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REDWOOD CITY, Calif. — Over two blustery spring days earlier this month, 30 hopeful tech entrepreneurs crowded into a downtown office here. Each founder had a bright idea for transforming health care with things like artificial intelligence, sensors, or video calls.

What they didn’t know was how to get paid for it.


Many of their fledgling ventures had raised seed funding or early-stage investments, from a few hundred thousand dollars to a few million. But when it came to getting buy-in from customers like hospitals or insurers, they were stumped: Who did they need to pitch to? Who signed the contracts? How, or who, would they even bill?

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