#387 – How Mariano Garcia-Valiño proved he could save lives—but couldn't find anyone willing to pay

A story about how "everyone agrees" is the most dangerous lie in SaaS.

This episode is for SaaS founders frustrated watching their solution solve real problems—but wondering why no one actually buys it.

Most healthcare startups don't fail because their tech doesn't work. They fail because they can't find anyone willing to pay for it.

Mariano Garcia-Valiño, Founder and CEO of Axenya, spent 18 months proving his preventive care model worked clinically—reducing diabetes costs by 20% and mortality risk by 18%. Then he spent another year without selling a single dollar because insurers, hospitals, and patients all had reasons not to care enough to pay.

He found the answer by buying a healthcare broker and changing who he sold to: employers in Brazil who actually bear the cost and have the timeframe to benefit f ...