How Microsoft Picks Winning Health Startups with Sally Ann Frank
Mon Sep 15 2025
What do successful health founders consistently do differently? Sally Ann Frank, Global Lead for Health and Life Sciences at Microsoft for Startups and the author of The Startup Protocol, has mentored startups for decades and noticed patterns. She has the playbook for the repeatable moves that separate billion-dollar health tech companies from the rest. In this episode, Sally breaks down the patterns behind health founders who win based on her 25 years of experience.
From AI-powered diagnostic tools to augmented reality neuro rehab, Sally has mentored founders who are solving healthcare's biggest challenges while building enterprise-ready commercially viable businesses that integrate seamlessly into existing healthcare systems.
In this episode, we dive into:
How Microsoft picks startups for its health tech accelerator
Hidden traits of successful health tech founders
The "proxy customer" strategy for validating ideas and other actionable tips you can start implementing today
What we discussed
(00:00) The strategist behind Microsoft’s health tech pipeline
(02:50) The mission-driven founder pattern
(05:34) The Startup Protocol
(06:36) The playbook that 10 unicorn founders used
(07:35) 5+ rules for health startup success
(09:08) Why to get proxy customers ASAP
(10:54) Explore Microsoft’s health tech accelerator (Microsoft Pegasus Program)
(13:12) Join the Charm Health Innovation Challenge
(13:24) How to use Canva & Powerpoint to begin your health startup
(15:47) 4 signs you’re ready to scale your health startup
(17:02) Getting customers before regulatory approvals (+2 success stories)
(19:21) How Microsoft picks winning health startups
(22:35) Copy the success habits of healthcare's biggest winners
(25:40) Do clinician-led health startups do well?
(27:44) The Charm Health + Microsoft partnership opportunity
(29:02) Biggest trends in health tech in 2025
(31:00) 10-for-1 regulation cuts
(32:40) Rapid fire session
3 Key Lessons For Digital Health Entrepreneurs From Microsoft's Startup Ecosystem:
1. Use "Proxy Customers" to De-Risk Your Idea
Don't build in isolation. Find 10-15 clinicians who look like your target customer and pitch them your mockup. Use Figma, Canva, or even PowerPoint to create interactive prototypes. If they won't commit to testing it or paying for a pilot, you don't have product-market fit. These proxy customers become your advisors, first users, and often your angel investors.
2. Integration is Everything
The moment you make a clinician leave their EHR to use your tool, adoption dies. Plan your EHR integration strategy from day one, not as an afterthought. Your product roadmap, regulatory roadmap, and go-to-market roadmap must be aligned. Clinicians will test your MVP for a few weeks, but long-term success requires seamless integration into existing workflows.
3. Servant Leadership + Coachability = Unicorn Potential
The most successful health tech founders share two traits: they're driven by mission (often personal experience with the problem) and they're coachable. Servant leadership beats impressive tech. Be willing to pivot, hire experts instead of friends, and listen to feedback from people you don't know well.
Links
Charm Health Innovation Challenge: CharmHealthChallenge.com
More about Microsoft for Startups: startups.microsoft.com
Some startups mentioned in the episode:
Healthy.io
strolll.co
Connect with Sally Ann Frank: LinkedIn | Get The Startup Protocol
Connect with Ranjani (Varadarajan) Rangan: LinkedIn
More
What do successful health founders consistently do differently? Sally Ann Frank, Global Lead for Health and Life Sciences at Microsoft for Startups and the author of The Startup Protocol, has mentored startups for decades and noticed patterns. She has the playbook for the repeatable moves that separate billion-dollar health tech companies from the rest. In this episode, Sally breaks down the patterns behind health founders who win based on her 25 years of experience. From AI-powered diagnostic tools to augmented reality neuro rehab, Sally has mentored founders who are solving healthcare's biggest challenges while building enterprise-ready commercially viable businesses that integrate seamlessly into existing healthcare systems. In this episode, we dive into: How Microsoft picks startups for its health tech accelerator Hidden traits of successful health tech founders The "proxy customer" strategy for validating ideas and other actionable tips you can start implementing today What we discussed (00:00) The strategist behind Microsoft’s health tech pipeline (02:50) The mission-driven founder pattern (05:34) The Startup Protocol (06:36) The playbook that 10 unicorn founders used (07:35) 5+ rules for health startup success (09:08) Why to get proxy customers ASAP (10:54) Explore Microsoft’s health tech accelerator (Microsoft Pegasus Program) (13:12) Join the Charm Health Innovation Challenge (13:24) How to use Canva & Powerpoint to begin your health startup (15:47) 4 signs you’re ready to scale your health startup (17:02) Getting customers before regulatory approvals (+2 success stories) (19:21) How Microsoft picks winning health startups (22:35) Copy the success habits of healthcare's biggest winners (25:40) Do clinician-led health startups do well? (27:44) The Charm Health + Microsoft partnership opportunity (29:02) Biggest trends in health tech in 2025 (31:00) 10-for-1 regulation cuts (32:40) Rapid fire session 3 Key Lessons For Digital Health Entrepreneurs From Microsoft's Startup Ecosystem: 1. Use "Proxy Customers" to De-Risk Your Idea Don't build in isolation. Find 10-15 clinicians who look like your target customer and pitch them your mockup. Use Figma, Canva, or even PowerPoint to create interactive prototypes. If they won't commit to testing it or paying for a pilot, you don't have product-market fit. These proxy customers become your advisors, first users, and often your angel investors. 2. Integration is Everything The moment you make a clinician leave their EHR to use your tool, adoption dies. Plan your EHR integration strategy from day one, not as an afterthought. Your product roadmap, regulatory roadmap, and go-to-market roadmap must be aligned. Clinicians will test your MVP for a few weeks, but long-term success requires seamless integration into existing workflows. 3. Servant Leadership + Coachability = Unicorn Potential The most successful health tech founders share two traits: they're driven by mission (often personal experience with the problem) and they're coachable. Servant leadership beats impressive tech. Be willing to pivot, hire experts instead of friends, and listen to feedback from people you don't know well. Links Charm Health Innovation Challenge: CharmHealthChallenge.com More about Microsoft for Startups: startups.microsoft.com Some startups mentioned in the episode: Healthy.io strolll.co Connect with Sally Ann Frank: LinkedIn | Get The Startup Protocol Connect with Ranjani (Varadarajan) Rangan: LinkedIn