Selling to Medicaid Payers
Selling digital health solutions to Medicaid plans requires a deep understanding of the unique structure, funding mechanisms, and procurement processes that govern state-based programs. Join industry expert Demi Radeva in this three-session masterclass designed to help digital health startups navigate the complexities of selling to Medicaid health plans and state procurement opportunities.
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Through real-world case studies and proven sales strategies, you'll gain actionable insights into Medicaid’s funding models, RFP processes, and state-specific nuances.
Session Dates:
Wednesday, March 6
Wednesday, March 20
Wednesday, April 3​
All sessions are from 2:00 - 4:00 PM CST. Recordings will be available after sessions.
What You’ll Learn:
✅ Gain exclusive insights into Medicaid health plan decision-making and procurement strategies.
✅ Understand RFP calendars and state-based procurement opportunities to expand your sales pipeline.
✅ Learn best practices for structuring pilot programs that align with Medicaid’s priorities.
✅ Explore Medicaid funding mechanisms, including waivers, value-based care, and integrated care models.
✅ Get access to sales templates and engagement techniques that drive payer partnerships.
✅ Analyze case studies from New York, California, and Minnesota to understand regional variations in Medicaid contracting.
Session I: Pre-Sales – Understanding the Medicaid Market​
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Understanding Medicaid Structure: Federal vs. state administration and its impact on procurement.
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Types of Medicaid Payers: Selling to Medicaid managed care organizations (MCOs) vs. working with state Medicaid agencies.
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Procurement Pathways: Learn about open RFPs, sole-source contracts, and Medicaid waivers.
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State-Specific Strategies: Case study deep dive into Medicaid in New York, California, and Minnesota.
Session II: Sales – Navigating the Medicaid Sales Process
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Developing Your Ideal Medicaid Customer Profile: Identifying decision-makers within health plans and agencies.
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Engagement & Outreach: Crafting the right messaging for Medicaid buyers.
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Strategic Sales Planning: Setting revenue goals and tracking state procurement timelines.
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Pilot Program Success: How to align pilot structures with Medicaid value-based purchasing models.
Session III: Post-Sales – Ensure Long-Term Success​
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Medicaid Funding & Reimbursement: Understanding capitation rates, supplemental payments, and waiver-based funding.
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Managing Procurement & Contracts: Compliance considerations when working with Medicaid.
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Scaling & Expansion: Strategies for multi-state Medicaid sales and renewals.
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Forecasting Growth: Tools for projecting enrollment impact and long-term financial sustainability.
Why Take This Course?​​​
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Expert Guidance: Learn from Demi Radeva, former UnitedHealthcare leader.
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Real-World Case Studies: Understand how digital health startups successfully contract with Medicaid plans.
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Interactive Learning: Work through Medicaid RFP processes, state procurement strategies, and sales best practices.
Who Should Enroll?​​​
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Founders and sales leaders of digital health startups
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Business development professionals targeting Medicaid plans
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Entrepreneurs looking to leverage Medicaid RFPs and procurement opportunities
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Anyone interested in understanding state-level digital health adoption trends
Meet Demi Radeva
Demi Radeva, MSc
Payer Expert
BSc, Finance & International Business
MSc, International Health Policy, London School of Economics
Executive Education, Innovation & Entrepreneurship, Stanford​​
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Decade in Strategy, Innovation, Consulting and Business Development
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Mentor of the Year, Techstars
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UnitedHealthcare Accelerator
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Adjunct Professor, Medical Industry Leadership Institute
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Business Advisor, University of Minnesota Venture Center
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Mentor, Minnesota Cup (MN Cup)Former Co-Founder, Digital Health Tech Company (Social Care + Onco)
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Former Director of Strategy & Business Development, UnitedHealthcare