Develop these lessons into a scalable framework to enable health systems and diagnostic companies to partner and effectively introduce innovative and cost-effective solutions into patient care. This framework creates a "racetrack" where innovative diagnostic technology can prove its value on merit, bridging the gap between breakthrough diagnostics and routine clinical care.

Many innovative new tests that could save lives and money in hospitals take a decade too long to reach routine care - or never reach patients at all.

The missing link is that these new tests receive FDA clearance or CE mark but do not yet have the evidence hospital buyers want to see to actually pay for them. Hospitals want to see patient outcomes and net financial benefits, not abstract performance data.

The entire commercialization effort for an innovative test should be Diagnostic Value Development. Too many diagnostic companies are overspending by running a “big company” playbook - spending heavily on trade shows, advertising, or a bloated commercial team. Instead, the commercial strategy must be geared around moving from evidence of test reliability and performance (often available from a clinical trial) to evidence of clinical action, clinical outcomes, and financial impact. 

There are no shortcuts to this process of generating evidence and strong references.