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The Scalpels & Spreadsheets Podcast
The Scalpels & Spreadsheets Podcast explores the future of healthcare through conversations with the builders, investors, operators, and clinicians shaping the industry.
Scalpels & Spreadsheets brings together the global healthcare community through media, curated events, and meaningful connections. The podcast extends that mission beyond the room, amplifying the people and ideas driving healthcare forward when we’re not facilitating them in person.
The Scalpels & Spreadsheets Podcast
#25 Closing the Deal: Structuring Contracts that Scale. Bettina Xue Griffen. Meagan Tanguilig.
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Bettina Xue Griffen, a Commercial Lawyer at Fasken, joins for a fireside chat on the legal and commercial realities of selling into healthcare. Drawing from her experience helping startups and scaleups navigate enterprise contracts, Bettina shares practical strategies for structuring pilot agreements, negotiating with healthcare organizations, pricing pilots, and avoiding the "pilot purgatory" that prevents many promising partnerships from becoming lasting customers.
The conversation explores common mistakes founders make during negotiations, how to think about pricing and contract structure, when to walk away from a deal, and why legal strategy should accelerate growth and not slow it down.
Recorded live at at the Healthtech Social: Off the Record event during Toronto Tech Week on May 28 2026.