Post by Christina Farr

The easy money is gone. In 2026, employers and health plans aren't buying digital health because it's innovative—they're buying because it delivers measurable financial outcomes. On this week's Lifers, Pelago CEO Yusuf Sherwani, M.D. breaks down what it actually takes to build an enduring healthcare business in today's market. We discuss: • Why healthcare is still a relationship business and why your next enterprise contract is more likely to be won over a steak dinner than a cold outbound email. • Why employers now expect at least a 1.5x ROI within 12 months before renewing a contract. • How Pelago built an outcomes-based model around one of healthcare's most overlooked cost drivers: substance use disorder. • Why generic AI isn't enough and what responsible AI deployment looks like in high-stakes clinical care. If you're a founder selling into health systems, employers, or payers, or an executive evaluating the next generation of healthcare technology, this conversation offers a candid look at where the market is headed. Watch the full episode on YouTube or listen wherever you get your podcasts. What's changed most in your enterprise sales conversations over the past 12 months? #DigitalHealth #HealthcareInnovation #HealthTech #ValueBasedCare #HealthcareLeadership