Sage Conversations: XLHealth’s Robb Cohen

As a healthcare startup, turning a promising vision into market success demands on a special combination of skill and effort. Robb Cohen, the former Chief Government Affairs Officer at XLHealth, recently sat down at Sage Growth Partners for a conversation about how to mitigate the risks associated with these kinds of initiatives.

While at XLHealth, Cohen oversaw the transition from a $5 million care management company to a nearly $2 billion Medicare Chronic Special Needs Plan (SNP). By capitalizing on changing CMS initiatives, XLHealth became the largest SNP in the country before being acquired by UnitedHealthcare in 2012.

But to do that, XLHealth needed to fire all of its clients and spend three years preparing for the change, without revenue.

We are pleased to share a portion of this video interview, where Cohen talks about some of the successes and failures along the way, as well as the key needs of any healthcare startup.