About Steven Pusterla

2024 - Present

At OneTwo Analytics, I spearheaded the design, execution, and management of all commercial affairs for this pioneering early-stage organization. Leveraging my passion for enhancing diabetes care, combined with deep expertise in the field and extensive relationships with key manufacturers and clinical entities, I successfully secured pivotal contracts and pilot programs with new U.S.-based organizations.

As Chief Commercial Officer, I conducted comprehensive global market analysis within the diabetes OEM, provider, and insurer sectors, orchestrated global expansion plans, and directed U.S. launch strategies. 

My role was instrumental in fostering investor relations to support fundraising and strategic growth initiatives. Notable achievements include leading all planning, alliance management, and regulatory approval processes, which culminated in numerous new Diabetes Technology Stack development contracts, the initiation of clinical pilots, and securing Class 1 exempt status for our entire portfolio of solutions with the FDA. I also managed P&L, created U.S. contract structures, formed a U.S.-based C-Corp, and facilitated critical business functions such as banking, insurance, accounting, and invoicing for the U.S. corporation.

Additionally, I formulated partnership strategies with nonprofit diabetes organizations and device manufacturers specializing in CGM and Insulin Delivery, enhancing awareness and driving business growth. I spearheaded initiatives for new market entry and expansion, crafted branding plans, and developed health economic value framework, while also facilitating reimbursement and Return on Investment models for our clinical partners.

My expertise further extended to organizing comprehensive internal and external communication plans, developing demographic profiles for the organization, and creating forecasting tools. Moreover, I led the creation and execution of integrated marketing, social media, and business development strategies, which notably resulted in securing over $2M contracts in Q3 2024.

2021 - Present

At Steep Health, I drive client success by managing ongoing engagements and providing crucial consultation services. Leveraging extensive experience in value-based care transition and managed care program optimization, I lead initiatives such as creative contracting, risk-based programs, and the enhancement of existing initiatives. My role involves facilitating high-impact strategic projects through consultative guidance, subject matter expertise, innovative methodologies, and established processes. This results in the successful launch of solutions, programs, and technologies, contributing to continuous business growth.

My collaboration extends to various med tech organizations, health systems, and health plans, aiding in the successful launch and growth of new programs, solutions, and technologies. Partnerships span across healthcare data, life science, and provider landscapes.

In addition, I devise market entry and expansion strategies, develop branding plans, sales tools, and ROI models to boost growth and generate new opportunities. My expertise also includes organizing internal and external communication blueprints, providing insights into customer demographic profiles and business needs, fostering strong stakeholder relationships.

Having served as a Functional Chief Growth Officer, Chief Marketing Officer, and Vice President Strategic Sales, our success is evidenced by partners achieving revenue growth exceeding 50%, securing numerous new business contracts surpassing $250K, and establishing several initial recurring monthly revenue market entry deals exceeding $30K per month.

2015 - 2021

As the Director of Strategic Accounts, I played a pivotal role in orchestrating the development of a five-year Cardiac and Vascular Group Executive Partnership, successfully securing a multi-year consulting agreement. In 2020, I achieved Top Rank status among 35 United States regions. My accomplishments include the execution of a capitated contract structure for the Aortic business, resulting in a multi-year contract extension valued at $2 million for the Transcatheter Aortic Valve Replacement (TAVR) business. I also implemented a performance guarantee Heart Value contract, securing a minimum annual conversion of previously unpenetrated business, amounting to $1 million.

Through strategic contracting and conversion strategies, I generated over $7 million in new revenue, significantly increasing market share in associated product categories. In overseeing consistent growth and fostering executive-level relationships, I implemented crucial business strategies within Western integrated delivery networks, surpassing annual revenues of $100 million.

Additionally, in my role as Director of Strategic Partnerships, I achieved noteworthy results, generating $1.2 million in revenue through the execution of bulk contracts, program structures, and marketing plans for government facilities. Pioneering diabetes strategies and value-based initiatives at Medtronic CEO's Signature Accounts, I secured over $3.6 million in annual recurring revenue. My responsibilities included executing $1 million in value-based technology partnerships and establishing a Pan-Medtronic Diabetes Surgical Readiness Program, focusing on high-demand populations.  Leading a value-focused healthcare approach, I initiated unique strategies that drove disruption and established competitive barriers in the diabetes market. As the Diabetes Liaison for Medtronic CEO's Valued-Based Healthcare Transformation Initiative, I introduced provider and patient marketing, public relations campaigns, and advertising, resulting in increased demand for new solutions. Lastly, I cultivated solid C-suite relationships, presenting new value-based contracts, custom implementation plans, and value propositions to risk-bearing health system and health plan executives

2013 - 2015

With this organization, I spearheaded contracting and conversion strategies for multiple United States strategic accounts, leading complex laparoscopic and robotic Thoracic procedures for a start-up, which resulted in robust YoY revenue growth. I cultivated sales tactics, IDN contracts, strategies, value propositions, and custom implementation plans with Strategic Accounts for newly acquired thoracic biosurgical technology, resulting in consistent revenue growth and development of emerging markets.

1999 - 2013

When working at Johnson & Johnson, I was recognized with a 1st ranking out of 23 Market Development Managers, achieving $7.4M with a $1.1M increase. I accelerated revenue from $27k to over $2.4M in five years, generating significant growth in the Northeast Region. I instituted innovative marketing programs and educational pathways across the U.S., the U.K., Japan, and China. Recruited, trained, and performance managed numerous individuals and teams throughout the Northeast. I surpassed revenue goals and business plans, while maintaining award-winning productivity. Furthermore, I created several marketing, professional education, and public relations campaigns that showcased unique patient and provider benefit statements. Areas of focus included Bariatric, Cardiovascular, Diabetes, Epidemiology, Infection Prevention, Gynecology, Orthopedic, Plastic, and Surgical Oncology markets.