Healthcare is really hard to sell into, that is why a few companies own so much of the paying field. The hospital system I worked for had 2,4 and 5 year cycles for their contracts, so things didn't the often and vendors had to be around at the right time to get consideration. It seemed very bizarre and antiquated to me. My best advice would be to to find vendors that have adjacent solutions and partner with them, maybe making their own sales funnel easier.
