Gusti Kustyanto

About Gusti Kustyanto

Connecting the Dots in Healthcare.My career has been all about finding the right path for growth in healthcare. I\'ve had the chance to work in many different areas, from academic hospitals and negotiating with payers to advising startups and consulting for big pharmas. This diverse background has given me a clear view of our healthcare ecosystem, allowing me to build strategic plans that get everyone on the same page.Here’s a quick look at what I\'ve done: Growing Clinics and Patient Access: At Amazon\'s One Medical, I co-led the nationwide expansion of our clinics. That meant not just finding new markets but also negotiating the Medicare Advantage VBC contracts with major plans like Humana, Aetna, and the regional Blues that made it possible for us to serve seniors in new markets. Making Payer Partnerships Work: At Point32 Health, I was focused on converting FFS to VBC contracts. We achieved over 70% risk-bearing contract adoption, which was a key accomplishment for managing medical costs and improving care. Solving Pharma Biggest Challenges: As a consultant at IQVIA, I worked with top pharmaceutical companies to help them navigate complex issues like new drug launches and regulatory changes. I led teams to top US pharmas providing a clear picture of how these changes would affect their gross to net.Advising Startups: I\'ve had the privilege of advising several early-stage health tech startups in areas like mental health and diagnostics. It was exciting to help founders build their first payer partnerships and establish a roadmap for revenue growth.A natural at solving problems and leading teams to a shared solution, my career has been defined by my ability to identify stakeholder interests and craft a compelling story that gets everyone moving in the same direction. I look forward to continuing this work to help organizations make meaningful impacts to our healthcare.

Experience

1. Principal

   Kustyanto Consulting

   Jan 2019 — Present · Brookline, MA, US

   Launched a specialized consultancy leveraging a \"trilingual\" expertise, Payer, Provider, and Pharma, to guide health tech startups through the critical journey from Product-Market Fit to national scale- Market Access & Payer Strategy: Architected GTM roadmaps and negotiated in-network contracts at competitive rates for a diverse portfolio, including digital mental health, substance abuse treatment, and precision medicine/diagnostic testing platforms- Product-Market Fit Exercises: Led comprehensive PMF audits for early-stage ventures in primary care (VBC models) and vaccination/population health, identifying specific payer pain points to align clinical value with reimbursement reality- Capital Infusion & Revenue Growth: Provided the strategic data and market prioritization frameworks that directly supported successful Series A+ funding rounds and accelerated revenue through high-value payer partnerships- Diverse Segment Expertise: Directed engagements across AI-enabled EHRs, post-discharge navigation, and dental revenue cycle, specializing in translating innovative clinical tools into the financial language required by national payers and IDNs.

Education

• University of Rochester - Simon Business School

  Master of Business Administration (MBA), Finance and Strategy