Summary

In this episode of "Let's Chat Health Tech," Katie Davis, a nurse practitioner turned healthcare executive, discusses her journey from clinical care to health tech leadership. She shares insights on bridging the gap between clinical ideas and scalable solutions, the rise of fractional leadership, and the impact of AI in healthcare.

Guest Bio

Katie Davis is a nurse practitioner with over 25 years in healthcare who spent the last decade building and scaling technology-enabled services at the executive level. She's been part of the founding teams of multiple health tech startups — including a YC-backed company that got a bipartisan bill introduced to Congress in under six months — and now runs a fractional practice focused on clinical operations, compliance, and the place where care delivery and financial models collide. She works with early and growth-stage companies who need someone who's actually done it

[email protected]

Takeaways

• Katie’s journey from EMT and nurse practitioner to health tech advisor
• How clinical knowledge combined with business acumen creates a competitive advantage
• The common disconnect between clinical ideas and scalable health solutions
• Strategies for effectively selling to clinicians and healthcare organizations
• Trends in startups and health systems adopting fractional executives for cost-effective leadership
• The impact of AI and the explosion of health tech solutions on the healthcare landscape
• Evolving healthcare business models and new opportunities in value-based care and self-insured plans
• The importance of multidisciplinary teams, including clinicians, for healthtech success

Chapters

00:00 Introduction to Katie Davis

01:19 Transition to Operational Leadership

02:26 Scaling Clinical Solutions

03:13 Bridging Clinical and System-wide Implementations

04:46 Clinicians in Startups

05:11 Sales Strategies for Clinicians

06:26 Building Trust in Healthcare

07:18 Improving Product-Market Fit

08:56 Collaborating with Healthcare Staff

09:17 Trends in Health Tech Startups

10:11 Rise of Fractional Executives

11:40 Growth through Fractional Roles

12:50 AI and Digital Transformation

14:10 Market Saturation Challenges

15:37 Health IT Consolidation

16:17 Headless EHRs and Integration

17:12 Custom Solutions in Hospitals

18:33 Expertise Gaps in AI Development

19:45 Supporting Large Health Systems

22:32 Startup Agility vs. Large Organizations

23:36 From Experimentation to Deployment

24:56 Disruption in Health Plans

25:45 Evolution of Health Plan Structures

27:02 Clinical Leadership in Health Tech

27:55 Final Advice for Entrepreneurs

https://kiinetics.com/

https://www.linkedin.com/in/brendanmcadams/

Summary

In this episode, Brendan McAdams and guest Sean Murphy discuss the importance of focusing on delivering sustainable value in enterprise sales, especially for early-stage and complex technology companies. They explore strategies to foster trusted relationships, avoid short-term wins at the expense of long-term success, and utilize project management principles to maximize customer outcomes.

Guest Bio

Sean Murphy, CEO of SKMurphy, Inc., has taken an entrepreneurial approach to life since he could drive. He has served as an advisor to dozens of startups, helping them explore risk-reducing business options and build a scalable, repeatable sales process. They focus on early customers and early revenue for software startups, helping engineers to understand business development. Their clients have offerings in electronic design automation, artificial intelligence, web-enabled collaboration, proteomics, text analytics, legal services automation, and medical services workflow.

www.skmurphy.com

https://www.linkedin.com/in/skmurphy/

Takeaways

• Shifting from closing transactions to creating enduring customer value
• The role of discovery and fit in complex sales processes
• How to build trust and credibility within customer organizations
• Using project management frameworks for disruptive technologies
• The importance of collaboration and co-creation during proposal development
• Strategies for managing expectations and avoiding surprises
• Recognizing and supporting the shift from exploration to operationalization
• Early-stage sales tactics for managing technical requirements and customer objections
• Navigating complex decision-making groups and internal gatekeepers
• Maintaining a long-term perspective beyond initial deal closure

Chapters

00:00 Introduction to Sales Philosophy
02:46 Understanding Customer Needs
05:00 Building Relationships for Long-Term Success
07:56 The Role of Project Management in Sales
10:19 Co-Creation and Collaboration with Customers
12:40 Navigating Complex Sales Processes
15:20 Managing Expectations and Requirements
18:07 The Importance of Tough Questions
20:29 Long-Term Relationships and Continuous Value
23:25 Conclusion and Future Considerations

https://kiinetics.com/

https://www.linkedin.com/in/brendanmcadams/

Summary

Discover how Tina Williams-Karoma, CEO of CyDeploy, is revolutionizing health tech with innovative cybersecurity and change management solutions designed to reduce risk, ensure compliance, and streamline operational resilience. This episode explores practical strategies for navigating complex health systems and aligning security initiatives with operational needs.

Guest Bio

Tina C. Williams-Koroma, Esq., CISSP, PMP, is a serial entrepreneur – Founder/CEO of TCecure (https://www.tcecure.com), and most recently, Founder of CyDeploy (https://www.cydeploy.com) which is a AWS, Google, Techstars and TEDCO funded tech venture. She is a Maryland licensed attorney and possesses a BS in Computer Science from the University of Maryland Baltimore County (UMBC), a MS in Management from Rensselaer Polytechnic Institute, and a JD from the University of Maryland Francis King Carey School of Law. Tina is excited about her entrepreneurial ventures and is leveraging these ventures to equip the next generation of cybersecurity experts through Science, Technology, Engineering, Arts, and Mathematics (STEAM) initiatives.

https://www.linkedin.com/in/tcwk

https://www.tcecure.com

https://www.cydeploy.com

Takeaways

• Strategic partnerships accelerate adoption more than direct sales.
• Prevention-focused tools reduce operational and reputational risk.
• Behavioral change is key to security adoption success.
• Narrowing target verticals improves market penetration.
• Indirect marketing influences complex B2B sales.
• Preemptive cybersecurity tools offer new growth opportunities.

Chapters

(00:00) Introduction to Tina Williams-Karoma and CyDeploy’s mission

(02:00) The tension between cybersecurity and operational teams in health systems

(04:45) How CyDeploy uses machine learning for impact analysis before making system changes

(07:45) Overcoming healthcare industry resistance through community editions and transparency

(10:30) Identifying key decision-makers: security directors, CIOs, and operations teams

(13:15) The significance of impact and impact mitigation in health system uptime and patient safety

(16:00) Strategies for pilot programs and phased implementation in complex environments

(19:30) Navigating regulatory compliance and market entry strategies

(22:45) Emerging trends: preemptive cybersecurity and proactive asset management

(26:00) Building relationships through GRC platforms and consulting channels

(30:15) Expanding internationally: opportunities and challenges in Europe and Asia

(34:00) Final thoughts on behavioral change, market positioning, and future directions

https://kiinetics.com/

https://www.linkedin.com/in/brendanmcadams/

Summary

This conversation explores the importance of brand positioning, storytelling, and collaboration in marketing, especially within regulated industries like healthcare. Liz Mugavero, an expert in narrative storytelling and marketing, shares insights on how organizations can craft compelling stories, align internal teams, and work effectively with vendors to differentiate themselves in a crowded marketplace.

Guest Bio

Liz Mugavero is a strategic communications and marketing consultant with 20 years of experience helping executives and organizations find their voice across financial services, retirement, and healthcare. Before consulting, she led strategic communications at Freddie Mac and held senior marketing and communications roles at Prudential and Marsh USA. She's also a published novelist, which means she never forgets that the best strategy still needs a good story.

https://www.linkedin.com/in/lizmugavero/

https://musecommunicationsgroup.com

Takeaway

• When selling products, focus on the overall story of the organization.
• Align your brand's values with those of your customers.
• Establish cross-functional teams for effective collaboration.
• Research your ideal customer to tailor your messaging.
• Clarity in storytelling is crucial for organizational alignment.
• Vendors should ensure their messaging aligns with the health system's story.
• Authenticity in messaging is key to engaging customers.
• Utilize AI to enhance content creation but maintain a personal touch.
• Short, concise messaging is more effective in capturing attention.
• Building trust with customers is essential for long-term relationships.

Chapters

00:00 Understanding Go-To-Market Strategy

05:41 Crafting a Compelling Brand Story

09:09 Vendor Collaboration and Messaging

13:57 Researching Your Ideal Customer

18:02 Common Mistakes in Storytelling

23:12 Making Cybersecurity Compelling

24:53 Authenticity in Messaging

28:35 The Future of Content Creation

https://kiinetics.com/

https://www.linkedin.com/in/brendanmcadams/

Summary

In this conversation, Dr. Shubhendu Kulshreshtha discusses the evolving landscape of healthcare, emphasizing the need for clinicians to take on roles as founders to drive innovation. He explores the challenges faced by healthcare systems, particularly in the UK, and contrasts them with the US model. The discussion highlights the mindset differences between clinicians and business founders, the importance of decision-making, and the potential for scaling impact beyond traditional clinical roles. Dr. Kulshreshtha also touches on the rise of private healthcare in the UK and the opportunities it presents for clinicians looking to expand their influence.

Guest Bio

Dr Shubhendu (“Shub”) Kulshreshtha is a UK Emergency Medicine registrar, IMG, and ICF-accredited executive coach (ACC). He hosts the Clinician Founder Podcast and coaches clinicians to build portfolio careers and clinician-founder paths with a practical, systems-based, human-centred approach. Shub is also a Non-Executive Director at Kliniken, co-founder of Kliniken Consulting and founder of AskPortia/MedVault - your ePortfolio AI Agent. He uses tools like Gallup Strengths, Myers-Briggs, and the LINC Personality Profiler to support clinician leaders.

www.coachwithshub.com
https://www.linkedin.com/in/s-kulshreshtha/
https://open.spotify.com/show/4jSsspp1FCO0DNhyvd60Tb?si=e5f1dccf229945fe

Takeaways

• Dr. Kulshreshtha is an emergency physician and executive coach.
• Healthcare is at a tipping point, requiring innovation from clinicians.
• Clinicians need to lead the next version of healthcare.
• The industrialization of healthcare has led to dissatisfaction among patients and clinicians.
• Being a founder requires a different mindset than being a clinician.
• Decision-making in healthcare often relies on consensus, which can hinder innovation.
• Clinicians are well-positioned to advocate for patients as founders.
• Scaling impact beyond one-on-one patient care is essential for clinicians.
• The NHS operates differently than US healthcare, with no direct billing for patients.
• Private healthcare is growing in the UK, presenting new opportunities for clinicians.

Chapters

00:00 Introduction to Dr. Shubhendu Kulshreshtha

00:56 The Future of Healthcare: A Global Perspective

03:38 Clinicians as Founders: Opportunities and Challenges

06:07 The Mindset of Clinicians in Business

09:09 Decision-Making in Healthcare vs. Business

14:30 Scaling Impact Beyond Clinical Practice

17:21 Healthcare Systems: UK vs. US

23:23 The Rise of Private Healthcare in the UK

26:05 Conclusion and Final Thoughts

https://kiinetics.com/

https://www.linkedin.com/in/brendanmcadams/

Summary

In this conversation, Dr. Therese Canares, CEO of Curie DX, discusses the innovative approach her company is taking to improve access to diagnostic tests in healthcare. She shares insights on the challenges of sales in the healthcare sector, the importance of customer discovery, and the need for building trust with healthcare providers. The conversation also touches on the complexities of navigating FDA approval, ensuring data security, and demonstrating the value and ROI of healthcare innovations.

Guest Bio

Dr. Therese Canares is a physician-entrepreneur and the Founder and CEO of CurieDx, a digital health company developing AI-powered diagnostics using smartphone images. She is also a pediatric emergency physician and faculty member at Johns Hopkins University, where she has over a decade of clinical experience.

https://www.linkedin.com/in/therese-canares-md/

https://www.curiedx.com/about-us

Takeaways

• Curie DX aims to improve access to diagnostic tests.
• Sales in healthcare requires understanding customer needs.
• Customer discovery is crucial for product development.
• Building trust with healthcare providers is essential.
• Demonstrating ROI is a key challenge in healthcare sales.
• Navigating FDA approval is a lengthy process.
• Data security and HIPAA compliance are critical.
• Moms often make healthcare decisions for families.
• Innovative solutions can drive patient traffic to providers.
• The healthcare landscape is evolving with new regulations.

Chapters

00:00 Introduction to Curie DX and Its Mission

02:20 Sales Challenges in Healthcare Startups

05:18 Customer Discovery and Learning from Feedback

08:16 Building Rapport with Physician Owners

10:16 Value Proposition and ROI in Healthcare

11:46 Navigating FDA Approval and Reimbursement

14:12 Driving Patient Traffic through Innovative Solutions

16:53 Ensuring Data Security and Compliance

20:03 Final Thoughts and Future Directions

https://kiinetics.com/

https://www.linkedin.com/in/brendanmcadams/

Summary

In this episode, Leah Bliss explores the strategic use of LinkedIn for boosting B2B sales in the health tech industry. She dispels myths about LinkedIn being just a social media platform and highlights its power in professional networking and lead generation. Leah shares tips on optimizing profiles, creating authentic content, and leveraging LinkedIn's algorithm for greater reach. Learn how to build a targeted "hot 100" list and use Sales Navigator for effective prospecting. This episode is packed with actionable insights for health tech professionals aiming to enhance their LinkedIn presence and drive sales.

Guest Bio

Lia Bliss is the Founder of Bliss Magic Consulting and a LinkedIn strategist who has trained executives and sales teams at Fidelity, T. Rowe Price, Lincoln Financial Group, UBS, Zscaler, and NetApp. Known as "The Lovely of LinkedIn," she transforms relationship capital into systematic business development, helping clients achieve 86% connection acceptance rates and 200-400% increases in profile visibility.

With six years specializing in LinkedIn strategy and a background in sales and branding, Lia brings a direct, no-BS approach to professional visibility. Her non-traditional path—from fashion retail to corporate consultant—informs her anti-gatekeeping philosophy: share knowledge generously, show up imperfectly, and build authority through action rather than waiting for permission.

https://www.linkedin.com/in/liabliss/

Takeaway

• LinkedIn is a powerful professional networking tool that enhances visibility and credibility in health tech.
• Creating original, authentic content tailored to your audience is more effective than reposting.
• Active commenting boosts engagement and visibility more effectively than reposting.
• Developing a "hot 100" list of prospects is crucial for targeted outreach and meaningful relationships.
• A well-optimized LinkedIn profile attracts the right audience and opportunities.
• LinkedIn Sales Navigator is valuable for precise prospecting and managing leads.
• Personalizing content and maintaining a human touch enhances engagement and builds trust.
• Utilizing LinkedIn's algorithm increases the reach and impact of your content.
• Incorporating LinkedIn into your sales strategy enhances outreach efforts.
• Staying updated with LinkedIn's features and adapting your strategy maintains a competitive edge.

Chapters

00:00 Introduction to Leah Bliss and LinkedIn's role in health tech sales

01:14 Why LinkedIn is the de facto professional network

02:05 Misconceptions: LinkedIn as a social media time sink

03:06 The importance of organic, original content over reposts

05:21 The effectiveness of comments versus reposting for visibility

09:09 The importance of humanizing your LinkedIn presence

14:09 Curating connections with a "hot 100" list

17:15 How to craft engaging, relevant content for your audience

22:23 Maximizing Sales Navigator for prospecting

25:10 Final advice: Authenticity, human touch, and strategic engagement

https://kiinetics.com/

https://www.linkedin.com/in/brendanmcadams/

Summary

In this conversation, Pete Celano discusses the transformative changes in healthcare, particularly in hepatology, driven by telemedicine and AI. He highlights the challenges of navigating telemedicine regulations, the importance of virtual clinics, and effective sales strategies in the healthcare innovation space. The discussion also touches on the growing significance of value-based care and its implications for healthcare systems.

Guest Bio

Pete Celano is the cofounder of LiverRight, a national virtual clinic focused on liver disease—diagnosing and treating adults via telemedicine with their own hepatologists and APPs, across all 50 states. In this conversation, we get practical about what it really takes to build specialty care at national scale: the clinical model, the operational backbone, and the partner strategy (health systems, independent GI and primary care—including FQHCs—plus payers, pharma, diagnostics, SUD providers).

You’ll walk away with a clearer view of where virtual specialty care is headed, what makes a virtual clinic “real” versus just convenient, and how value-based care and AI can (and can’t) accelerate outcomes. Also: Pete’s smart, dynamic, and this one’s genuinely fun—equal parts strategy and behind-the-scenes reality.

https://www.linkedin.com/in/petecelano/

Takeaways

• Healthcare is undergoing significant disruption, especially post-COVID.
• Liver disease is often undiagnosed, affecting a large portion of the population.
• Telemedicine and AI are crucial for improving patient outcomes in hepatology.
• Navigating telemedicine regulations can be complex but necessary for care delivery.
• Virtual clinics are becoming essential in providing timely healthcare access.
• Sales strategies in healthcare require understanding the competitive landscape.
• Value-based care is rapidly gaining traction and is essential for future healthcare models.
• AI integration is vital for enhancing diagnostic accuracy and patient care.
• Healthcare innovation must focus on equity and accessibility for all patients.
• The landscape of healthcare is evolving, making it an exciting field to be in.

Chapters

00:00 Introduction to Liver Right and Healthcare Disruption

02:15 The Role of Telemedicine and AI in Hepatology

06:03 Navigating Telemedicine Regulations

10:30 The Future of Virtual Clinics and AI Integration

15:10 Sales Strategies in Healthcare Innovation

20:34 The Impact of Value-Based Care on Healthcare Systems

https://kiinetics.com/

https://www.linkedin.com/in/brendanmcadams/

In this conversation, Larry Trotter II, Brendan McAdams, and Marcus Finley discuss the intersection of health tech and AI, focusing on the challenges and opportunities in the industry. They explore the importance of security, the role of AI in enhancing healthcare efficiency, and the necessity for startups to move quickly in a competitive landscape. The discussion also highlights the significance of niche solutions and the distribution challenges faced by new entrants in the health tech space. Finally, they emphasize the need for innovative approaches to testing AI solutions in healthcare settings.

Marcus Finley has spent 15 years building AI products across industries like insurance, entertainment, sports and has taken them to market both domestically and internationally, including the UK. Some got acquired. Some raised Series A. Some partnered with Fortune 500 brands.

He has spoken at events like Dreamforce and SXSW on what it actually takes to deploy AI that moves the business forward. His job now is helping leadership teams stop experimenting and start executing.

https://www.linkedin.com/in/marcus-a-finley/

• AI is not replacing jobs; leadership decisions drive that change.
• Health tech must solve real problems to succeed.
• Incumbents in health tech are adapting quickly to AI.
• Startups need to move fast to capture market opportunities.
• Niche solutions often outperform broad-spectrum products.
• Distribution is a major challenge for new health tech solutions.
• Rapid ideation and experimentation are crucial in health tech.
• Training and change management are essential for AI adoption.
• Building an audience before scaling is vital for startups.
• Healthcare innovation requires balancing speed with caution.

00:00 Introduction to Health Tech and AI
05:03 Navigating Security in Health Tech
09:57 The Role of AI in Healthcare
14:58 Challenges in Health Tech Development
20:10 The Importance of Niche Solutions
24:59 Distribution Challenges in Health Tech
30:14 Innovative Approaches to Testing AI Solutions

https://kiinetics.com/

https://www.linkedin.com/in/brendanmcadams/