Crack the Code on Selling to Medicare Plans
Medicare sales are unlike any other payer market—navigating between traditional Medicare, Medicare Advantage (MA), and innovative PACE (Program of All-Inclusive Care for the Elderly) centers requires a tailored approach. Selling digital health solutions to Medicare means understanding value-based care, risk-adjustment models, and how to position your solution for MA plans looking to drive Star Ratings and cost savings.
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Join Demi Radeva in this three-session masterclass designed to give you the insider knowledge needed to close Medicare deals and scale effectively.
Session Dates:
Wednesday, March 11
Wednesday, March 25
Wednesday, April 8​
All sessions are from 2:00 - 4:00 PM CST. Recordings will be available after sessions.
What You’ll Learn:
​✅ Understand the differences between traditional Medicare, Medicare Advantage, and PACE programs.
✅ Learn how Medicare x Medicaid "braided funding" unlocks new sales opportunities.
✅ Gain insight into how MA plans choose vendors based on Star Ratings, risk adjustment, and supplemental benefits.
✅ Discover how to structure and sell pilot programs for MA plans and PACE centers.
✅ Navigate CMS regulations, coverage determinations, and prior authorization processes.
✅ Analyze case studies of digital health adoption by leading Medicare plans.
Session I: Pre-Sales – Understanding the Medicare Market​
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Medicare 101: How Medicare is structured and who the key decision-makers are.
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Traditional vs. Medicare Advantage: The differences in funding, contracting, and purchasing behavior.
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PACE Programs: The next frontier in senior care—how to sell into integrated Medicare-Medicaid programs.
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Medicare’s Role in Value-Based Care: Understanding how MA plans make coverage decisions.
Session II: Sales – Closing Deals with Medicare Payers
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Developing Your Medicare Buyer Persona: Selling to MA plans, delegated entities, and PACE centers.
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Engagement Strategies: Positioning your solution within CMS-approved benefits and supplemental coverage.
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Winning Medicare Pilots: Designing pilots that align with quality incentives and Stars improvement.
Session III: Post-Sales – Ensure Long-Term Success​
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Medicare Reimbursement & Risk Adjustment: Navigating capitated payments, risk coding, and reimbursement trends.
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Working with PACE Centers: How dual-eligible funding creates new sales opportunities.
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Regulatory Compliance & Contracting: Avoiding pitfalls in Medicare contracting & CMS oversight.
Why Take This Course?​​​
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Expert Insights: Learn from experts who have closed deals with top Medicare plans.
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Real-World Case Studies: See how digital health solutions have succeeded in Medicare Advantage and PACE markets.
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Actionable Strategies: Work through contracting models, reimbursement strategies, and sales outreach templates.​​
Who Should Enroll?​​​
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Founders and business leaders looking to sell to Medicare Advantage plans or PACE programs
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Sales & BD professionals targeting senior care and value-based models
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Entrepreneurs looking to leverage CMS reimbursement for digital health
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Anyone looking to grow within the fastest-expanding segment of healthcare
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