<![CDATA[Let's Chat Health Tech]]>Let's Chat Health Tech


Healthcare is changing. The business of changing it is complicated.

Let's Chat Health Tech is a weekly, no-fluff conversation built for the people in the middle of that work — founders and operators building health tech solutions, leaders selling into health systems and health plans, and the buyers, investors, and builders trying to separate what's real from what's aspirational.


Every episode digs into the actual mechanics of how health tech succeeds (or doesn't): procurement committees, clinical workflows, privacy and security reviews, tight budgets, skeptical stakeholders, and the internal politics nobody puts in the pitch deck. Hosted by Brendan McAdams — with occasional appearances from co-host Larry Trotter — the show brings in guests who have been in the room: leaders at health tech companies, payer and provider executives, and the people who make deals happen (or kill them).


We cover:

  • Where healthcare is headed — and what's quietly breaking underneath it
  • The obstacles that slow adoption: pilots, integration, compliance, and change management
  • Opportunities hiding in plain sight — workflows nobody owns, metrics nobody tracks, budgets nobody thinks to ask about
  • Practical strategies for breaking into health systems and plans
  • How teams build momentum: finding champions, navigating objections, and earning trust with clinicians and administrators who've already seen every shiny demo


If you're building, selling, buying, or investing in health tech — this show is for you.


Plus, we have fun.


About the Host

Brendan McAdams has spent more than two decades in the business of health tech — as a founder, sales strategist, and advisor to companies trying to navigate some of the most complex buying environments in any industry.


He's the founder of Kiinetics, a boutique sales strategy and consulting practice that helps health tech companies sharpen their go-to-market, build repeatable sales processes, and close more of the deals they're already working. He's also the author of Sales Craft and a Techstars All-Star Mentor — recognized among the top 4% of mentors in the global network.


Brendan brings the same directness to this show that he brings to client work: no fluff, no theoretical frameworks, just honest conversation about what's actually working in health tech sales right now — and why.

]]>https://kiinetics.comRiverside.fm (https://riverside.com)Fri, 11 Sep 2026 00:53:31 GMTMon, 22 Dec 2025 13:53:43 GMT60Brendan McAdams<p><b>Let's Chat Health Tech</b></p><p><br />Healthcare is changing. The business of changing it is complicated.</p><p><i>Let's Chat Health Tech</i> is a weekly, no-fluff conversation built for the people in the middle of that work — founders and operators building health tech solutions, leaders selling into health systems and health plans, and the buyers, investors, and builders trying to separate what's real from what's aspirational.</p><p><br />Every episode digs into the actual mechanics of how health tech succeeds (or doesn't): procurement committees, clinical workflows, privacy and security reviews, tight budgets, skeptical stakeholders, and the internal politics nobody puts in the pitch deck. Hosted by Brendan McAdams — with occasional appearances from co-host Larry Trotter — the show brings in guests who have been in the room: leaders at health tech companies, payer and provider executives, and the people who make deals happen (or kill them).</p><p><br />We cover:</p><ul><li>Where healthcare is headed — and what's quietly breaking underneath it</li><li>The obstacles that slow adoption: pilots, integration, compliance, and change management</li><li>Opportunities hiding in plain sight — workflows nobody owns, metrics nobody tracks, budgets nobody thinks to ask about</li><li>Practical strategies for breaking into health systems and plans</li><li>How teams build momentum: finding champions, navigating objections, and earning trust with clinicians and administrators who've already seen every shiny demo</li></ul><p><br />If you're building, selling, buying, or investing in health tech — this show is for you.</p><p><br />Plus, we have fun.</p><p><br /><b>About the Host</b></p><p>Brendan McAdams has spent more than two decades in the business of health tech — as a founder, sales strategist, and advisor to companies trying to navigate some of the most complex buying environments in any industry.</p><p><br />He's the founder of Kiinetics, a boutique sales strategy and consulting practice that helps health tech companies sharpen their go-to-market, build repeatable sales processes, and close more of the deals they're already working. He's also the author of <i>Sales Craft</i> and a Techstars All-Star Mentor — recognized among the top 4% of mentors in the global network.</p><p><br />Brendan brings the same directness to this show that he brings to client work: no fluff, no theoretical frameworks, just honest conversation about what's actually working in health tech sales right now — and why.<br /></p>episodicBrendan McAdamsbrendan@kiinetics.comno<![CDATA[The Hidden Playbook for Selling AI Into Community Health Centers]]>Summary

Chris Grasso, healthcare technology executive and founder of FastX Partners, joins Brendan McAdams to unpack how federally qualified health centers think about technology, why vendors often miss the mark, and where AI is already creating practical value. The conversation is especially useful for anyone selling into FQHCs, rural care, or complex healthcare delivery organizations.

Guest Bio

Chris Grasso is an experienced and forward-thinking healthcare technology executive with over 30 years of experience, including 20 years at a FQHC, driving technological innovation and digital transformation. Chris served as Chief Information Officer at Fenway Health, where she led technology strategy, data analytics, telehealth, and research initiatives, including a successful Epic Electronic Health Record (EHR) implementation. Chris designed and implemented innovative healthcare technology solutions that streamlined processes, improved patient care, and enhanced operational efficiency.

In 2024, she founded FASTx Partners, a fractional executive firm, where she specializes in aligning technology and analytics strategies with business objectives. Her expertise spans information technology, cybersecurity, AI, analytics, health equity, and governance. Chris has a proven track record of leading multi-functional teams and designing innovative healthcare technology solutions to build more effective and inclusive systems.

Chris is a recognized thought leader in healthcare technology, with numerous peer-reviewed publications and frequent speaking engagements at major conferences. She served on several advisory boards, contributing to initiatives focused on digital tools and health equity. Her commitment to advancing technology for underserved populations is central to her work.

fastxpartners.com

https://www.linkedin.com/in/chris-grasso


Chapters

00:00 - Meet Chris Grasso and FastX Partners

03:10 - What Makes FQHCs Different

06:46 - Medicaid Changes and the Pressure on Health Centers

08:31 - How Vendors Can Better Serve FQHCs

13:24 - Choosing the Right AI Use Cases

17:32 - Where AI Delivers the Most Value

20:16 - Why Healthcare AI Implementations Stall

22:23 - Building Buy-In Across the Organization

26:09 - Customer Success, Trust, and Strong References

34:13 - Preparation, Regulation, and Closing Advice

Selling into health plans and health systems isn’t for the faint of heart. The buyers are busy and overwhelmed, the sales cycles are long, and everyone wants a pilot before they commit to anything bigger.

Sign up for our newsletter to get:

  • Strategic Sales Tips: Proven methods for shortening long cycles and securing commitments.
  • Health Tech Updates: The latest news on market trends and payer requirements.
  • Sales Guides: Frameworks to move beyond the pilot phase and into full-scale implementation.

https://kiinetics.com/new-sub-nl/

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

]]>e5b9bc50-2e77-42b9-b35d-89d0ed8317f5Wed, 19 Aug 2026 19:00:00 GMT<p><b>Summary</b></p><p>Chris Grasso, healthcare technology executive and founder of FastX Partners, joins Brendan McAdams to unpack how federally qualified health centers think about technology, why vendors often miss the mark, and where AI is already creating practical value. The conversation is especially useful for anyone selling into FQHCs, rural care, or complex healthcare delivery organizations.</p><p></p><p><b>Guest Bio</b></p><p>Chris Grasso is an experienced and forward-thinking healthcare technology executive with over 30 years of experience, including 20 years at a FQHC, driving technological innovation and digital transformation. Chris served as Chief Information Officer at Fenway Health, where she led technology strategy, data analytics, telehealth, and research initiatives, including a successful Epic Electronic Health Record (EHR) implementation. Chris designed and implemented innovative healthcare technology solutions that streamlined processes, improved patient care, and enhanced operational efficiency.</p><p></p><p>In 2024, she founded FASTx Partners, a fractional executive firm, where she specializes in aligning technology and analytics strategies with business objectives. Her expertise spans information technology, cybersecurity, AI, analytics, health equity, and governance. Chris has a proven track record of leading multi-functional teams and designing innovative healthcare technology solutions to build more effective and inclusive systems.</p><p></p><p>Chris is a recognized thought leader in healthcare technology, with numerous peer-reviewed publications and frequent speaking engagements at major conferences. She served on several advisory boards, contributing to initiatives focused on digital tools and health equity. Her commitment to advancing technology for underserved populations is central to her work.<br /></p><p><a rel="noopener noreferrer nofollow" href="http://fastxpartners.com" target="_blank">fastxpartners.com</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/chris-grasso" target="_blank">https://www.linkedin.com/in/chris-grasso</a></p><p><br /><b>Chapters</b></p><p>00:00 - Meet Chris Grasso and FastX Partners</p><p>03:10 - What Makes FQHCs Different</p><p>06:46 - Medicaid Changes and the Pressure on Health Centers</p><p>08:31 - How Vendors Can Better Serve FQHCs</p><p>13:24 - Choosing the Right AI Use Cases</p><p>17:32 - Where AI Delivers the Most Value</p><p>20:16 - Why Healthcare AI Implementations Stall</p><p>22:23 - Building Buy-In Across the Organization</p><p>26:09 - Customer Success, Trust, and Strong References</p><p>34:13 - Preparation, Regulation, and Closing Advice<br /></p><p>Selling into health plans and health systems isn’t for the faint of heart. The buyers are busy and overwhelmed, the sales cycles are long, and everyone wants a pilot before they commit to anything bigger.</p><p>Sign up for our newsletter to get:<br /></p><ul><li>Strategic Sales Tips: Proven methods for shortening long cycles and securing commitments.</li><li>Health Tech Updates: The latest news on market trends and payer requirements.</li><li>Sales Guides: Frameworks to move beyond the pilot phase and into full-scale implementation.<br /></li></ul><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/new-sub-nl/" target="_blank">https://kiinetics.com/new-sub-nl/</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank">https://www.linkedin.com/in/brendanmcadams/</a></p>no00:39:1725The Hidden Playbook for Selling AI Into Community Health Centersfull<![CDATA[Stop Selling Healthcare Like It’s One Market]]>Summary

This episode breaks down a practical sales and messaging idea for healthcare companies: the U.S. healthcare market is not one uniform system, but 50 different state markets with different regulations, buying pressures, and opportunities. Brendan McAdams explains how state-specific intelligence can help you stand out, handle objections earlier, and build messaging that actually resonates with health plans, hospitals, provider groups, and health system executives.

Topics

  • Brendan McAdams argues that healthcare in the United States should be treated as 50 separate markets, not one national market.
  • He explains how state-level regulation creates both complexity and opportunity for more targeted sales and marketing.
  • The episode emphasizes using real healthcare intelligence to speak credibly with hospital, health plan, and provider executives.
  • Brendan notes that many healthcare buyers are flooded with generic outreach, including AI-generated cold email and repetitive sales decks.
  • He recommends differentiating by understanding a prospect’s state geography, regulatory posture, and operational constraints.
  • In heavily regulated states like California and New York, messaging should show how a solution satisfies specific requirements.
  • In lighter-touch states, messaging can focus on speed, flexibility, and preparing for future regulation.
  • Brendan suggests using compliance knowledge to address objections before they come up.
  • He recommends building a grid or breakdown of state regulations to customize positioning by market.
  • He also notes that AI itself is becoming more regulated in some states, making this approach increasingly relevant.

Chapters

00:00 - Why healthcare is really 50 different markets

00:58 - State-by-state variation creates opportunity

01:53 - Generic healthcare messaging gets ignored

02:52 - Use regulatory posture as sales intelligence

03:21 - Heavy-regulation states vs light-touch states

04:19 - How to use compliance to handle objections early

05:16 - Why lighter-regulation states still matter

06:12 - Build a state regulation grid for sharper messaging

07:05 - Why tailored messages resonate more than generic decks

Selling into health plans and health systems isn’t for the faint of heart. The buyers are busy and overwhelmed, the sales cycles are long, and everyone wants a pilot before they commit to anything bigger.

Sign up for our newsletter to get:

  • Strategic Sales Tips: Proven methods for shortening long cycles and securing commitments.
  • Health Tech Updates: The latest news on market trends and payer requirements.
  • Sales Guides: Frameworks to move beyond the pilot phase and into full-scale implementation.

https://kiinetics.com/new-sub-nl/

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

]]>722c4c19-0a66-4782-99d8-8113b84a6653Wed, 12 Aug 2026 13:00:00 GMT<p><b>Summary</b></p><p>This episode breaks down a practical sales and messaging idea for healthcare companies: the U.S. healthcare market is not one uniform system, but 50 different state markets with different regulations, buying pressures, and opportunities. Brendan McAdams explains how state-specific intelligence can help you stand out, handle objections earlier, and build messaging that actually resonates with health plans, hospitals, provider groups, and health system executives.</p><p></p><p><b>Topics</b></p><ul><li>Brendan McAdams argues that healthcare in the United States should be treated as 50 separate markets, not one national market.</li><li>He explains how state-level regulation creates both complexity and opportunity for more targeted sales and marketing.</li><li>The episode emphasizes using real healthcare intelligence to speak credibly with hospital, health plan, and provider executives.</li><li>Brendan notes that many healthcare buyers are flooded with generic outreach, including AI-generated cold email and repetitive sales decks.</li><li>He recommends differentiating by understanding a prospect’s state geography, regulatory posture, and operational constraints.</li><li>In heavily regulated states like California and New York, messaging should show how a solution satisfies specific requirements.</li><li>In lighter-touch states, messaging can focus on speed, flexibility, and preparing for future regulation.</li><li>Brendan suggests using compliance knowledge to address objections before they come up.</li><li>He recommends building a grid or breakdown of state regulations to customize positioning by market.</li><li>He also notes that AI itself is becoming more regulated in some states, making this approach increasingly relevant.</li></ul><p></p><p><b>Chapters</b></p><p>00:00 - Why healthcare is really 50 different markets</p><p>00:58 - State-by-state variation creates opportunity</p><p>01:53 - Generic healthcare messaging gets ignored</p><p>02:52 - Use regulatory posture as sales intelligence</p><p>03:21 - Heavy-regulation states vs light-touch states</p><p>04:19 - How to use compliance to handle objections early</p><p>05:16 - Why lighter-regulation states still matter</p><p>06:12 - Build a state regulation grid for sharper messaging</p><p>07:05 - Why tailored messages resonate more than generic decks</p><p></p><p>Selling into health plans and health systems isn’t for the faint of heart. The buyers are busy and overwhelmed, the sales cycles are long, and everyone wants a pilot before they commit to anything bigger.</p><p>Sign up for our newsletter to get:</p><ul><li>Strategic Sales Tips: Proven methods for shortening long cycles and securing commitments.</li><li>Health Tech Updates: The latest news on market trends and payer requirements.</li><li>Sales Guides: Frameworks to move beyond the pilot phase and into full-scale implementation.</li></ul><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/new-sub-nl/" target="_blank">https://kiinetics.com/new-sub-nl/</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank">https://www.linkedin.com/in/brendanmcadams/</a></p>no00:06:3124Stop Selling Healthcare Like It’s One Marketfull<![CDATA[How AI Is Revolutionizing Autism & ADHD Diagnostics by Cutting Over 80% of Assessments Times]]>Summary

In this episode of Let's Chat Health Tech, Dr. Jan Cosgrave shares how her company Neurotype leverages AI to drastically reduce autism and ADHD assessment times, transforming healthcare access. She discusses the challenges crossing UK and US markets, the nuances of healthcare system differences, and strategies for scaling innovative solutions globally.


Guest Bio

Dr. Jan Cosgrave is a clinical psychologist and the CEO and co-founder of Neurotype, a venture-backed AI platform that helps clinicians cut the time it takes to write autism and ADHD diagnostic reports from several hours to under 45 minutes, all while keeping the clinician in full control of every word.


Jan's mission is rooted in the frontline. Having worked directly in neurodevelopmental assessment services, she saw first-hand the human cost of diagnostic waiting lists — delays that keep people from accessing care, with real costs to their health, education, and employment. She built Neurotype with a clear mission: to end the waiting lists. Neurotype is now expanding into the US market, working with major provider systems and academic institutions to bring faster, clinician-led assessments to a healthcare system where neurodevelopmental waitlists can stretch for months or years.


Jan holds a PhD from Oxford and a Clinical Doctorate from UCL, and was a Fulbright Fellow at the University of Pennsylvania. She is a venture partner with The Tech Bros, the world's first all-female, all-technical accelerator, where she champions the next generation of women building in deep tech. She is also a regular voice on the ethics of AI in healthcare and is passionate about what responsible, clinician-led technology can do for people who have waited too long to be understood.

www.neurotype.uk

https://www.linkedin.com/in/dr-jan-cosgrave-b89b211ab/


Takeaways

  • The origin story of Neurotype and the motivation driven by long waiting times for assessments
  • How Neurotype automates the diagnostic reporting process, reducing hours to minutes
  • The importance of data collection at assessment points for better diagnostics and predictive modeling
  • Differences between UK’s socialized healthcare and the US’s capitalist model and their impact on product design
  • Strategies for successful entry into complex healthcare markets, including the role of champions and understanding reimbursement
  • Lessons learned through accelerator programs like Techstars, including the value of domain expertise and tailored mentorship
  • Approaches to demonstrating ROI in different healthcare systems and building buy-in from multiple stakeholders
  • The benefits of US market culture’s openness to innovation and plentiful pathways for market entry


Selling into health plans and health systems isn’t for the faint of heart. The buyers are busy and overwhelmed, the sales cycles are long, and everyone wants a pilot before they commit to anything bigger.


Sign up for our newsletter to get:

  • Strategic Sales Tips: Proven methods for shortening long cycles and securing commitments.
  • Health Tech Updates: The latest news on market trends and payer requirements.
  • Sales Guides: Frameworks to move beyond the pilot phase and into full-scale implementation.

https://kiinetics.com/new-sub-nl/

]]>18c86896-93b4-4978-8fd1-a2df206c35b0Wed, 29 Jul 2026 13:00:00 GMT<p><b>Summary</b></p><p>In this episode of Let's Chat Health Tech, Dr. Jan Cosgrave shares how her company Neurotype leverages AI to drastically reduce autism and ADHD assessment times, transforming healthcare access. She discusses the challenges crossing UK and US markets, the nuances of healthcare system differences, and strategies for scaling innovative solutions globally.</p><p><br /><b>Guest Bio</b></p><p>Dr. Jan Cosgrave is a clinical psychologist and the CEO and co-founder of Neurotype, a venture-backed AI platform that helps clinicians cut the time it takes to write autism and ADHD diagnostic reports from several hours to under 45 minutes, all while keeping the clinician in full control of every word.</p><p><br />Jan's mission is rooted in the frontline. Having worked directly in neurodevelopmental assessment services, she saw first-hand the human cost of diagnostic waiting lists — delays that keep people from accessing care, with real costs to their health, education, and employment. She built Neurotype with a clear mission: to end the waiting lists. Neurotype is now expanding into the US market, working with major provider systems and academic institutions to bring faster, clinician-led assessments to a healthcare system where neurodevelopmental waitlists can stretch for months or years.</p><p><br />Jan holds a PhD from Oxford and a Clinical Doctorate from UCL, and was a Fulbright Fellow at the University of Pennsylvania. She is a venture partner with The Tech Bros, the world's first all-female, all-technical accelerator, where she champions the next generation of women building in deep tech. She is also a regular voice on the ethics of AI in healthcare and is passionate about what responsible, clinician-led technology can do for people who have waited too long to be understood.</p><p><a rel="noopener noreferrer nofollow" href="http://www.neurotype.uk" target="_blank">www.neurotype.uk</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/dr-jan-cosgrave-b89b211ab/" target="_blank">https://www.linkedin.com/in/dr-jan-cosgrave-b89b211ab/</a></p><p><br /><b>Takeaways</b></p><ul><li>The origin story of Neurotype and the motivation driven by long waiting times for assessments</li><li>How Neurotype automates the diagnostic reporting process, reducing hours to minutes</li><li>The importance of data collection at assessment points for better diagnostics and predictive modeling</li><li>Differences between UK’s socialized healthcare and the US’s capitalist model and their impact on product design</li><li>Strategies for successful entry into complex healthcare markets, including the role of champions and understanding reimbursement</li><li>Lessons learned through accelerator programs like Techstars, including the value of domain expertise and tailored mentorship</li><li>Approaches to demonstrating ROI in different healthcare systems and building buy-in from multiple stakeholders</li><li>The benefits of US market culture’s openness to innovation and plentiful pathways for market entry</li></ul><p><br />Selling into health plans and health systems isn’t for the faint of heart. The buyers are busy and overwhelmed, the sales cycles are long, and everyone wants a pilot before they commit to anything bigger.</p><p><br />Sign up for our newsletter to get:</p><ul><li>Strategic Sales Tips: Proven methods for shortening long cycles and securing commitments.</li><li>Health Tech Updates: The latest news on market trends and payer requirements.</li><li>Sales Guides: Frameworks to move beyond the pilot phase and into full-scale implementation.</li></ul><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/new-sub-nl/" target="_blank">https://kiinetics.com/new-sub-nl/</a></p>no00:22:3523How AI Is Revolutionizing Autism & ADHD Diagnostics by Cutting Over 80% of Assessments Timesfull<![CDATA[How to Apply to a Startup Accelerator (Without Wasting Everyone’s Time)]]>Summary

In this episode, Brendan McAdams shares ten essential strategies for crafting compelling applications to health tech accelerators, drawn from his decade of experience mentoring and running programs. Whether you're aiming for mentorship, funding, or industry connections, these tips will help you stand out and maximize your chances.

Takeaways

  • Clarify your unique value proposition and keep your application concise and specific to avoid confusion.
  • Understand your healthcare business model, including reimbursement methods, industry trends, and your target customer.
  • Clearly articulate what you seek from the accelerator—be it mentorship, funding, or strategic introductions.
  • Demonstrate your contribution to the cohort, highlighting skills or expertise that add value.
  • Explain how you plan to use any investment money, focusing on growth activities like product development or marketing.
  • Build relationships with accelerator staff and participants beforehand, including personalized outreach and short introductory videos.
  • Target the right accelerators for your stage, sector, and geographic focus; emphasize relevant traction or pilot results.
  • Showcase tangible progress at demo day, such as new deals, customer wins, or revenue growth.
  • Follow up after rejection to gather feedback and leave doors open for future opportunities.
  • Remember, applying to accelerators is fundamentally a sales process—both for your startup and your personal brand.

Chapters

00:00 - Introduction: Applying to health tech accelerators and why it matters

00:30 - The value of accelerators: Skills sharpening, mentorship, and momentum

01:28 - Key point 1: Be concise, clear, and specific in your application

02:49 - Know your business: Revenue streams, reimbursement codes, and industry trends

04:14 - Defining your ideal customer and understanding the healthcare landscape

05:41 - Clarify what you want from the accelerator—mentorship, funding, or connections

06:37 - Show how you can contribute to the cohort’s success

07:06 - Explain your planned use of funds with specific, deliberate objectives

08:01 - Build relationships before applying: outreach, networking, and video introduction

09:58 - Focus on applying to the right accelerator for your stage and sector

10:56 - Highlight your traction: pipeline, pilots, or customer conversations

11:55 - Preparing for demo day: showcasing wins and progress

12:53 - Post-rejection follow-up: seeking feedback and keeping options open

14:19 - Applying these lessons: Selling, marketing, and sales experience in the application process

15:15 - Conclusion: Sales and execution are key; Brendan offers help for health tech sales strategy

https://kiinetics.com/

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

]]>5cfc03bc-15ac-4799-b5fa-4770872eb860Wed, 22 Jul 2026 13:00:00 GMT<p><b>Summary</b></p><p>In this episode, Brendan McAdams shares ten essential strategies for crafting compelling applications to health tech accelerators, drawn from his decade of experience mentoring and running programs. Whether you're aiming for mentorship, funding, or industry connections, these tips will help you stand out and maximize your chances.</p><p></p><p><b>Takeaways</b></p><ul><li>Clarify your unique value proposition and keep your application concise and specific to avoid confusion.</li><li>Understand your healthcare business model, including reimbursement methods, industry trends, and your target customer.</li><li>Clearly articulate what you seek from the accelerator—be it mentorship, funding, or strategic introductions.</li><li>Demonstrate your contribution to the cohort, highlighting skills or expertise that add value.</li><li>Explain how you plan to use any investment money, focusing on growth activities like product development or marketing.</li><li>Build relationships with accelerator staff and participants beforehand, including personalized outreach and short introductory videos.</li><li>Target the right accelerators for your stage, sector, and geographic focus; emphasize relevant traction or pilot results.</li><li>Showcase tangible progress at demo day, such as new deals, customer wins, or revenue growth.</li><li>Follow up after rejection to gather feedback and leave doors open for future opportunities.</li><li>Remember, applying to accelerators is fundamentally a sales process—both for your startup and your personal brand.</li></ul><p></p><p><b>Chapters</b></p><p>00:00 - Introduction: Applying to health tech accelerators and why it matters</p><p>00:30 - The value of accelerators: Skills sharpening, mentorship, and momentum</p><p>01:28 - Key point 1: Be concise, clear, and specific in your application</p><p>02:49 - Know your business: Revenue streams, reimbursement codes, and industry trends</p><p>04:14 - Defining your ideal customer and understanding the healthcare landscape</p><p>05:41 - Clarify what you want from the accelerator—mentorship, funding, or connections</p><p>06:37 - Show how you can contribute to the cohort’s success</p><p>07:06 - Explain your planned use of funds with specific, deliberate objectives</p><p>08:01 - Build relationships before applying: outreach, networking, and video introduction</p><p>09:58 - Focus on applying to the right accelerator for your stage and sector</p><p>10:56 - Highlight your traction: pipeline, pilots, or customer conversations</p><p>11:55 - Preparing for demo day: showcasing wins and progress</p><p>12:53 - Post-rejection follow-up: seeking feedback and keeping options open</p><p>14:19 - Applying these lessons: Selling, marketing, and sales experience in the application process</p><p>15:15 - Conclusion: Sales and execution are key; Brendan offers help for health tech sales strategy</p><p></p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/**" target="_blank"><b>https://kiinetics.com/</b></a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/**" target="_blank"><b>https://www.linkedin.com/in/brendanmcadams/</b></a></p>no00:13:3222How to Apply to a Startup Accelerator (Without Wasting Everyone’s Time)full<![CDATA[The AI-Driven Breakthrough Transforming Geriatric Behavioral Health Engagement]]>Summary

Discover how Vitalic is redefining behavioral health care for seniors through targeted engagement, strategic partnerships, and innovative AI applications. In this episode, Ben Gardner shares insights on market opportunities, navigating health plan sales, and the future landscape of health technology and risk management.

Guest Bio

Ben Gardner is a healthcare innovator with 25 years of experience scaling businesses at the intersection of payers and providers. As Co-Founder and CEO of Vitalic, he leads a world-class team in transforming senior behavioral healthcare.

Ben’s career includes founding Linkwell Health, where he pioneered consumer engagement for major insurers like Anthem. He also led growth at Archway Health and Array Behavioral, driving significant expansion in data science and telepsychiatry.

The foundation for Vitalic came from Ben’s insight into Medicare Advantage plans: while 70% of seniors never seek help for mental health needs, untreated depression causes medical costs to spiral. Vitalic solves this through proactive engagement, identifying at-risk seniors before a crisis to improve Star Ratings and reduce costs. Having raised $20M+ in venture capital and delivered multiple successful exits, Ben is uniquely positioned to scale Vitalic into a national platform that improves millions of lives.

Takeaways

  • The underserved behavioral health needs of the 65+ population and potential market size
  • Vitalic’s unique value proposition: proactive, episodic mental health care for seniors
  • The importance of partnership with Medicare Advantage plans and risk-bearing providers
  • Strategies for gaining stakeholder support within health plans and employer groups
  • The role of specific metrics like PHQ-9 and depression follow-up in quality reporting and risk adjustment
  • Overcoming resistance: cultural stigma, capacity constraints, and market entry barriers
  • How AI enhances outreach, engagement, and clinical workflows, especially in populations difficult to reach
  • The potential for provider organizations to act as new risk carriers through AI-driven risk management
  • Future industry shifts: hospital systems expanding into insurance and the democratization of risk management via AI

Chapters

00:00 - Introduction to Ben Gardner and Vitalic's mission

02:00 - Addressing behavioral health gaps among seniors

05:00 - The significance of specialty care for aging adults

08:00 - Strategic partnership with VNS Health and key sales lessons

11:00 - Tailoring messages for different health plan departments

14:00 - Using quality metrics like STAR ratings and risk adjustment codes

17:00 - The biggest obstacles in selling behavioral health solutions

20:00 - Harnessing AI for member engagement and clinical operations

23:00 - Future industry disruptions: hospitals, insurers, and technology

26:00 - Advice for health tech entrepreneurs entering the marketplace

29:00 - Contact and collaboration opportunities with Ben Gardner

https://kiinetics.com/

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

]]>d9131b1b-a3bf-415b-8c0d-ad4014795715Wed, 15 Jul 2026 13:00:00 GMT<p><b>Summary</b></p><p>Discover how Vitalic is redefining behavioral health care for seniors through targeted engagement, strategic partnerships, and innovative AI applications. In this episode, Ben Gardner shares insights on market opportunities, navigating health plan sales, and the future landscape of health technology and risk management.<br /><br /><b>Guest Bio</b></p><p>Ben Gardner is a healthcare innovator with 25 years of experience scaling businesses at the intersection of payers and providers. As Co-Founder and CEO of Vitalic, he leads a world-class team in transforming senior behavioral healthcare.<br /></p><p>Ben’s career includes founding Linkwell Health, where he pioneered consumer engagement for major insurers like Anthem. He also led growth at Archway Health and Array Behavioral, driving significant expansion in data science and telepsychiatry.<br /></p><p>The foundation for Vitalic came from Ben’s insight into Medicare Advantage plans: while 70% of seniors never seek help for mental health needs, untreated depression causes medical costs to spiral. Vitalic solves this through proactive engagement, identifying at-risk seniors before a crisis to improve Star Ratings and reduce costs. Having raised $20M+ in venture capital and delivered multiple successful exits, Ben is uniquely positioned to scale Vitalic into a national platform that improves millions of lives.</p><p></p><p><b>Takeaways</b></p><ul><li>The underserved behavioral health needs of the 65+ population and potential market size</li><li>Vitalic’s unique value proposition: proactive, episodic mental health care for seniors</li><li>The importance of partnership with Medicare Advantage plans and risk-bearing providers</li><li>Strategies for gaining stakeholder support within health plans and employer groups</li><li>The role of specific metrics like PHQ-9 and depression follow-up in quality reporting and risk adjustment</li><li>Overcoming resistance: cultural stigma, capacity constraints, and market entry barriers</li><li>How AI enhances outreach, engagement, and clinical workflows, especially in populations difficult to reach</li><li>The potential for provider organizations to act as new risk carriers through AI-driven risk management</li><li>Future industry shifts: hospital systems expanding into insurance and the democratization of risk management via AI</li></ul><p></p><p><b>Chapters</b></p><p>00:00 - Introduction to Ben Gardner and Vitalic's mission</p><p>02:00 - Addressing behavioral health gaps among seniors</p><p>05:00 - The significance of specialty care for aging adults</p><p>08:00 - Strategic partnership with VNS Health and key sales lessons</p><p>11:00 - Tailoring messages for different health plan departments</p><p>14:00 - Using quality metrics like STAR ratings and risk adjustment codes</p><p>17:00 - The biggest obstacles in selling behavioral health solutions</p><p>20:00 - Harnessing AI for member engagement and clinical operations</p><p>23:00 - Future industry disruptions: hospitals, insurers, and technology</p><p>26:00 - Advice for health tech entrepreneurs entering the marketplace</p><p>29:00 - Contact and collaboration opportunities with Ben Gardner<br /></p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/" target="_blank">https://kiinetics.com/</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank"><b>https://www.linkedin.com/in/brendanmcadams/</b></a><br /></p><p></p>no00:26:0021The AI-Driven Breakthrough Transforming Geriatric Behavioral Health Engagementfull<![CDATA[The Simple Book Series That Could Transform Your Health Tech Sales Effectiveness]]>Summary

Introducing upcoming resources and a fresh season of the "Let's Chat Health Tech" podcast, focusing on practical sales insights and health tech industry trends.

Takeaways

  • Brendan McAdams discusses the upcoming "Salescraft Fundamentals" book series aimed at helping founders, salespeople, and health tech execs improve effectiveness
  • The series will contain concise, actionable sales tips tailored to the needs of health tech professionals
  • Insights on why focusing on specific, meaningful communication in healthcare sales is crucial
  • An overview of the upcoming podcast season, highlighting guests from various health tech and healthcare backgrounds
  • Brendan encourages listener feedback on topics and sales challenges, emphasizing community involvement

Chapters

00:00 Introduction to upcoming book series and podcast season

00:24 Overview of the "Salescraft Fundamentals" book series and its practical focus

00:47 The inspiration behind creating simple, impactful sales tips for health tech

01:10 Target audience: founders, salespeople, health tech executives

01:38 How the book series will be formatted and shared

02:03 Future updates and how to access tips via newsletter

02:27 Audience: anyone wanting to improve sales and engagement in health tech

02:53 Details about the new podcast season's theme on health tech sales execution

03:12 The importance of understanding healthcare operations and communicating with specificity

03:34 Preview of guest experts from health tech startups, health plans, and hospitals

03:56 Commitment to improving podcast production quality

04:22 Call for listener feedback and topic suggestions

04:36 Final thanks and sign-off

https://kiinetics.com/

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

]]>96f726dd-3ead-4e3a-90f8-dd2959f35dadTue, 23 Jun 2026 13:00:00 GMT<p><b>Summary </b></p><p>Introducing upcoming resources and a fresh season of the "Let's Chat Health Tech" podcast, focusing on practical sales insights and health tech industry trends.</p><p></p><p><b>Takeaways</b></p><ul><li>Brendan McAdams discusses the upcoming "Salescraft Fundamentals" book series aimed at helping founders, salespeople, and health tech execs improve effectiveness</li><li>The series will contain concise, actionable sales tips tailored to the needs of health tech professionals</li><li>Insights on why focusing on specific, meaningful communication in healthcare sales is crucial</li><li>An overview of the upcoming podcast season, highlighting guests from various health tech and healthcare backgrounds</li><li>Brendan encourages listener feedback on topics and sales challenges, emphasizing community involvement</li></ul><p></p><p><b>Chapters</b></p><p>00:00 Introduction to upcoming book series and podcast season </p><p>00:24 Overview of the "Salescraft Fundamentals" book series and its practical focus </p><p>00:47 The inspiration behind creating simple, impactful sales tips for health tech </p><p>01:10 Target audience: founders, salespeople, health tech executives </p><p>01:38 How the book series will be formatted and shared </p><p>02:03 Future updates and how to access tips via newsletter </p><p>02:27 Audience: anyone wanting to improve sales and engagement in health tech </p><p>02:53 Details about the new podcast season's theme on health tech sales execution </p><p>03:12 The importance of understanding healthcare operations and communicating with specificity </p><p>03:34 Preview of guest experts from health tech startups, health plans, and hospitals </p><p>03:56 Commitment to improving podcast production quality </p><p>04:22 Call for listener feedback and topic suggestions </p><p>04:36 Final thanks and sign-off</p><p></p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/" target="_blank">https://kiinetics.com/</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank">https://www.linkedin.com/in/brendanmcadams/</a></p>no00:05:02113The Simple Book Series That Could Transform Your Health Tech Sales Effectivenessbonus<![CDATA[How Deep Industry Knowledge Can Be Your Biggest Competitive Advantage in Health Tech]]>Summary

Learn how healthcare sales are evolving amidst regulatory challenges, technological disruptions, and new industry dynamics. Brendan McAdams shares practical tips on becoming a trusted advisor, understanding industry complexities, and positioning your solutions for success in this rapidly changing landscape.


Takeaways

  • The unique challenges of healthcare sales compared to other industries
  • Why industry knowledge and detailed understanding are your competitive moat
  • How to communicate value effectively in complex healthcare deals
  • The impact of AI and regulatory changes on healthcare technology sales
  • Practical advice for engaging with providers and health plans
  • The importance of ongoing learning and industry immersion
  • Future trends in healthcare, including disruption and industry upheaval
  • Brendan’s personal growth stories and resource recommendations


Chapters

00:00 Introduction: Episode overview and season highlights.

00:28 Complexity in Healthcare Sales: Unique challenges and industry comparisons.

01:15 Expertise as a Competitive Edge: Building industry-specific knowledge.

02:30 Selling Solutions: Patient-facing vs. provider-facing challenges.

03:23 Navigating Regulations: Impact of new initiatives and system migrations.

04:42 AI and Healthcare: Disruptive technologies and market differentiation.

05:59 Engaging Providers: Strategies for effective communication and value delivery.

07:15 Continuous Learning: Importance of ongoing education and resources.

09:00 Industry Insights: Reflections on client work and future trends.

11:41 Closing Remarks: Upcoming season plans and listener engagement.

https://kiinetics.com/

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

]]>0a9f6c74-c0ca-4a77-b42d-8f50583a1505Tue, 16 Jun 2026 16:30:00 GMT<p><b>Summary</b></p><p>Learn how healthcare sales are evolving amidst regulatory challenges, technological disruptions, and new industry dynamics. Brendan McAdams shares practical tips on becoming a trusted advisor, understanding industry complexities, and positioning your solutions for success in this rapidly changing landscape.</p><p><br /><b>Takeaways</b></p><ul><li>The unique challenges of healthcare sales compared to other industries</li><li>Why industry knowledge and detailed understanding are your competitive moat</li><li>How to communicate value effectively in complex healthcare deals</li><li>The impact of AI and regulatory changes on healthcare technology sales</li><li>Practical advice for engaging with providers and health plans</li><li>The importance of ongoing learning and industry immersion</li><li>Future trends in healthcare, including disruption and industry upheaval</li><li>Brendan’s personal growth stories and resource recommendations</li></ul><p><br /><b>Chapters</b></p><p>00:00 Introduction: Episode overview and season highlights.</p><p>00:28 Complexity in Healthcare Sales: Unique challenges and industry comparisons.</p><p>01:15 Expertise as a Competitive Edge: Building industry-specific knowledge.</p><p>02:30 Selling Solutions: Patient-facing vs. provider-facing challenges.</p><p>03:23 Navigating Regulations: Impact of new initiatives and system migrations.</p><p>04:42 AI and Healthcare: Disruptive technologies and market differentiation.</p><p>05:59 Engaging Providers: Strategies for effective communication and value delivery.</p><p>07:15 Continuous Learning: Importance of ongoing education and resources.</p><p>09:00 Industry Insights: Reflections on client work and future trends.</p><p>11:41 Closing Remarks: Upcoming season plans and listener engagement.<br /></p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/" target="_blank">https://kiinetics.com/</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank">https://www.linkedin.com/in/brendanmcadams/</a></p>no00:12:10112How Deep Industry Knowledge Can Be Your Biggest Competitive Advantage in Health Techfull<![CDATA[Why Building Trusted Customer Relationships Is the Secret to Healthcare Startup Success]]>Summary

In this episode of Let's Chat Health Tech, Brendan McAdams interviews Mustafa Al-Adhami about his entrepreneurial journey, focusing on health tech device development, customer discovery, hospital partnerships, FDA approval, and navigating funding landscapes. Mustafa shares valuable lessons on building tech that hospitals trust, the importance of customer relationships, and strategies for success in regulated healthcare markets.


Guest Bio

Mustafa Al-Adhami, PhD, is the founder and Chief Executive Officer of Astek Diagnostics and the inventor of the Jiddu Platform. Before pursuing his graduate work, he spent seven years in market discovery roles, during which he built and sold a software product. He subsequently earned his MS and PhD in Mechanical Engineering from the University of Maryland, Baltimore County, where the Jiddu Platform's technology was developed and where its foundational patents are held under license to the company. He is a named inventor on four issued patents and the author of nine peer-reviewed publications. He founded Astek to commercialize the platform. He is an Iraqi refugee who immigrated to the United States, and the personal story behind the company is described further in the inspiration section of this document.

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

https://astekdx.com/


Takeaways

  • Mustafa's journey from refugee to founding Aztec
  • Importance of customer discovery in health tech startups
  • Building hospital relationships and identifying champions
  • Navigating FDA pathways and pre-submission strategies
  • Impact of funding, hospital economics, and partnerships
  • Lessons from Y Combinator in health device innovation
  • Targeting high-priority markets like urology and inpatient care
  • Effective hospital sales strategies and organizational dynamics
  • Using relationships and credibility to scale health tech
  • Future plans: FDA clearance, outpatient expansion, and cost-savings

Chapters
00:00 Intro: Mustafa’s background in health tech/device dev.

01:29 Immigration story & early ventures.

02:25 Startup inspiration: Grandfather's UTI.

03:08 Customer discovery: Hypothesis testing & validation.

04:30 Interview techniques: Avoiding bias.

05:23 Validating fit: Confirmation & sign-offs.

06:31 Hospital engagement: Obtaining LOIs.

07:12 Socializing findings: Market insights.

07:49 Urology pivot: $1.1M clinician investment.

08:57 Market trends: Funding & AI.

10:23 Med Star: Strategic partnership & championing.

12:05 Scaling: Relationships & hospital support.

13:50 Impact: Cost savings, outcomes & health economics.

15:03 Y Combinator: Advice & healthcare skepticism.

17:15 Hospital sales: Sales champions & organizational nuances.

19:00 Emergency care: Sepsis management discovery.

21:30 Regulatory strategy: Outpatient shift & FDA timelines.

23:11 Startup advice: Data, pre-submissions & risk.

24:49 Reflections: Perseverance & industry validation.

25:53 Networking: LinkedIn & Aztec tech.

https://kiinetics.com/

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

]]>5a06dae1-6b4a-4c92-a41f-32334d1d3672Tue, 09 Jun 2026 13:00:00 GMT<p><b>Summary</b></p><p>In this episode of Let's Chat Health Tech, Brendan McAdams interviews Mustafa Al-Adhami about his entrepreneurial journey, focusing on health tech device development, customer discovery, hospital partnerships, FDA approval, and navigating funding landscapes. Mustafa shares valuable lessons on building tech that hospitals trust, the importance of customer relationships, and strategies for success in regulated healthcare markets.</p><p><br /><b>Guest Bio</b></p><p>Mustafa Al-Adhami, PhD, is the founder and Chief Executive Officer of Astek Diagnostics and the inventor of the Jiddu Platform. Before pursuing his graduate work, he spent seven years in market discovery roles, during which he built and sold a software product. He subsequently earned his MS and PhD in Mechanical Engineering from the University of Maryland, Baltimore County, where the Jiddu Platform's technology was developed and where its foundational patents are held under license to the company. He is a named inventor on four issued patents and the author of nine peer-reviewed publications. He founded Astek to commercialize the platform. He is an Iraqi refugee who immigrated to the United States, and the personal story behind the company is described further in the inspiration section of this document.</p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/maladhami" target="_blank">https://www.linkedin.com/in/maladhami</a></p><p><a rel="noopener noreferrer nofollow" href="https://astekdx.com/" target="_blank">https://astekdx.com/</a></p><p><br /><b>Takeaways</b></p><ul><li>Mustafa's journey from refugee to founding Aztec</li><li>Importance of customer discovery in health tech startups</li><li>Building hospital relationships and identifying champions</li><li>Navigating FDA pathways and pre-submission strategies</li><li>Impact of funding, hospital economics, and partnerships</li><li>Lessons from Y Combinator in health device innovation</li><li>Targeting high-priority markets like urology and inpatient care</li><li>Effective hospital sales strategies and organizational dynamics</li><li>Using relationships and credibility to scale health tech</li><li>Future plans: FDA clearance, outpatient expansion, and cost-savings<p></p></li></ul><p><b>Chapters</b><br />00:00 Intro: Mustafa’s background in health tech/device dev.</p><p>01:29 Immigration story &amp; early ventures.</p><p>02:25 Startup inspiration: Grandfather's UTI.</p><p>03:08 Customer discovery: Hypothesis testing &amp; validation.</p><p>04:30 Interview techniques: Avoiding bias.</p><p>05:23 Validating fit: Confirmation &amp; sign-offs.</p><p>06:31 Hospital engagement: Obtaining LOIs.</p><p>07:12 Socializing findings: Market insights.</p><p>07:49 Urology pivot: $1.1M clinician investment.</p><p>08:57 Market trends: Funding &amp; AI.</p><p>10:23 Med Star: Strategic partnership &amp; championing.</p><p>12:05 Scaling: Relationships &amp; hospital support.</p><p>13:50 Impact: Cost savings, outcomes &amp; health economics.</p><p>15:03 Y Combinator: Advice &amp; healthcare skepticism.</p><p>17:15 Hospital sales: Sales champions &amp; organizational nuances.</p><p>19:00 Emergency care: Sepsis management discovery.</p><p>21:30 Regulatory strategy: Outpatient shift &amp; FDA timelines.</p><p>23:11 Startup advice: Data, pre-submissions &amp; risk.</p><p>24:49 Reflections: Perseverance &amp; industry validation.</p><p>25:53 Networking: LinkedIn &amp; Aztec tech.</p><p></p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/**" target="_blank"><b>https://kiinetics.com/</b></a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/**" target="_blank"><b>https://www.linkedin.com/in/brendanmcadams/</b></a></p>no00:26:40111Why Building Trusted Customer Relationships Is the Secret to Healthcare Startup Successfull<![CDATA[The Long, Grueling Process of Selling to Healthcare Plans, and How to Succeed]]>Summary

In this episode, Brendan is joined by Eric Jolicoeur, Senior Program Manager at Care First, to demystify the inner workings of a health plan. They explore the complexities of provider data management, vendor interactions, regulatory impacts, and technological innovations like AI—all crucial for navigating healthcare and health plan operations.


Guest Bio

Senior Program Manager (PMP) with 20+ years of experience directing Federal IT and Regulatory programs within the healthcare sector. work in SAP-integrated environments while maintaining high-integrity data pipelines. A PMP-certified expert with a dual-concentration MBA, I combine a "builder" mindset with corporate rigor to scale complex healthcare delivery models.

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

https://www.carefirst.com


Takeaways

  • The role and daily responsibilities of a provider data accuracy manager, acting as an air traffic controller for health plan data.
  • Challenges faced when ensuring provider directory data remains current and accurate across multiple payers.
  • How vendor relationships are managed in a highly regulated environment, and key advice for vendors aiming to collaborate effectively.
  • The impact of inaccuracies in provider data on claims, network adequacy, CMS compliance, and STAR ratings.
  • The importance of provider and member experience, and how data management influences both.
  • The potential role of AI in reducing manual effort and improving data accuracy.
  • Organizational complexity and the analogy of health plans as battleships—slow to change but resilient.
  • The lengthy decision-making process in health plans, emphasizing the importance of long-term relationships and trust.


Chapters

00:00 Introduction and Guest Credibility
00:51 Eric Jolicoeur's Role and Daily Responsibilities
01:52 Provider Data Accuracy and Member Experience
03:07 Challenges of Updating Provider Data Across Payers
04:13 Vendor Selection and Evaluation Strategies
06:02 Customizability and Location-Specific Needs
07:38 Impact of Data Accuracy on Claims and Network Adequacy
09:43 Provider Experience and Communication Challenges
10:58 The Role of AI in Automating Data Management
12:52 Manual Processes and Credentialing Protocols
13:46 AI as an Air Traffic Controller for Data Updates
15:42 Organizational Complexity and System Evolution
17:41 System Replacements and Transition Challenges
19:10 Long Sales Cycles and Internal Buy-In
20:36 Regulatory Environment and Constant Changes
22:12 Advice for Vendors Working with Health Plans
24:16 Building Trust and Long-Term Relationships
24:49 The Value of Listening and Non-Manipulative Sales
25:38 The Long Road of Healthcare System Changes
26:50 Key Takeaways for Healthcare Vendors

https://kiinetics.com/

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

]]>522ad725-6f45-4a5f-b1a0-f8431b55d13fTue, 02 Jun 2026 12:00:00 GMT<p><b>Summary</b></p><p>In this episode, Brendan is joined by Eric Jolicoeur, Senior Program Manager at Care First, to demystify the inner workings of a health plan. They explore the complexities of provider data management, vendor interactions, regulatory impacts, and technological innovations like AI—all crucial for navigating healthcare and health plan operations.</p><p><br /><b>Guest Bio</b></p><p>Senior Program Manager (PMP) with 20+ years of experience directing Federal IT and Regulatory programs within the healthcare sector. work in SAP-integrated environments while maintaining high-integrity data pipelines. A PMP-certified expert with a dual-concentration MBA, I combine a "builder" mindset with corporate rigor to scale complex healthcare delivery models.</p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/ericjolicoeur" target="_blank">https://www.linkedin.com/in/ericjolicoeur</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.carefirst.com" target="_blank">https://www.carefirst.com</a></p><p><br /><b>Takeaways</b></p><ul><li>The role and daily responsibilities of a provider data accuracy manager, acting as an air traffic controller for health plan data.</li><li>Challenges faced when ensuring provider directory data remains current and accurate across multiple payers.</li><li>How vendor relationships are managed in a highly regulated environment, and key advice for vendors aiming to collaborate effectively.</li><li>The impact of inaccuracies in provider data on claims, network adequacy, CMS compliance, and STAR ratings.</li><li>The importance of provider and member experience, and how data management influences both.</li><li>The potential role of AI in reducing manual effort and improving data accuracy.</li><li>Organizational complexity and the analogy of health plans as battleships—slow to change but resilient.</li><li>The lengthy decision-making process in health plans, emphasizing the importance of long-term relationships and trust.</li></ul><p><br /><b>Chapters</b></p><p>00:00 Introduction and Guest Credibility <br />00:51 Eric Jolicoeur's Role and Daily Responsibilities <br />01:52 Provider Data Accuracy and Member Experience <br />03:07 Challenges of Updating Provider Data Across Payers <br />04:13 Vendor Selection and Evaluation Strategies <br />06:02 Customizability and Location-Specific Needs <br />07:38 Impact of Data Accuracy on Claims and Network Adequacy <br />09:43 Provider Experience and Communication Challenges<br />10:58 The Role of AI in Automating Data Management <br />12:52 Manual Processes and Credentialing Protocols <br />13:46 AI as an Air Traffic Controller for Data Updates <br />15:42 Organizational Complexity and System Evolution <br />17:41 System Replacements and Transition Challenges <br />19:10 Long Sales Cycles and Internal Buy-In <br />20:36 Regulatory Environment and Constant Changes <br />22:12 Advice for Vendors Working with Health Plans <br />24:16 Building Trust and Long-Term Relationships <br />24:49 The Value of Listening and Non-Manipulative Sales <br />25:38 The Long Road of Healthcare System Changes <br />26:50 Key Takeaways for Healthcare Vendors</p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/" target="_blank">https://kiinetics.com/</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank">https://www.linkedin.com/in/brendanmcadams/</a></p>no00:27:31110The Long, Grueling Process of Selling to Healthcare Plans, and How to Succeedfull<![CDATA[The Secret Weapon: Clinicians Who Understand Business & Why It Scales Healthcare Innovation]]>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

kdavis@healthshiftleaders.com

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/

]]>cc226e40-c0e2-4ea9-94ac-6434027bbd44Tue, 19 May 2026 13:00:00 GMT<p><b>Summary</b></p><p>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.</p><p></p><p><b>Guest Bio</b></p><p>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</p><p><a rel="noopener noreferrer nofollow" href="mailto:kdavis@healthshiftleaders.com" target="_blank">kdavis@healthshiftleaders.com</a></p><p></p><p><b>Takeaways</b></p><ul><li>Katie’s journey from EMT and nurse practitioner to health tech advisor</li><li>How clinical knowledge combined with business acumen creates a competitive advantage</li><li>The common disconnect between clinical ideas and scalable health solutions</li><li>Strategies for effectively selling to clinicians and healthcare organizations</li><li>Trends in startups and health systems adopting fractional executives for cost-effective leadership</li><li>The impact of AI and the explosion of health tech solutions on the healthcare landscape</li><li>Evolving healthcare business models and new opportunities in value-based care and self-insured plans</li><li>The importance of multidisciplinary teams, including clinicians, for healthtech success</li></ul><p></p><p><b>Chapters</b></p><p><b>00:00</b> Introduction to Katie Davis</p><p><b>01:19</b> Transition to Operational Leadership</p><p><b>02:26</b> Scaling Clinical Solutions</p><p><b>03:13</b> Bridging Clinical and System-wide Implementations</p><p><b>04:46</b> Clinicians in Startups</p><p><b>05:11</b> Sales Strategies for Clinicians</p><p><b>06:26</b> Building Trust in Healthcare</p><p><b>07:18</b> Improving Product-Market Fit</p><p><b>08:56</b> Collaborating with Healthcare Staff</p><p><b>09:17</b> Trends in Health Tech Startups</p><p><b>10:11</b> Rise of Fractional Executives</p><p><b>11:40</b> Growth through Fractional Roles</p><p><b>12:50</b> AI and Digital Transformation</p><p><b>14:10</b> Market Saturation Challenges</p><p><b>15:37</b> Health IT Consolidation</p><p><b>16:17</b> Headless EHRs and Integration</p><p><b>17:12</b> Custom Solutions in Hospitals</p><p><b>18:33</b> Expertise Gaps in AI Development</p><p><b>19:45</b> Supporting Large Health Systems</p><p><b>22:32</b> Startup Agility vs. Large Organizations</p><p><b>23:36</b> From Experimentation to Deployment</p><p><b>24:56</b> Disruption in Health Plans</p><p><b>25:45</b> Evolution of Health Plan Structures</p><p><b>27:02</b> Clinical Leadership in Health Tech</p><p><b>27:55</b> Final Advice for Entrepreneurs</p><p></p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/" target="_blank"><b>https://kiinetics.com/</b></a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank"><b>https://www.linkedin.com/in/brendanmcadams/</b></a></p>no00:28:1219The Secret Weapon: Clinicians Who Understand Business & Why It Scales Healthcare Innovationfull<![CDATA[Mastering Enterprise Sales: Trust, Strategy, and Success]]>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/

]]>5858685f-1bfd-42d1-9e45-4620e1a6eb2bTue, 12 May 2026 14:00:00 GMT<p><b>Summary</b></p><p>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.</p><p><br /><b>Guest Bio</b></p><p>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.</p><p><a rel="noopener noreferrer nofollow" href="http://www.skmurphy.com" target="_blank">www.skmurphy.com</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/skmurphy/" target="_blank">https://www.linkedin.com/in/skmurphy/</a></p><p><br /><b>Takeaways</b></p><ul><li>Shifting from closing transactions to creating enduring customer value</li><li>The role of discovery and fit in complex sales processes</li><li>How to build trust and credibility within customer organizations</li><li>Using project management frameworks for disruptive technologies</li><li>The importance of collaboration and co-creation during proposal development</li><li>Strategies for managing expectations and avoiding surprises</li><li>Recognizing and supporting the shift from exploration to operationalization</li><li>Early-stage sales tactics for managing technical requirements and customer objections</li><li>Navigating complex decision-making groups and internal gatekeepers</li><li>Maintaining a long-term perspective beyond initial deal closure</li></ul><p><br /><b>Chapters</b></p><p>00:00 Introduction to Sales Philosophy <br />02:46 Understanding Customer Needs <br />05:00 Building Relationships for Long-Term Success <br />07:56 The Role of Project Management in Sales <br />10:19 Co-Creation and Collaboration with Customers <br />12:40 Navigating Complex Sales Processes <br />15:20 Managing Expectations and Requirements <br />18:07 The Importance of Tough Questions <br />20:29 Long-Term Relationships and Continuous Value <br />23:25 Conclusion and Future Considerations</p><p><br /><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/**" target="_blank"><b>https://kiinetics.com/</b></a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/**" target="_blank"><b>https://www.linkedin.com/in/brendanmcadams/</b></a></p>no00:29:2118Mastering Enterprise Sales: Trust, Strategy, and Successfull<![CDATA[The CEO Reinventing HealthTech Security, Compliance & Operational Resilience]]>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/

]]>de3d75ff-a972-4eac-a399-36732ba8eff7Tue, 05 May 2026 13:00:00 GMT<p><b>Summary</b></p><p>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.</p><p></p><p><b>Guest Bio</b></p><p>Tina C. Williams-Koroma, Esq., CISSP, PMP, is a serial entrepreneur – Founder/CEO of TCecure (<a rel="noopener noreferrer nofollow" href="https://www.tcecure.com" target="_blank">https://www.tcecure.com</a>), and most recently, Founder of CyDeploy (<a rel="noopener noreferrer nofollow" href="https://www.cydeploy.com" target="_blank">https://www.cydeploy.com</a>) 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.</p><p></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/tcwk" target="_blank">https://www.linkedin.com/in/tcwk</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.tcecure.com" target="_blank">https://www.tcecure.com</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.cydeploy.com" target="_blank">https://www.cydeploy.com</a></p><p></p><p><b>Takeaways</b></p><ul><li>Strategic partnerships accelerate adoption more than direct sales.</li><li>Prevention-focused tools reduce operational and reputational risk.</li><li>Behavioral change is key to security adoption success.</li><li>Narrowing target verticals improves market penetration.</li><li>Indirect marketing influences complex B2B sales.</li><li>Preemptive cybersecurity tools offer new growth opportunities.</li></ul><p></p><p><b>Chapters</b></p><p>(00:00) Introduction to Tina Williams-Karoma and CyDeploy’s mission</p><p>(02:00) The tension between cybersecurity and operational teams in health systems</p><p>(04:45) How CyDeploy uses machine learning for impact analysis before making system changes</p><p>(07:45) Overcoming healthcare industry resistance through community editions and transparency</p><p>(10:30) Identifying key decision-makers: security directors, CIOs, and operations teams</p><p>(13:15) The significance of impact and impact mitigation in health system uptime and patient safety</p><p>(16:00) Strategies for pilot programs and phased implementation in complex environments</p><p>(19:30) Navigating regulatory compliance and market entry strategies</p><p>(22:45) Emerging trends: preemptive cybersecurity and proactive asset management</p><p>(26:00) Building relationships through GRC platforms and consulting channels</p><p>(30:15) Expanding internationally: opportunities and challenges in Europe and Asia</p><p>(34:00) Final thoughts on behavioral change, market positioning, and future directions</p><p></p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/**" target="_blank"><b>https://kiinetics.com/</b></a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/**" target="_blank"><b>https://www.linkedin.com/in/brendanmcadams/</b></a></p>no00:36:5317The CEO Reinventing HealthTech Security, Compliance & Operational Resiliencefull<![CDATA[Authenticity Wins: How to Break Through in a Saturated Health Tech Market]]>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/

]]>e801f8fd-944c-4b20-ba32-5fe296ae18ccTue, 28 Apr 2026 14:00:00 GMT<p><b>Summary</b></p><p></p><p>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.</p><p></p><p><b>Guest Bio</b></p><p></p><p>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.</p><p></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/lizmugavero/" target="_blank"><b>https://www.linkedin.com/in/lizmugavero/</b></a></p><p><a rel="noopener noreferrer nofollow" href="https://musecommunicationsgroup.com" target="_blank"><b>https://musecommunicationsgroup.com</b></a></p><p></p><p><b>Takeaway</b></p><p></p><ul><li>When selling products, focus on the overall story of the organization.</li><li>Align your brand's values with those of your customers.</li><li>Establish cross-functional teams for effective collaboration.</li><li>Research your ideal customer to tailor your messaging.</li><li>Clarity in storytelling is crucial for organizational alignment.</li><li>Vendors should ensure their messaging aligns with the health system's story.</li><li>Authenticity in messaging is key to engaging customers.</li><li>Utilize AI to enhance content creation but maintain a personal touch.</li><li>Short, concise messaging is more effective in capturing attention.</li><li>Building trust with customers is essential for long-term relationships.</li></ul><p></p><p><b>Chapters</b></p><p></p><p>00:00 Understanding Go-To-Market Strategy</p><p>05:41 Crafting a Compelling Brand Story</p><p>09:09 Vendor Collaboration and Messaging</p><p>13:57 Researching Your Ideal Customer</p><p>18:02 Common Mistakes in Storytelling</p><p>23:12 Making Cybersecurity Compelling</p><p>24:53 Authenticity in Messaging</p><p>28:35 The Future of Content Creation</p><p></p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/" target="_blank"><b>https://kiinetics.com/</b></a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank"><b>https://www.linkedin.com/in/brendanmcadams/</b></a></p>no00:30:5016Authenticity Wins: How to Break Through in a Saturated Health Tech Marketfull<![CDATA[The Clinician-Entrepreneur: Expanding Beyond the Clinic]]>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/

]]>4d5c9982-709f-4160-b116-3f5cd0509d31Tue, 21 Apr 2026 13:30:00 GMT<p><b>Summary</b></p><p><br />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.</p><p></p><p><b>Guest Bio</b></p><p></p><p>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.</p><p><br /><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/s-kulshreshtha/" target="_blank">www.coachwithshub.com</a><br /><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/s-kulshreshtha/" target="_blank">https://www.linkedin.com/in/s-kulshreshtha/</a><br /><a rel="noopener noreferrer nofollow" href="https://open.spotify.com/show/4jSsspp1FCO0DNhyvd60Tb?si=e5f1dccf229945fe" target="_blank">https://open.spotify.com/show/4jSsspp1FCO0DNhyvd60Tb?si=e5f1dccf229945fe</a><br /><br /><b>Takeaways</b><br /></p><ul><li>Dr. Kulshreshtha is an emergency physician and executive coach.</li><li>Healthcare is at a tipping point, requiring innovation from clinicians.</li><li>Clinicians need to lead the next version of healthcare.</li><li>The industrialization of healthcare has led to dissatisfaction among patients and clinicians.</li><li>Being a founder requires a different mindset than being a clinician.</li><li>Decision-making in healthcare often relies on consensus, which can hinder innovation.</li><li>Clinicians are well-positioned to advocate for patients as founders.</li><li>Scaling impact beyond one-on-one patient care is essential for clinicians.</li><li>The NHS operates differently than US healthcare, with no direct billing for patients.</li><li>Private healthcare is growing in the UK, presenting new opportunities for clinicians.</li></ul><p></p><p><b>Chapters</b><br /></p><p>00:00 Introduction to Dr. Shubhendu Kulshreshtha</p><p>00:56 The Future of Healthcare: A Global Perspective</p><p>03:38 Clinicians as Founders: Opportunities and Challenges</p><p>06:07 The Mindset of Clinicians in Business</p><p>09:09 Decision-Making in Healthcare vs. Business</p><p>14:30 Scaling Impact Beyond Clinical Practice</p><p>17:21 Healthcare Systems: UK vs. US</p><p>23:23 The Rise of Private Healthcare in the UK</p><p>26:05 Conclusion and Final Thoughts<br /><br /><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/" target="_blank"><b>https://kiinetics.com/</b></a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank"><b>https://www.linkedin.com/in/brendanmcadams/</b></a></p>no00:28:5415The Clinician-Entrepreneur: Expanding Beyond the Clinicfull<![CDATA[Rewriting Diagnostics: How Curie DX Is Breaking Barriers in Health Tech]]>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/

]]>cca45a84-1a80-4a77-9727-6ad5bd4a1096Tue, 14 Apr 2026 13:30:00 GMT<p><b>Summary</b></p><p>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.</p><p></p><p><b>Guest Bio</b></p><p>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.</p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/therese-canares-md/" target="_blank">https://www.linkedin.com/in/therese-canares-md/</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.curiedx.com/about-us" target="_blank">https://www.curiedx.com/about-us</a></p><p></p><p><b>Takeaways</b></p><ul><li>Curie DX aims to improve access to diagnostic tests.</li><li>Sales in healthcare requires understanding customer needs.</li><li>Customer discovery is crucial for product development.</li><li>Building trust with healthcare providers is essential.</li><li>Demonstrating ROI is a key challenge in healthcare sales.</li><li>Navigating FDA approval is a lengthy process.</li><li>Data security and HIPAA compliance are critical.</li><li>Moms often make healthcare decisions for families.</li><li>Innovative solutions can drive patient traffic to providers.</li><li>The healthcare landscape is evolving with new regulations.</li></ul><p></p><p><b>Chapters</b></p><p>00:00 Introduction to Curie DX and Its Mission</p><p>02:20 Sales Challenges in Healthcare Startups</p><p>05:18 Customer Discovery and Learning from Feedback</p><p>08:16 Building Rapport with Physician Owners</p><p>10:16 Value Proposition and ROI in Healthcare</p><p>11:46 Navigating FDA Approval and Reimbursement</p><p>14:12 Driving Patient Traffic through Innovative Solutions</p><p>16:53 Ensuring Data Security and Compliance</p><p>20:03 Final Thoughts and Future Directions</p><p></p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/" target="_blank"><b>https://kiinetics.com/</b></a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank"><b>https://www.linkedin.com/in/brendanmcadams/</b></a></p>no00:20:4414Rewriting Diagnostics: How Curie DX Is Breaking Barriers in Health Techfull<![CDATA[Unlocking LinkedIn: Strategies for Health Tech Success]]>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/

]]>41acb0fc-563c-44a4-917d-f7df282f558eTue, 07 Apr 2026 14:00:00 GMT<p><b>Summary</b></p><p></p><p>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.<br /></p><p><b>Guest Bio</b></p><p></p><p>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.</p><p></p><p>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.</p><p></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/liabliss/" target="_blank">https://www.linkedin.com/in/liabliss/</a></p><p></p><p><b>Takeaway</b></p><p></p><ul><li>LinkedIn is a powerful professional networking tool that enhances visibility and credibility in health tech.</li><li>Creating original, authentic content tailored to your audience is more effective than reposting.</li><li>Active commenting boosts engagement and visibility more effectively than reposting.</li><li>Developing a "hot 100" list of prospects is crucial for targeted outreach and meaningful relationships.</li><li>A well-optimized LinkedIn profile attracts the right audience and opportunities.</li><li>LinkedIn Sales Navigator is valuable for precise prospecting and managing leads.</li><li>Personalizing content and maintaining a human touch enhances engagement and builds trust.</li><li>Utilizing LinkedIn's algorithm increases the reach and impact of your content.</li><li>Incorporating LinkedIn into your sales strategy enhances outreach efforts.</li><li>Staying updated with LinkedIn's features and adapting your strategy maintains a competitive edge.</li></ul><p></p><p><b>Chapters</b></p><p></p><p>00:00 Introduction to Leah Bliss and LinkedIn's role in health tech sales</p><p>01:14 Why LinkedIn is the de facto professional network</p><p>02:05 Misconceptions: LinkedIn as a social media time sink</p><p>03:06 The importance of organic, original content over reposts</p><p>05:21 The effectiveness of comments versus reposting for visibility</p><p>09:09 The importance of humanizing your LinkedIn presence</p><p>14:09 Curating connections with a "hot 100" list</p><p>17:15 How to craft engaging, relevant content for your audience</p><p>22:23 Maximizing Sales Navigator for prospecting</p><p>25:10 Final advice: Authenticity, human touch, and strategic engagement</p><p></p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/" target="_blank"><b>https://kiinetics.com/</b></a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank"><b>https://www.linkedin.com/in/brendanmcadams/</b></a></p>no00:29:2713Unlocking LinkedIn: Strategies for Health Tech Successfull<![CDATA[Breaking Barriers in Healthcare: How AI and Virtual Clinics Are Redefining Patient Care]]>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/

]]>57da09c6-9476-4fe5-87fd-611999d4d82fWed, 01 Apr 2026 14:00:00 GMT<p><b>Summary</b></p><p>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.<br /></p><p><b>Guest Bio</b></p><p>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).</p><p>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.</p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/petecelano/" target="_blank">https://www.linkedin.com/in/petecelano/</a></p><p></p><p><b>Takeaways</b></p><ul><li>Healthcare is undergoing significant disruption, especially post-COVID.</li><li>Liver disease is often undiagnosed, affecting a large portion of the population.</li><li>Telemedicine and AI are crucial for improving patient outcomes in hepatology.</li><li>Navigating telemedicine regulations can be complex but necessary for care delivery.</li><li>Virtual clinics are becoming essential in providing timely healthcare access.</li><li>Sales strategies in healthcare require understanding the competitive landscape.</li><li>Value-based care is rapidly gaining traction and is essential for future healthcare models.</li><li>AI integration is vital for enhancing diagnostic accuracy and patient care.</li><li>Healthcare innovation must focus on equity and accessibility for all patients.</li><li>The landscape of healthcare is evolving, making it an exciting field to be in.</li></ul><p></p><p><b>Chapters</b></p><p>00:00 Introduction to Liver Right and Healthcare Disruption</p><p>02:15 The Role of Telemedicine and AI in Hepatology</p><p>06:03 Navigating Telemedicine Regulations</p><p>10:30 The Future of Virtual Clinics and AI Integration</p><p>15:10 Sales Strategies in Healthcare Innovation</p><p>20:34 The Impact of Value-Based Care on Healthcare Systems</p><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/" target="_blank">https://kiinetics.com/</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank">https://www.linkedin.com/in/brendanmcadams/</a></p>no00:29:4412Breaking Barriers in Healthcare: How AI and Virtual Clinics Are Redefining Patient Carefull<![CDATA[Building with AI in Health Tech: Strategy, Speed, and What Actually Works]]>Summary

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.


Guest Bio

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/


Takeaways

  • 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.

Chapters

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

If you'd like to learn more about what we do, then please visit:

https://kiinetics.com/

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

]]>a6ab1ea4-e941-4818-817b-408a0a6fb13eMon, 30 Mar 2026 11:00:00 GMT<h3>Summary</h3><p>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.</p><h3><br />Guest Bio</h3><p>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.</p><p>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.</p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/marcus-a-finley/" target="_blank">https://www.linkedin.com/in/marcus-a-finley/</a></p><h3><br />Takeaways</h3><ul><li>AI is not replacing jobs; leadership decisions drive that change.</li><li>Health tech must solve real problems to succeed.</li><li>Incumbents in health tech are adapting quickly to AI.</li><li>Startups need to move fast to capture market opportunities.</li><li>Niche solutions often outperform broad-spectrum products.</li><li>Distribution is a major challenge for new health tech solutions.</li><li>Rapid ideation and experimentation are crucial in health tech.</li><li>Training and change management are essential for AI adoption.</li><li>Building an audience before scaling is vital for startups.</li><li>Healthcare innovation requires balancing speed with caution.</li></ul><h3>Chapters</h3><p>00:00 Introduction to Health Tech and AI <br />05:03 Navigating Security in Health Tech <br />09:57 The Role of AI in Healthcare <br />14:58 Challenges in Health Tech Development <br />20:10 The Importance of Niche Solutions <br />24:59 Distribution Challenges in Health Tech <br />30:14 Innovative Approaches to Testing AI Solutions</p><h3>If you'd like to learn more about what we do, then please visit:</h3><p><a rel="noopener noreferrer nofollow" href="https://kiinetics.com/" target="_blank">https://kiinetics.com/</a></p><p><a rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/brendanmcadams/" target="_blank">https://www.linkedin.com/in/brendanmcadams/</a></p>no00:31:0811Building with AI in Health Tech: Strategy, Speed, and What Actually Worksfull