How Startups Can Fight the "Point Solution Fatigue" Argument

Since “point solution fatigue” is now the go-to excuse for rejection, startups need to proactively counter it. Read to find out how.

Make Sure You’re Talking to the Right People 

• I’ve worked inside a payer. There are entire teams dedicated to scanning the market for innovative solutions. If someone tells you “we don’t buy point solutions,” they might not actually be in a position to make that call. 

• Find the business unit leaders who are responsible for Stars ratings, cost savings, risk adjustment, or care management—they are the ones who actually need solutions. 

Frame Your Solution as Part of a Bigger Ecosystem 

• Instead of just selling your product, sell how it fits into the payer’s existing infrastructure. 

• If they already have a care navigation tool, show how your solution integrates with it rather than competing with it. 

Pre-Empt the Integration Concern 

• Show how your solution connects to their existing tech stack. 

• Have API documentation ready. 

• Provide examples of successful collaborations with other vendors. 

Align with Payer-Specific Metrics 

• Don’t just say your solution improves outcomes—tie it to their KPIs. 

• Are they focused on reducing hospital readmissions? Closing gaps in care? Improving CAHPS scores? Prove that your solution does that. 

Leverage Partnerships to Strengthen Your Position 

• If a payer doesn’t want to add another vendor, find a way to bundle yourself with an existing one. 

• Partner with a navigation company, a health plan’s preferred vendor, or a large employer group that already has a payer contract. 

Propose a Small-Scale Pilot with Clear ROI Measurement 

• Instead of asking for a large contract, offer a low-risk pilot. 

• Clearly define what success looks like, and align it with the payer’s goals. 

Flip the Question: Ask What Would Make the Solution Work for Them 

• If a payer says, “We’re not looking at point solutions,” respond with: “We’ve heard this before, and we’ve found ways to address it. What would need to be true for this to be worth evaluating for your team?” 

• This shifts the conversation from a rejection to a negotiation. 

"Point solution fatigue” doesn’t have to be the end of the conversation. In fact, it can be the beginning of a smarter, more strategic sales dialogue, one that shows you understand not just your product, but the payer’s ecosystem, pain points, and procurement reality. The startups that win are those that come prepared to reframe, reposition, and rethink how their solutions are perceived. Get in front of the right stakeholders. Speak their language. Build the bridge to their existing systems and goals. When you do that, you're no longer just another point solution—you’re a partner in solving high-stakes problems.

About Akros Advisory

Akros Advisory helps digital health innovators succeed in complex markets like the payer space. With deep expertise in healthcare strategy, go-to-market execution, and commercial readiness, we guide startups and growth-stage companies through the realities of selling into health plans, health systems, and employer groups. Whether you're navigating procurement, refining your value proposition, or launching a pilot, Akros brings insider perspective and practical frameworks to accelerate traction and close deals that stick.