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The Belief Gap
Why Brilliant MedTech Innovation Fails to Win Stakeholders
Michael Fallone on why brilliant MedTech innovation fails to win stakeholders and a framework for changing that
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Duration: 14:28 Recorded September 2026
Speaker
- Michael Fallone President, Launch by Boyd
Transcript
On Point video shorts from the keynote
What's Missing
Investors, strategics, physicians, KOLs, and health systems aren't engaging
Optimistic, Relentless, and Unprepared
The qualities that made you innovators begin working against you
The Belief Gap
When a brand lacks clarity and confidence stakeholders simply won't believe
Belief is an Emotion
Success requires creating both an intellectual and an emotional experience
From Just Might to Just Mighty
Just Mighty communicates certainty, not just possibility
When Your Superpower Becomes a Liability
To a stakeholder at the edge of a decision doubt is the enemy of belief
Structured Uncertainty
Don't hide your uncertainty, structure it. Say plainly what you know, what you don't know
The Compounding Cost
The belief gap is not a single missed moment but a compounding cost
The Fix: A Three-Part Framework
Make sure the quality of your communication matches the quality of your innovation
When Belief Takes Hold
When the belief gap is closed: calls get returned
Part of the Study
The Belief Gap
Why brilliant MedTech innovation fails to win stakeholders, and how to close the distance between what you know and what your investors, clinicians and buyers believe
Additional Reading
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