Leadership wants to sell into healthcare, an industry where you have no customers. How would you test it before committing?
What the interviewer wants to hear
- Research the market, regulation and buying process
- Interview potential buyers to validate the problem
- Define a narrow beachhead segment
- Run a small, measurable pilot with clear criteria
- Assess unit economics and requirements before scaling
Model answer
I would treat it as an experiment, not a launch. First, desk research: market size, key segments, how buying works and which regulations apply, such as patient data rules, which may need product or compliance work. Then I would interview 15 to 20 potential buyers to check whether our value proposition solves a real, funded problem. From that I would pick a narrow beachhead, for example private clinics of a certain size, rather than all of healthcare. I would aim to win two or three design partners on paid pilots with clear success criteria, and possibly use a partner already trusted in the industry. After two quarters I would report on cycle length, deal size, win rate, compliance cost and product gaps, and recommend whether to scale, adjust or stop.
Can you answer it under time pressure?
Take a timed hard round and get scored on every answer.
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