The method
Clearance to Contract.
Clearance to Contract is Wattar Digital’s four-step method for getting medical technology and health software into hospitals: Map the buying committee, write the Message each member needs, Reach them in the channels hospitals still answer, and Report every meeting. It is built around one fact: a hospital buys through a committee, not a single buyer.
Step 1
Map
Know which hospitals to pursue, and who decides.
What happens
- We score 100 to 300 health systems on clinical fit and buying signals.
- Signals are events that make a hospital ready to listen: a new department chair, a service line expansion, relevant hiring, a capital cycle, a competitor’s clearance.
- For the top 25 accounts we map the buying committee: clinical champions, department chairs, supply chain and the value analysis committee.
What you receive
- A scored, ranked list of health systems
- Buying-committee maps for the top 25 accounts
Step 2
Message
Give every committee member a reason to engage.
What happens
- We draft the story the value analysis committee needs: cost, expected return and the evidence behind both.
- Every claim comes from your cleared indications or published evidence, and your team approves it before anything is sent.
- We write for each specialty and role, because an emergency physician, a chief nursing officer and a supply chain director ask different questions.
- Messages are tested on a small set of accounts before they are scaled.
What you receive
- A value analysis committee story, approved by your team
- Role-specific messages and test results
Step 3
Reach
Reach the committee in the channels hospitals still answer.
What happens
- Email from secondary domains you own, LinkedIn messages and sponsored messaging, paid social that opens a conversation, and human calls to business lines.
- Outreach is timed to a signal at each account, segmented by specialty, role and buying stage, and adjusted to how each contact responds.
- Founder LinkedIn content, conference meeting programs and a quarterly clinical-champion webinar build familiarity between touches.
What you receive
- Meetings with buying-committee members
- A handoff note for every meeting
Step 4
Report
See every account and every meeting, every day.
What happens
- Every account, contact, message and meeting is visible in your live client portal.
- Each meeting is handed off with notes: who, their role, the context and what they asked.
- A monthly review covers what worked, what did not and what changes next.
What you receive
- Live client portal access
- A monthly review with your team
Who actually buys
Every hospital purchase passes four seats.
A clinician who loves the demo cannot buy your device. Four people decide, each asking a different question. We reach all four, with the answer each one needs.
Adoption
Clinical champion
Will my team use it, and does it make care better?
Sponsorship
Department chair
Does it fit our service line plan and budget this year?
Cost
Supply chain
What does it cost all in, and what does it replace?
Approval
Value analysis committee
Is the evidence strong enough to justify the spend?
The value analysis committee approves the purchase. Clinicians decide whether it gets used. A launch has to win both.
Timeline
Four weeks to one story and a plan, then a monthly rhythm.
Readiness produces the story, the plan and the materials. The Engine runs it. Each stage ends with something your team can review and keep.
Launch and Raise Readiness
Weeks 1 to 4
Week 1
Score and confirm
Score 100 to 300 health systems on clinical fit and buying signals. Confirm your claim boundaries with your team, from cleared indications for regulated products.
Week 2
Map and draft
Map the buying committees of the top 25 accounts. Draft the value analysis committee story for your review.
Week 3
Test and plan
Run message tests by specialty and role. Draft the investor narrative from the same evidence.
Week 4
One story and a plan
Deliver the investor and hospital story as one, the 90-day launch plan and the traction metrics your board will see.
Commercial Engine
Month 2 onward
Month 2
Set up and start
Secondary domains you own are set up and warmed. The portal goes live. Outreach begins with the highest-scored accounts.
Month 3
Widen and add
Outreach extends across the scored list. Founder content and conference meeting programs run alongside it.
Month 4 onward
Review and refine
Monthly reviews move effort toward what produces meetings. The clinical-champion webinar runs each quarter.
Channels
Four channels that work for hospitals.
No single channel reaches a whole buying committee. Using four, in a planned order, lets each person meet the same specific message in the place they actually look.
Email from domains you own
Specific, signal-timed email to named committee members, sent from secondary domains you own, so your main domain is never put at risk.
LinkedIn, from real people
Connection requests and messages from real profiles, supported by founder content that gives clinicians a reason to accept.
Human calls to business lines
People calling department and office lines. No AI voices and no texting.
Sponsored messaging and paid social
LinkedIn sponsored messages and paid social that start a conversation with the right clinicians, answered by people, not a form.
Rules
The rules we work by.
These are written into every engagement. They protect your company, your clearance and the hospitals you sell to.
You own everything
Every list, sending domain, message and asset belongs to you, during the engagement and after it.
Claims you can defend
For regulated products we write only from cleared indications. For every product, your team approves every claim.
No patient data, ever
We work with professional contact data only: the names, roles and business contact details of hospital staff.
Human calls, business lines only
People make every call, to business lines. No AI voices and no texting.
Goals, not guarantees
Meeting targets are goals we plan and report against. They are never guarantees.
Nothing tied to your revenue
Fees are set by engagement. We take no share of your sales.