A companion to Selling AI to Indian Hospitals, a field guide. This is the one-page version: what to have ready before you walk into a hospital sales conversation.
Most AI deals with Indian hospitals are lost on preparation, not product. This checklist pulls the field guide into a single list you can run through before a meeting. Each point links to the guide that explains it.
Before the first meeting
- Know who actually signs. Map the buying committee, the owner-doctor and the tender route, so you are not pitching the wrong person. See who actually signs.
- Decide your door. A private hospital is a sale; a government hospital is a tender with eligibility and L1 pricing rules. See winning government tenders.
- Have a short demo ready on their kind of questions, not a generic one.
The data and compliance answers
- Name the data fiduciary in writing. The hospital is it, and that goes in the contract. See the five DPDP data questions.
- Carry a template Data Processing Agreement, ready to hand over.
- Offer an India-hosted or on-premise option, and know your region and provider.
- Have role-based access, audit logging and encryption in transit and at rest switched on before the pilot.
- Write one page on how consent is captured and how data is deleted on request or at contract end.
- Be ready for the interoperability question too: how you fit ABDM, ABHA and the hospital’s record flow. See ABDM for AI vendors.
The pilot
- Agree one success metric, a fixed end date, and a named owner on the hospital side before you start. See the pilot that converts.
- Write the conversion trigger up front: if we hit X, we sign Y.
- Know how you integrate with their system of record and the channels patients use. See integrating with the hospital.
The objections you will hear
- Budget, staff fear, a past bad experience, and “what happens when it cannot answer”. Have an honest answer for each. See the objections guide.
- Be clear on your failure design: when the bot is unsure it says so and hands off to a person, and red-flag messages point to emergency care.
After you win
- Plan for renewal from day one. Show value in their numbers, keep your champion, and prove it before the renewal conversation, not at it. See why deals lapse at renewal.
Each line here is a summary. The full field guide walks through every one in detail.