare leaders “understand the problems in their business that they have control over fixing but aren’t aware of without this technology.”

This approach resonates with healthcare executives who need to justify technology investments. “We utilize proprietary AI machine learning models to listen intently for what the signals are through all of that noise to help healthcare leaders understand the problems in their business.”

Building Trust Through Market Understanding

Their sales strategy starts with active listening. “I try first to start by listening,” Amy explains. At industry conferences, she focuses on understanding “fears, concerns, the promise of AI, the hesitation of AI, the question and skepticism around use case and risks, rewards.”

This understanding shapes their consultative approach: “Making sure that you’re educating your buyer, that you’re staying true to yourself, that you’re taking a consultative approach when a client approaches you and they are asking for A, and you think that there may need to be some revisions or some thoughts around how they get to the business outcome they’re really looking for.”

For founders selling AI into healthcare, Authenticx’s experience offers a crucial lesson: success comes not from pushing technical capabilities, but from deeply understanding healthcare’s systemic challenges and positioning technology as a practical solution to concrete problems.