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Who’s Buying What? Part 2: Insights from Interviews with Solution Provider Sales Execs

About the series

As federal Medicaid priorities teeter on the edge of major transformation, many state agencies, managed care plans, and federal HHS teams have entered a period of collective pause—a “shock mode” marked by internal uncertainty, delayed decisions, and heightened scrutiny. At the same time, some solution providers continue to invest heavily in go-to-market efforts, not always recognizing the dramatic shift in buyer psychology. Others continue their sales efforts, but are struggling to know how to pivot.


This three-part series, “Who’s Buying What?”, shares anonymous insights from both sides of the market—solution provider CEOs and Medicaid plan and agency executives—to uncover the a potential and growing misalignment between pitch and purchase. From ghosted pilots to silence from state buyers, these stories reveal the deeper dynamics shaping Medicaid procurement in 2025. The series offers practical, targeted guidance for vendors adjusting their targeting strategies in a time of heightened uncertainty, and for buyers hoping to signal needs without inviting a flood of premature outreach.

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POLICY – Senate GOP dealt major blow on megabill health care plans

POLICY – Senate GOP dealt major blow on megabill health care plans – Live Updates – POLITICO


Alternative Headline: AI Law Pause Faces Hurdles

[MM Curator Summary]: The Senate parliamentarian is demanding revisions to the GOP’s 10-year AI law moratorium to ensure it doesn’t affect $42 billion in broadband funding, deepening divisions within the party.

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The Senate parliamentarian is asking the Senate Commerce Committee to rework its 10-year moratorium on enforcing state artificial intelligence laws, according to ranking member Maria Cantwell.

The parliamentarian had asked Commerce Chair Ted Cruz (R-Texas) to rewrite the language in the GOP megabill to make clear it wouldn’t impact $42 billion in broadband funding, Cantwell (D-Wash.) told POLITICO.

“That’s what was a last night request from the parliamentarian,” Cantwell said. “Yeah, that’s what’s going on.”

Cruz’s communications director Macarena Martinez said in a statement to POLITICO Thursday, “Out of respect, we are not going to comment on private consultations with the Parliamentarian,” and added, “The Democrats would be wise not to use this process to wishcast in public.”

What’s the problem? At issue is the scope of funding that will be conditioned on states complying with a 10-year pause on enforcing their AI laws.

Cruz has said enforcing the moratorium would be required for states to tap into a new $500 million fund for building out AI infrastructure.

The parliamentarian approved that language,narrowed version of an earlier proposal to tie the moratorium to the $42 billion Broadband Equity, Access, and Deployment program.

Democrats have argued that the latest moratorium would still affect all $42 billion.

Talking points circulated by Cruz on Wednesday saying his bill “forbids states collecting new BEAD money from strangling AI deployment with EU-style regulation” only added to the confusion, suggesting the provision could apply to the entire broadband program.

Cruz’s office told POLITICO Wednesday that the Congressional Budget Office “has confirmed this applies only to the unobligated $500M.”

The Senate parliamentarian is under fire after striking major pieces of Medicaid policy from being included in the megabill on Thursday. Majority Leader John Thune has said the GOP would not seek to override decisions from the Senate’s rules referee.

Republican doubts: The AI moratorium has divided Republicans. A group of GOP senators, including Sens. Marsha Blackburn of Tennessee, Josh Hawley of Missouri and others, sent a letter to Thune on Wednesday urging the removal of the moratorium language, according to a person familiar with the matter.

“States should not be punished for trying to protect their citizens from the harms of AI,” Blackburn said in a post on X on Thursday.

Sen. Kevin Cramer (R-N.D.) said he is concerned about the scope of the provision and needs to “get clarity” on if it would apply to the whole BEAD program.

“There’s some communication challenge here about whether we’re talking about a $500 million pot, or whether we’re talking about the entire $40 billion — and the difference is significant. It matters,” Cramer told POLITICO. “If I can’t get assurances that it’s not just the smaller pot, it’d be hard for me to get to yes.”

The Article 3 Project, a prominent conservative advocacy group, said it would “fully support these bold and fearless Republican Senators and their effort to protect America’s children, creators, and foundational property rights.”

Arkansas Gov. Sarah Huckabee Sanders, who served as White House press secretary in the first Trump administration, came out against the moratorium language in The Washington Post on Thursday.

She warned it would lead to “unintended consequences and threatens to undo all the great work states have done to protect our citizens from the misuse of artificial intelligence.”

Tech support: The tech industry has lent broad support to the moratorium. The National Venture Capital Association praised it in a letter to Thune on Thursday.

“The current fragmented AI regulatory environment in the United States creates unnecessary challenges for startups, stifles innovation, and threatens our dominance in the industry,” wrote Bobby Franklin, the organization’s president.

Other major tech groups, including the Business Software Alliance, the Consumer Technology Association and NetChoice, have also strongly supported the language.

https://www.politico.com/live-updates/2025/06/26/congress/senate-gop-dealt-major-blow-on-megabill-health-care-plans-00425256


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CMS NEWS – HHS announces initiative with insurers to streamline prior authorizations  | AHA News

CMS NEWS – HHS announces initiative with insurers to streamline prior authorizations  | AHA News


Alternative Headline: HHS Overhauls Prior Authorization

[MM Curator Summary]: HHS and insurers launch a national initiative to modernize and streamline prior authorization with electronic systems and fewer delays — the initiative included commitments from insurers covering 257 million Americans. =============================

The Department of Health and Human Services June 23 announced an initiative coordinated with multiple health insurance companies to streamline prior authorization processes for patients covered by Medicare Advantage, Medicaid managed care plans, Health Insurance Marketplace plans and commercial plans. Under the initiative, electronic prior authorization requests would become standardized by 2027. HHS stated that these reforms complement ongoing regulatory efforts by the Centers for Medicare & Medicaid Services to improve prior authorization, including building upon the Interoperability and Prior Authorization final rule. 

The plan is expected to make the prior authorization process faster, more efficient and more transparent, the agency said. Participating insurers pledged to expand real-time responses by 2027. HHS said that the insurers would also commit to reducing the volume of medical services subject to prior authorization by 2026, including those for common procedures such as colonoscopies and cataract surgeries. 

During a news conference, HHS Secretary Robert F. Kennedy Jr. said unlike previous attempts by insurers, this initiative would succeed because the number of insurers participating represent 257 million Americans. “The other difference is we have standards this time,” he said. “We have … deliverables. We have specificity on those deliverables, we have metrics, and we have deadlines, and we have oversight.” 

Mehmet Oz, M.D., CMS administrator, said that the pledge “is an opportunity for industry to show itself.” Sen. Marshall, R-Kan., said that Congress could pursue codifying at least some portions of the initiative in the future. 

Additionally, participating insurers would honor existing prior authorizations during coverage transitions. 

https://www.aha.org/news/headline/2025-06-23-hhs-announces-initiative-insurers-streamline-prior-authorizations


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TECH – Walmart expands AI health platform to Medicaid, Medicare members

TECH – Walmart expands AI health platform to Medicaid, Medicare members


Alternative Headline: Walmart Launches Health Program

[MM Curator Summary]: Walmart and Soda Health launch a data-driven wellness program offering personalized nutrition guidance for Medicare and Medicaid members.

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Walmart Inc. is teaming with a startup to provide personalized nutrition and guidance to select Medicare Advantage and Medicaid members.

Walmart is partnering with health tech startup Soda Health Inc. to launch the Walmart Everyday Health Signals program to eligible Medicare Advantage and Medicaid members who opt in. 

Walmart Everyday Health Signals is designed to support day-to-day decisions for better health and wellbeing by utilizing real-time retail insights and targeted benefit delivery. The retailer also recently extended the offering to NationsBenefits members.

[READ MORE: Walmart combines its AI health platform with NationsBenefits services]

Members who enroll in the program can opt in to receive personalized nutrition and wellness insights based on their shopping patterns on Walmart.com. This includes key nutritional information for purchases like fruits and vegetables and identifying products to help reach wellness goals, along with customized healthy recipes and shopping lists. These data-driven insights are generated only when members opt in to participate.

Participating members who opt in receive direct access to real-time engagement tools powered by data driven insights:

  • After selecting a wellness objective, members will receive guidance tailored to their goals and personal shopping habits.
  • Members will be provided data-driven guidance to help navigate food choices and lifestyle change.
  • Information may also be used by health plans to identify additional benefits which support the members’ overall health and wellness. For example, insights may be used by plans to facilitate care coordination and identify additional benefits in support of the member’s overall health and wellness.

“At Walmart, we’re focused on making it easier for individuals and families to access the everyday foods that support their health and well-being," said Pravene Nath, MD, group director, consumer health and data solutions at Walmart. "Through our work with Soda Health, we’re helping members and other plan participants access personalized insights and groceries that align with their wellness goals. Together, we’re creating affordable, scalable solutions that address both individual health and broader community needs."

Walmart is co-launching this new program following the pullback of its Walmart Health service, which included brick-and-mortar clinics as well as virtual care options, in 2024.

Meanwhile, Soda Health also has existing partnerships with Hy-Vee and Kroger to personalize and deliver benefits down to the SKU level. 

"Our collaboration with Walmart demonstrates how the retail and healthcare sectors can work together to improve population health — starting with nutrition," said Robby Knight, co-founder and CEO of Soda Health. "Soda Health is helping to create connections between health plans and retailers to serve their members better by using opt in data to personalize interventions. As the focus increasingly turns toward the role of food as medicine, programs like this will help define better ways of improving outcomes and reducing the cost of care."

Based in Bentonville, Ark., Walmart Inc. operates more than 10,500 stores and numerous e-commerce websites in 19 countries.

https://chainstoreage.com/walmart-expands-ai-health-platform-medicaid-medicare-members



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CMS NEWS – AFSCME lab tech fights to save Medicaid for his patients — and his brother

CMS NEWS – AFSCME lab tech fights to save Medicaid for his patients — and his brother


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Alternative Headline: Lab Tech Defends Medicaid

[MM Curator Summary]: AFSCME member Ruben Bastell urged Congress to protect Medicaid, which supports both his patients and his brother.

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· Wednesday, June 18, 2025

Ruben Bastell knows what will happen to the patients he serves every day if Congress cuts Medicaid.  

“If there’s further delay in testing and diagnosis,” the senior laboratory technician and member of Local 860 (CSEA/AFSCME 1000) says, people won’t get timely treatment, “and there’ll be a lot more sickness.” 

Bastell recently travelled from New York to Washington. He joined a host of other AFSCME members who have visited the halls of Congress to urge House and Senate members to preserve funding for Medicaid, Medicare and a host of other programs people depend on. 

For Bastell, the fight is personal. His 24-year-old brother, born with kidney disease, has depended on Medicaid for years.  

“He’s able to live a full life because of the care that he receives through Medicaid,” says Bastell. 

https://www.afscme.org/blog/afscme-lab-tech-fights-to-save-medicaid-for-his-patients-and-his-brother




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STATE NEWS – Texas clarified when abortions are OK and aligned with RFK Jr. on health this legislative session

STATE NEWS – Texas clarified when abortions are OK and aligned with RFK Jr. on health this legislative session


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Alternative Headline: Texas Health Policy Shifts

[MM Curator Summary]: Texas passed major health bills in 2025, clarifying abortion rules, funding dementia research, and launching new Medicaid and nutrition initiatives.

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The 2025 Texas Legislature proved to be a session of re-calibration, where health care regulations were either tightened or loosened and attempts to delve further into some policy areas were left hanging until the next session.

The past two legislative sessions saw more seismic shifts: a near-total ban on abortion, a massive expansion of the state’s psychiatric hospital system, the teeniest of Medicaid expansions to offer one year of insurance coverage to new moms and a mental health budget boom following the tragic Uvalde school shooting.

That didn’t appear to leave much for the 89th Legislature to do on health, although lawmakers managed to approve a handful of intriguing bills and budget requests while killing other proposals.

Vaccine-hesitant parents successfully lobbied and won easier access to the vaccine exemption form and lawmakers narrowly clarified the state’s near-total abortion bans to give doctors more confidence in performing life-saving abortions.They also passed a historic $3 billion dementia research fund that awaits voter approval in November.

There were also a variety of bills signaling to the Trump administration, particularly U.S. Health Secretary Robert F. Kennedy Jr., that Texas was all on board his priorities to create transparency on food labeling and to stamp out chronic diseases.

The remaining health care cliffhanger is whether Gov. Greg Abbott signs or vetoes a hard-fought ban on THC products in the state. Abbott has until June 22 to veto any legislation passed this session. Otherwise, most of them will go into effect immediately or in September, even without his signature.

Here’s a rundown of how health care fared this past session.

Vaccine choice

House Bill 1586 allows anyone the ability to download a vaccine exemption vaccine exemption form at home. The form allows children to be exempted from being vaccinated to attend public schools. Currently, parents have to contact the Texas Department of State of Health Services and request the exemption form be mailed to them. Critics of the bill fear it would allow vaccine exemptions to flourish, as the state grapples with declining vaccination rates, but proponents say the bill is only meant to make it easier for parents to access a form.

Other vaccine skeptic measures that passed include HB 4076 which bars making patients ineligible as organ transplant recipients solely based on their vaccination status and Senate Bill 269 which requires providers to report patients’ vaccine complications to the national Vaccine Adverse Event Reporting System.

HB 4535 requires health care providers obtain informed consent from patients before a COVID-19 vaccine is administered and that patients receive notice about possible side effects.

Make Texas Healthy Again

Two nutrition bills dubbed Make Texas Healthy Again bills passed.

Texans who receive benefits through the federal Supplemental Nutrition and Assistance Program will no longer be able to purchase soda and candy with their Lone Star card following the passage of SB 379.

SB 25 requires food manufacturers to label foods by 2027 that contain any one of 44 additives or colorings not permitted in food sold in the United Kingdom, Australia, the European Union or Canada.

The state labeling requirements would take effect on Jan. 1, 2027 but a loophole exists that if on Dec. 31, 2026 a snack food producer wants to stick with its existing packaging for another decade, no warning label is needed because the new law “applies only to a food product label developed or copyrighted on or after January 1, 2027.”

The bill also requires elementary, secondary and postsecondary educational institutions to re-prioritize health and exercise. It also forces health professionals to take continuing education courses regarding nutrition and metabolic health. And it will require recess or physical activity for kids in charter schools – physical activity is already required in public schools.

HB 26 creates a pilot program within Medicaid to offer pregnant moms with nutritional counseling and medically-tailored meals.

Reproductive health

Texas banned all abortions three years ago, with a narrow exception that allows doctors to terminate a pregnancy only to save a pregnant patient’s life. Immediately, doctors and legal experts warned that this exception was too narrow and vaguely written, and the penalties were too severe, to ensure women could get life-saving care.

SB 31 says doctors need not wait until death is imminent to intervene, but affirms that the condition must be life-threatening to justify performing an abortion. It will also require doctors and lawyers to take continuing education courses on the nuances of the law.

Legislators passed a bill restricting cities, like Austin and San Antonio, from using taxpayer dollars to assist people who travel out-of-state to have an abortion. But the highest profile anti-abortion bill, SB 2880, which would have allowed anyone who manufactures, distributes, provides or prescribes abortion pills to be sued for $100,000 passed the Senate but stalled in the House.

Mental health

Lawmakers passed bills to expand crisis hotline services and provide loan reimbursement to address the mental health workforce shortage.

After a couple days of debate about the role of mental health professionals in Texas, lawmakers passed SB 646, which broadens eligibility for Texas’ loan repayment assistance program to include school counselors, marriage and family therapists, and other behavioral health professionals.

HB 5342 establishes the 988 Suicide and Crisis Lifeline Trust Fund, which will accept donations, grants and federal funds to maintain or improve the crisis line. Additionally, the bill mandates an annual report on the usage of the crisis centers participating in the 988 network.

Texas lawmakers imposed some restrictions on how minors accessed social media.

SB 2420 sets up requirements for age verification and parental consent before a minor is allowed to download or make purchases within software applications. Under this bill, developers must assign age ratings to their apps, disclose the reason for the rating, and notify the app stores of any significant changes.

Parental consent will not be required for specific emergency or educational applications, such as those providing access to crisis hotlines.

A bill to ban minors from social media altogether failed in the last few days of the legislative session.

Major budget items and agency changes

Several budget items involving health care and services for Texans were also approved.

Among them were an extra $100 million to fund child care scholarships to low income families on a waitlist for child care.

Nearly 95,000 Texas children are on a waitlist for child care scholarships at a time when facilities are closing and the cost of child care in Texas is making it difficult for working parents to make ends meet.

Last year, HHSC asked for $300 million worth of upgrades for its Medicaid and food stamps enrollment system but will? receive less than half that ask, about $139 million. The agency’s request came after Texas and the nation suspended Medicaid rules requiring participants to renew their applications more often during the pandemic and then removed nearly 2 million participants following the pandemic. The improvements will shorten the time between application for health care coverage and food assistance and activation of those benefits.

In Texas, Medicaid is mostly a children’s health insurance program. Only low income children, the elderly and new moms are covered by Medicaid in this state.

There is also a $18 million increase over the next two years for the state’s Early Childhood Intervention (ECI) services which assists families with children up to 36 months who have developmental delays, disabilities or certain medical diagnoses that may impact development.

A $60 million rider was put in to cover Texas’ costs of entering a federal summer lunch program in 2027. The 2023 program would give qualifying parents $120 over the summer months to help pay for lunches when school is out of session. More than 30 states now participate in the Summer Electronic Benefits Transfer program which also goes by the name Sun Bucks.

Lt. Gov. Dan Patrick championed the passage of Senate Bill 5, which creates the Dementia Prevention and Research Institute of Texas, to study dementia, Alzheimer’s disease, Parkinson’s disease and other brain conditions. Modeled after Texas’ cancer institute, the measure received bipartisan support. Abbott has signed the bill but the measure now goes before the voters to approve whether $3 billion in general revenue can be used to fund the project.

The Texas Health and Human Services Office of Inspector General’s office investigates health care and benefit fraud. This year, a handful of bills were passed to help streamline investigations by the office and update salary classifications for OIG officers to those of other Texas law enforcement officers, improving recruiting. This comes as the office has been instrumental in identifying fraud within some of the state’s health benefits systems, leading to firings of some agency employees.

https://www.newsfromthestates.com/article/texas-clarified-when-abortions-are-ok-and-aligned-rfk-jr-health-legislative-session