Decoding Healthcare Innovation podcast

#Tech #Digital Health #Telehealth #Telemedicine #Biotechnology #Law #Legal #Virtual Care #Laws & Regulations #Nixon Gwilt #Slice Of Healthcare #Business News #News #Life Sciences #Entrepreneur #Business #Carrie Nixon and Rebecca Gwilt #Carrie Nixon #Rebecca Gwilt

28:52

Retailers are facing a rapidly evolving landscape where consumer expectations, AI advancements, and social media platforms like TikTok are redefining engagement. It feels like the holiday shopping season just ended, but when do retailers start planning for the next one, and some retailers already behind the curve for this season? Joining us today is Carey Cockrum, Director of Consulting at Cella by Randstad Digital, where she helps major brands and marketing teams optimize their strategies with data-driven insights, AI-powered content creation, and cutting-edge retail marketing trends. With the holidays just around the corner, she’s here to share what’s next for retail marketing, campaign optimization, and how brands can stay ahead in a hyper-competitive space. ABOUT CAREY COCKRUM Carey has been a part of the Creative Agency space for nearly 30 years. She has served as Designer, Creative Director, Creative Operations Lead and Agency Lead in both internal and external agencies (big and small). Carey has worked directly with C-suite stakeholders to understand organizational strategies that inform effective creative solutions. She is a bit of a data nerd and loves demonstrating results. Brands she’s supported include Fruit of the Loom, Wendy’s and Humana. In her free time, she enjoys going back to her creative roots through painting and drawing. She also spends her time improving upon the house she lives in today in Southern, MI - inside and out. RESOURCES Catch the future of e-commerce at eTail Boston, August 11-14, 2025. Register now: https://bit.ly/etailboston and use code PARTNER20 for 20% off for retailers and brands Don't Miss MAICON 2025, October 14-16 in Cleveland - the event bringing together the brights minds and leading voices in AI. Use Code AGILE150 for $150 off registration. Go here to register: https://bit.ly/agile150 Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstrom Don't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.show Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnow The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company…

Decoding Healthcare Innovation

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New episodes every other Wednesday. Co-hosted by Carrie Nixon, Esq. & Rebecca E. Gwilt, Esq. Key topics center around healthcare law, policy, innovation, startups & digital health. Carrie Nixon and Rebecca Gwilt are partners at Nixon Gwilt Law, a healthcare innovation law firm exclusively serving Providers, Digital Health Companies, and Life Science Businesses seeking to transform the way we receive and experience healthcare. Find out more at NixonGwiltLaw.com.

65 episodes

Decoding Healthcare Innovation

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updated about a year ago

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65 episodes

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Decoding Healthcare Innovation

1
DHI Favorite: Episode 15:The Impact of Peripheral Healthcare Innovation with Meghan Gaffney, CEO of Veda Data Solutions 24:16

1 year ago24:16

24:16

In today’s episode, co-host Carrie Nixon talks with VEDA Data Solutions co-founder and CEO Meghan Gaffney about the impact of “peripheral” healthcare innovations, those platforms and technologies which were not initially designed for healthcare. Listen to discover: How a political entrepreneur and an astrophysicist saw an opportunity for healthcare innovation Why in-network and out-of-network physician coverage info is so cumbersome to find, use, and update—for all parties involved What spurred the “No Surprises” Act in Congress and how it changed VEDA Data Solutions’ business How COVID impacted data companies like VEDA Data How Meghan embraced her Silicon Valley outsider status to attract the right opportunities and employees If you’re wondering how your IP can be used in the healthcare sector, if you are a provider or healthcare plan leader who wants to reduce the time lag of updating in-network data, or if you’re a female founder or Silicon-Valley outsider looking for ideas on fundraising and key partnerships, then you won’t want to miss this episode! Quotables “These amazing ideas come into the healthcare sector from a completely different industry and have a real role to play” Carrie Nixon on Ep15 of @DecodingHealth1 w/ @NixonGwiltLaw https://sliceofhealthcare.com/category/decoding-healthcare-innovation/ “a high-paced game of telephone between providers & health plans every day…it can take weeks for patients to get updated info on where to seek care.” @meghangaffney Ep15 @DecodingHealth1 @NixonGwiltLaw https://sliceofhealthcare.com/category/decoding-healthcare-innovation/ “Benefits to everyone down the line: patients get the info they need, providers get paid correctly and on time, and health plans are in compliance.” @megangaffney on Ep15 @DecodingHealth1 @NixonGwiltLaw https://sliceofhealthcare.com/category/decoding-healthcare-innovation/ “...the way we care for almost 400M people with quality is to reduce the administrative cost as much as we can, and we can use data to do that.” @megangaffney of @veda_data on Ep15 @DecodingHealth1 @NixonGwiltLaw https://sliceofhealthcare.com/category/decoding-healthcare-innovation/ Fundraising tips for women-led startups: “there is an advantage when the book wasn’t written for you, and that is that you don’t have to follow the rules because they weren’t made for you anyway.” @megangaffney of @veda_data on Ep15 @DecodingHealth1 @NixonGwiltLaw https://sliceofhealthcare.com/category/decoding-healthcare-innovation/ Recommended Resources Find out more about veda here Connect with Meghan on LinkedIn and follow veda on LinkedIn More on the No Surprises Act , which goes into effect on January 1, 2022…

Decoding Healthcare Innovation

1
DHI Favorite: Episode 13: Startup, Merger, and Mental Health Advice from CEO of Headspace Health, Russ Glass 28:54

1 year ago28:54

28:54

What you’ll get out of this episode Why Headspace and Ginger merged into Headspace Health (and how that partnership came to be) Why Russ ventured into the digital health space after success in more traditional tech startups like Bizo (acquired by LinkedIn) What Headspace Health is doing to improve adolescent mental health—and how it impacts society Why Headspace Health decided to target the employer market before payers and direct-to-consumer models—and how those markets are expanding What unexpected benefits you’ll get from a mentor if you’re open to it (and other founder advice!) If you’re a startup founder, investor, mental health advocate, or want to learn more about selling to employers, you won’t want to miss this conversation. Quotables “As a society, we have to start thinking about our brain health much earlier” @glassruss of @headspace on Ep13 of @DecodingHealth1 w/ @NixonGwiltLaw # https://sliceofhealthcare.com/category/decoding-healthcare-innovation/ “one of those mind-meld moments: clear cultural and mission alignment, fit between their wish/our need” @glassruss on @carebyginger @headspace merger on @DecodingHealth1 @NixonGwiltLaw # https://sliceofhealthcare.com/category/decoding-healthcare-innovation/ “Often I’m thinking about a decision & it seems hard until I talk to a mentor. They make it so obvious.” @glassruss #startupadvice Ep13 of @DecodingHealth1 w/ @NixonGwiltLaw https://sliceofhealthcare.com/category/decoding-healthcare-innovation/ Recommended Resources Learn more about the recent $3B Ginger/HeadSpace merger here Follow Russ on Linkedin Ginger Partners with AmeriHealth Caritas District of Columbia to Bring Free On-Demand Mental Healthcare to 110,000 Medicaid Plan Enrollees [Video] 4X Growth in 5 Years: Why Investment in Mental and Behavioral Health is Exploding Episode 11: Obvious Truths our Healthcare Policy Still Doesn’t Support: Mental Health as Standard Healthcare Join the Conversation Are you a digital health or health system innovator? Tell us what topics and people you’d like us to cover in future episodes: – Website – LinkedIn – Twitter – Instagram – YouTube Follow our daily updates on LinkedIn: – Carrie – Rebecca…

Decoding Healthcare Innovation

1
DHI Favorite: What Digital Health Innovators Need to Know About Selling to Hospital and Health System CIOs with Merritt Group EVP Tom Rice and Director of Healthcare Practice Erin Erban (Part 2) 23:05

1 year ago23:05

23:05

In this episode, you will discover: How to make KOLs a part of your strategy Why you need short, engaging videos What to budget for marketing Key Takeaways: The best way to utilize KOLs when reaching out to CIOS is to have them speak at your events. Part of your social media strategy should also be to boost your KOL’s profile and leverage the content they’re creating. CIOs like videos because they’re short, easily digestible, and engaging. Make short case studies and make your websites and webinars engaging and digestible. Make sure to always demonstrate ROI. 5-10% is the industry standard for allocating a budget for marketing. However, it still depends on what you have to work with or work around based on your company’s size, resources, and how many KOLs you have. The main responsibility of a marketing team is to understand the company’s specific buyer, get to know how they tick, where they get their information from, and how they like to be marketed and sold to. “CIOs are humans, and we all have such short attention spans. So if you're going to try to get your information about your technology solution in front of them, you need to do it quickly, and you need to do it in an exciting and engaging way.” - Erin Erban Resources: Tom Rice on LinkedIn: https://www.linkedin.com/in/tom-rice-626717/ Erin Dixon on LinkedIn: https://www.linkedin.com/in/erindixonmedia/ Get the 2023 Healthcare Technology Marketing Guide: Marketing and Selling to the Health System CIO : https://www.merrittgrp.com/2023-healthtech-marketing-guide/ Episode 36: Understanding Digital Health's ROI with Charm Economics Founder Adam Block, PhD Learn more from Carrie and Rebecca: Healthcare Insights (a monthly deep dive into specific topics for innovators): https://nixongwiltlaw.com/healthcare-insights Telehealth/Virtual Care Mgmt Update (a biweekly LinkedIn newsletter tracking legal and policy changes across the nation): https://www.linkedin.com/newsletters/telehealth-virtual-care-update-6901900767960068096/ Website: https://nixongwiltlaw.com/ Carrie on LinkedIn: https://www.linkedin.com/in/carrienixon/ Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccagwilt/ NGL on LinkedIn: https://www.linkedin.com/company/nixon-gwilt-law/…

Decoding Healthcare Innovation

1
DHI FAVORITE: What Digital Health Innovators Need to Know About Selling to Hospital and Health System CIOs with Merritt Group EVP Tom Rice and Director of Healthcare Practice Erin Erban (Part 1) 18:59

1 year ago18:59

18:59

In this episode you will discover: What surprising channels influence health system CIOs most What KOLs are and why they should matter to you How to apply trends and statistics from this report to your marketing efforts Key Takeaways: 75% of buyers get their product info from events, and that’s why it’s important to show up. When choosing which to attend, keep in mind where you’re going to get the most ROI for what you’re going to spend. 65% of buyers say a product’s regulatory status is only somewhat important to the purchasing decision. Don’t throw out the importance of compliance but invest in figuring out creative pathways to reimbursement. (For more on this, visit NixonGwiltLaw.com—that’s our special sauce!) According to statistics, CIOs trust media more than online media. Key opinion leaders are very important in reaching out to CIOs as they amplify the science associated with a company solution and lend a company a lot of credibility. The best way you can apply these statistics is not by focusing on one and abandoning the rest of the media but by keeping balance and diversification in your marketing strategy. Lean more into what works and less on the ones that don’t, but don’t completely abandon a channel just because it’s not the best. “What we learned from the survey is that just because something isn't reimbursable, or in this regulatory framework, yet doesn't mean that buyers don't see its potential to make an impact.” - Erin Erban “Our current recommendations to our clients, it's still about having a balance, and not going all-in on one or two channels - there needs to be diversification.” - Tom Rice Resources: Tom Rice on LinkedIn: https://www.linkedin.com/in/tom-rice-626717/ Erin Erban on LinkedIn: https://www.linkedin.com/in/erindixonmedia/ Get the 2023 Healthcare Technology Marketing Guide: Marketing and Selling to the Health System CIO : https://www.merrittgrp.com/2023-healthtech-marketing-guide/ Episode 36: Understanding Digital Health's ROI with Charm Economics Founder Adam Block, PhD Learn more from Carrie and Rebecca: Healthcare Insights (a monthly deep dive into specific topics for innovators): https://nixongwiltlaw.com/healthcare-insights Telehealth/Virtual Care Mgmt Update (a biweekly LinkedIn newsletter tracking legal and policy changes across the nation): https://www.linkedin.com/newsletters/telehealth-virtual-care-update-6901900767960068096/ Website: https://nixongwiltlaw.com/ Carrie on LinkedIn: https://www.linkedin.com/in/carrienixon/ Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccagwilt/ NGL on LinkedIn: https://www.linkedin.com/company/nixon-gwilt-law/ Decoding Healthcare Innovation on LinkedIn: https://www.linkedin.com/company/78064103/…

Decoding Healthcare Innovation

1
DHI Favorite: How Telepet is Changing the Face of Veterinary Medicine with Animal Policy Group Founder and CEO Mark Cushing 41:26

1 year ago41:26

41:26

Guest hosts Reema Taneja, Esq., and Kaitlyn O’Connor, Esq. of Nixon Gwilt Law sit in for a vacationing Carrie and Rebecca in this episode. These veterinary telehealth legal experts (and dog lovers!) talk to Mark Cushing, Founder and CEO of the Animal Policy Group, about the growing market for “TelePet,” which is telehealth for pets. Listen to this episode to discover: How TelePet has evolved over time What challenges currently exist What need TelePet fills in veterinary care What stakeholders can do to help expand access to TelePet services About our Guest Mark Cushing is the Founder & CEO of the Animal Policy Group. A long-time political strategist, government regulatory advisor, corporate executive and former litigator, Mark focuses his advocacy practice on providing high-level strategic advice and services to clients with needs at any level of government, and key trade/industry associations in the U.S., Canada and Mexico. Since 2004, Mark has specialized in animal health, animal welfare, veterinary and veterinary educational issues and accreditation, developing a cutting-edge practice across these sectors. He currently leads several industry coalitions and initiatives. Mark has guided successful accreditations for a growing list of veterinary colleges, and is co-founder of the Veterinary Virtual Care Association. Mark has recently penned Pet Nation, a book that tells the inside story of how companion animals are transforming our homes, culture, and economy. Mark is a frequent speaker at veterinary medicine and other animal policy-related conferences. About the Company The Animal Policy Group monitors all 50 state Legislatures, Veterinary Medical Boards and Pharmacy Boards 365 days a year. Then they rely on relationships in each state, and industry partners, to implement effective plans for success. Additional Resources Learn more about the Animal Policy Group Check out Mark’s book, Pet Nation: The Inside Story of How Companion Animals Are Transforming Our Homes, Culture, and Economy Watch Reema and Kaitlyn’s recent webinar on the Top 3 Legal Considerations for TelePet Startups Join the Conversation Are you a healthcare innovator? Tell us what topics and people you’d like us to cover in future episodes: Decoding Healthcare Innovation on LinkedIn Decoding Healthcare on Twitter Follow our daily updates on LinkedIn: Carrie Rebecca About Your Hosts Carrie Nixon and Rebecca Gwilt are partners at Nixon Gwilt Law, a healthcare innovation law firm exclusively serving Providers, Digital Health Companies, and Life Science Businesses seeking to transform the way we receive and experience healthcare. Find out more at NixonGwiltLaw.com .…

Decoding Healthcare Innovation

1
DHI Favorite: Expanding Treatment Options for Opioid Use Disorder with Ophelia Founder Zack Gray 29:43

1 year ago29:43

29:43

In this episode, Carrie, Rebecca, and Zack discuss: Why Medication Assisted Treatment (MAT) is a proven treatment for Opioid Use Disorder (OUD) Why only 5% of clinicians are licensed to prescribe buprenorphine and how this drives traffic to the black market How telemedicine breaks down barriers and stigmas for clinicians and patients in the treatment of OUD, making them an ideal combination for addressing the opioid epidemic in the U.S Key Takeaways: What many people don’t know is that we already have working solutions for opioid addiction and have for a very long time. A widely accepted treatment called Medication-Assisted Treatment (MAT) is highly effective at keeping people alive. Breaking down barriers for clinicians as well as for patients is critical to the solution. Only 5% of clinicians are licensed to prescribe buprenorphine, a medication used in medication-assisted treatment. Many people who seek treatment are forced to get medication through the black market. There are two main problems that telemedicine solves in regards to getting a patient into a healthy long-term treatment: getting patients to opt-in and getting them to stick with treatment. “Telemedicine is great for allowing people to get treated privately, and do so in a way that fits into their schedule. It's also great at helping people stick with treatment.” - Zack Gray Connect with Zack Gray: Website: https://ophelia.com/ LinkedIn: https://www.linkedin.com/in/zack-gray-58437936 Twitter: https://twitter.com/zarkgray Learn more from Carrie and Rebecca: Healthcare Insights (a monthly deep dive into specific topics for innovators): https://nixongwiltlaw.com/healthcare-insights Telehealth/Virtual Care Mgmt Update (a biweekly LinkedIn newsletter tracking legal and policy changes across the nation): https://www.linkedin.com/newsletters/telehealth-virtual-care-update-6901900767960068096/ Website: https://nixongwiltlaw.com/ Carrie on LinkedIn: https://www.linkedin.com/in/carrienixon/ Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccagwilt/ NGL on LinkedIn: https://www.linkedin.com/company/nixon-gwilt-law/ Decoding Healthcare Innovation on LinkedIn: https://www.linkedin.com/company/decoding-healthcare-innovation/…

Decoding Healthcare Innovation

1
AI’s Role for Clinicians and Patients in Behavioral Health with LifeStance Health Chief Digital Officer Pablo Pantaleoni 25:24

1 year ago25:24

25:24

In this episode, you will discover: Starting with the unmet need Improving mental health access Human-centered design process Key Takeaways: Before you brainstorm an idea or conceptualize a product or service, consider first what problem, pain point, or unmet need you want to solve and build your organization or company around that. Improving mental health access isn’t only about considering physical factors that hinder people from being able to access the support that they need, it’s also about considering psychological ease. A person with social anxiety, for example, may find it very difficult to talk to initiate a phone call. Commit to having a human-centered design process where your team discovers pain points and unmet needs. Talk to people, do surveys, and do research. Don’t create a product based on assumptions. “Let's make sure there's a real problem. Let's go through all the different workflows, let's talk to people, let's really understand what are the true unmet needs - the true pain points,? Then, let's have fun.” - Pablo Pantaleoni About LifeStance Health: LifeStance Health is one of the nation’s largest providers of outpatient mental health care. The company provides comprehensive mental health care for children, adolescents, and adults experiencing a variety of mental health conditions—from anxiety to PTSD to schizophrenia. LifeStance employs approximately 6,100 clinicians across 33 states and approximately 600 centers in a range of disciplines, including psychotherapy (talk therapy) and psychiatry (medication management), which ensures patients have access to a team of providers with the specific expertise in their unique diagnosis. LifeStance is committed to expanding access to mental healthcare across the country and accepts most commercial insurance plans (this is extremely rare in mental healthcare) to increase affordability. Resources: Website: https://lifestance.com/ LinkedIn: https://www.linkedin.com/in/pablopantaleoni/ Twitter: https://twitter.com/PabloPanta Episode 52: Practical Applications of AI in Healthcare with Joseph Zabinski, PhD of OM1 Episode 13: Startup, Merger, and Mental Health Advice from CEO of Headspace Health, Russ Glass Episode 46: Expanding a DTx Business from the EU to the US with Petter Aasa of Vitala Episode 53: Transitioning a Pediatrics Research Project to a Commercial Healthcare Business with Picterus CEO Tormod Thomsen Learn more from Carrie and Rebecca: Healthcare Insights (a monthly deep dive into specific topics for innovators): https://nixongwiltlaw.com/healthcare-insights Telehealth/Virtual Care Mgmt Update (a biweekly LinkedIn newsletter tracking legal and policy changes across the nation): https://www.linkedin.com/newsletters/telehealth-virtual-care-update-6901900767960068096/ Website: https://nixongwiltlaw.com/ Carrie on LinkedIn: https://www.linkedin.com/in/carrienixon/ Rebecca on LinkedIn:https://www.linkedin.com/in/rebeccagwilt/ NGL on LinkedIn: https://www.linkedin.com/company/nixon-gwilt-law/…

Decoding Healthcare Innovation

1
Transitioning a Pediatrics Research Project to a Commercial Healthcare Business with Picterus CEO Tormod Thomsen 28:01

2 years ago28:01

28:01

In this episode you will discover: The importance of business development in digital health startups Transparency with your investors Taking patient monitoring out of the hospital The advantage of building a key opinion leader network Key Takeaways: One common scenario in digital health startups is that they have a high technical and clinical competence, but they don’t have a plan for how the final product is going to be positioned in the market and how the company is going to be financed in the long term. Bring in the right investors as early as you can and have a transparent conversation with your investors about how the journey of the company is likely going to be. Be open about the hurdles that clinical companies have to face in terms of regulations and other expenses. The hospital systems end up spending a lot of resources following up, which ends up taking from the resources that could be spent on treating patients. That’s why any product or service that could take patient monitoring out of the hospital without compromising care will get a lot of traction everywhere. Build the right key opinion leader network in order to really understand how to get the product into the market. It might take some investment of time, but it’ll be worth it. Know where the right places are to go, who the right people are to reach out to, and what is the best approach to get them to buy into your product. “Everything you can do to move services or patient monitoring out of the hospital without compromising care is something that is well getting a lot of traction everywhere.” - Tormod Thomsen Resources: Website: https://www.picterus.com/ LinkedIn: https://www.linkedin.com/in/tormod-thomsen-a4b1509/ Learn more from Carrie and Rebecca: Healthcare Insights (a monthly deep dive into specific topics for innovators): https://nixongwiltlaw.com/healthcare-insights Telehealth/Virtual Care Mgmt Update (a biweekly LinkedIn newsletter tracking legal and policy changes across the nation): https://www.linkedin.com/newsletters/telehealth-virtual-care-update-6901900767960068096/ Website: https://nixongwiltlaw.com/ Carrie on LinkedIn: https://www.linkedin.com/in/carrienixon/ Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccagwilt/ NGL on LinkedIn: https://www.linkedin.com/company/nixon-gwilt-law/…

Decoding Healthcare Innovation

1
Practical Applications of AI in Healthcare with Joseph Zabinski, PhD of OM1 24:56

2 years ago24:56

24:56

In this episode, you will discover: AI is for optimization and not replacement The two hurdles to implementing AI in healthcare The benefit of LLMs in healthcare Using AI to improve diagnosis and treatment Key Takeaways: Every time there’s a new technology, there’s always a lot of fear surrounding it. With AI, we must always focus our intention on and enlighten people with the fact that these technological advances are for the optimization of work and not for the replacement of people. Conservatism in regard to AI will always be one of the biggest hurdles in its implementation. This is because we want to make sure that there will be no harm caused in using this tool. When querying for information that might be critical for treatment, it should be able to give out accurate results. Another hurdle is the integration of AI tools into clinical workflows. LLMs are very good at helping extract and summarize information from messy datasets. A practical application for this is saving clinicians’ time by summarizing physician’s notes. AI can be used as a tool to identify subtypes of diseases within large categories, leveraging patient data to improve diagnosis and treatment. “We're not trying to replace the humans involved in the process. There are many, many things they do that AI will never do as well as them. In my opinion, we're augmenting and helping, just like other tools would.” - Joseph Zabinski Resources: LinkedIn: https://www.linkedin.com/in/zabinskijoe Learn more from Carrie and Rebecca: Healthcare Insights (a monthly deep dive into specific topics for innovators): https://nixongwiltlaw.com/healthcare-insights Telehealth/Virtual Care Mgmt Update (a biweekly LinkedIn newsletter tracking legal and policy changes across the nation): https://www.linkedin.com/newsletters/telehealth-virtual-care-update-6901900767960068096/ Website: https://nixongwiltlaw.com/ Carrie on LinkedIn: https://www.linkedin.com/in/carrienixon/ Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccagwilt/ NGL on LinkedIn: https://www.linkedin.com/company/nixon-gwilt-law/…

Decoding Healthcare Innovation

1
DHI Favorite: What Digital Health Innovators Need to Know About Selling to Hospital and Health System CIOs with Merritt Group EVP Tom Rice and Director of Healthcare Practice Erin Erban (Part 2) 23:39

2 years ago23:39

23:39

In this episode you will discover: How to make KOLs a part of your strategy Why you need short, engaging videos What to budget for marketing Key Takeaways: The best way to utilize KOLs when reaching out to CIOS is to have them speak at your events. Part of your social media strategy should also be to boost your KOL’s profile and leverage the content they’re creating. CIOs like videos because they’re short, easily digestible, and engaging. Make short case studies and make your websites and webinars engaging and digestible. Make sure to always demonstrate ROI. 5-10% is the industry standard for allocating a budget for marketing. However, it still depends on what you have to work with or work around based on your company’s size, resources, and how many KOLs you have. The main responsibility of a marketing team is to understand the company’s specific buyer, get to know how they tick, where they get their information from, and how they like to be marketed and sold to. “CIOs are humans, and we all have such short attention spans. So if you're going to try to get your information about your technology solution in front of them, you need to do it quickly, and you need to do it in an exciting and engaging way.” - Erin Erban Resources: Tom Rice on LinkedIn: https://www.linkedin.com/in/tom-rice-626717/ Erin Dixon on LinkedIn: https://www.linkedin.com/in/erindixonmedia/ Get the 2023 Healthcare Technology Marketing Guide: Marketing and Selling to the Health System CIO : https://www.merrittgrp.com/2023-healthtech-marketing-guide/ Episode 36: Understanding Digital Health's ROI with Charm Economics Founder Adam Block, PhD Learn more from Carrie and Rebecca: Healthcare Insights (a monthly deep dive into specific topics for innovators): https://nixongwiltlaw.com/healthcare-insights Telehealth/Virtual Care Mgmt Update (a biweekly LinkedIn newsletter tracking legal and policy changes across the nation): https://www.linkedin.com/newsletters/telehealth-virtual-care-update-6901900767960068096/ Website: https://nixongwiltlaw.com/ Carrie on LinkedIn: https://www.linkedin.com/in/carrienixon/ Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccagwilt/ NGL on LinkedIn: https://www.linkedin.com/company/nixon-gwilt-law/…

Decoding Healthcare Innovation

1
DHI Favorite: What Digital Health Innovators Need to Know About Selling to Hospital and Health System CIOs with Merritt Group EVP Tom Rice and Director of Healthcare Practice Erin Erban (Part 1) 19:33

2 years ago19:33

19:33

In this episode you will discover: What surprising channels influence health system CIOs most What KOLs are and why they should matter to you How to apply trends and statistics from this report to your marketing efforts Key Takeaways: 75% of buyers get their product info from events, and that’s why it’s important to show up. When choosing which to attend, keep in mind where you’re going to get the most ROI for what you’re going to spend. 65% of buyers say a product’s regulatory status is only somewhat important to the purchasing decision. Don’t throw out the importance of compliance but invest in figuring out creative pathways to reimbursement. (For more on this, visit NixonGwiltLaw.com—that’s our special sauce!) According to statistics, CIOs trust media more than online media. Key opinion leaders are very important in reaching out to CIOs as they amplify the science associated with a company solution and lend a company a lot of credibility. The best way you can apply these statistics is not by focusing on one and abandoning the rest of the media but by keeping balance and diversification in your marketing strategy. Lean more into what works and less on the ones that don’t, but don’t completely abandon a channel just because it’s not the best. “What we learned from the survey is that just because something isn't reimbursable, or in this regulatory framework, yet doesn't mean that buyers don't see its potential to make an impact.” - Erin Dixon “Our current recommendations to our clients, it's still about having a balance, and not going all-in on one or two channels - there needs to be diversification.” - Tom Rice Resources: Tom Rice on LinkedIn: https://www.linkedin.com/in/tom-rice-626717/ Erin Dixon on LinkedIn: https://www.linkedin.com/in/erindixonmedia/ Get the 2023 Healthcare Technology Marketing Guide: Marketing and Selling to the Health System CIO : https://www.merrittgrp.com/2023-healthtech-marketing-guide/ Episode 36: Understanding Digital Health's ROI with Charm Economics Founder Adam Block, PhD Learn more from Carrie and Rebecca: Healthcare Insights (a monthly deep dive into specific topics for innovators): https://nixongwiltlaw.com/healthcare-insights Telehealth/Virtual Care Mgmt Update (a biweekly LinkedIn newsletter tracking legal and policy changes across the nation): https://www.linkedin.com/newsletters/telehealth-virtual-care-update-6901900767960068096/ Website: https://nixongwiltlaw.com/ Carrie on LinkedIn: https://www.linkedin.com/in/carrienixon/ Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccagwilt/ NGL on LinkedIn: https://www.linkedin.com/company/nixon-gwilt-law/ Decoding Healthcare Innovation on LinkedIn: https://www.linkedin.com/company/78064103/…

Decoding Healthcare Innovation

1
DHI Favorite: Understanding Digital Health's ROI with Charm Economics Founder Adam Block, PhD 28:57

2 years ago28:57

28:57

In this episode, Carrie, Rebecca, and Adam discuss: Why digital health startups need to calculate ROI What types of organizations to consider targeting as customers What range of ROI Adam sees digital health companies produce How to supercharge success by creating value pathways Key Takeaways: When you’re pitching to a CFO, they’re going to be looking for the answer to two questions: 1.) Are you going to bring my organization more revenue? 2.) Are you going to reduce the overall cost structure across my organization? You need to have a clear cut answer. CFO’s tend to be calculation-oriented people. There are five types of organizations you can target as customers: Health plans ACOs (Accountable Care Organizations) Hospitals Employer groups Self-insured employers The ranges of ROI for digital health companies can go as low as 2x to as high as 20x or 30x, depending on the estimates that are used. Create value pathways. Think about how your digital health company is going to lead to potential overall additional revenue or additional savings for your clients. Write it out and add it into your demo. “Pricing is a bit of an art but I’m a believer that ROI should be driving what your pricing is.” - Adam Block Connect with Adam Block: Website: https://www.charmeconomics.com/ LinkedIn: https://www.linkedin.com/in/adameblock/ Learn more from Carrie and Rebecca: Healthcare Insights (a monthly deep dive into specific topics for innovators): https://nixongwiltlaw.com/healthcare-insights Telehealth/Virtual Care Mgmt Update (a biweekly LinkedIn newsletter tracking legal and policy changes across the nation): https://www.linkedin.com/newsletters/telehealth-virtual-care-update-6901900767960068096/ Website: https://nixongwiltlaw.com/ Carrie on LinkedIn: https://www.linkedin.com/in/carrienixon/ Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccagwilt/ NGL on LinkedIn: https://www.linkedin.com/company/nixon-gwilt-law/…

Decoding Healthcare Innovation

1
DHI Favorite: 5 Essential Steps in Building a Revenue Model for Your Digital Health Business 16:32

2 years ago16:32

16:32

In this episode, Carrie and Rebecca discuss: What a minimum viable revenue model is What 5 questions they ask every new revenue model client Why healthcare business rules are different from every other industry Why determining a revenue model must include designing a compliant business arrangement What happens when your revenue model is noncompliant Download the checklist here: https://bit.ly/3TxMKCN Find the episode transcript at our website: https://nixongwiltlaw.com/dhi-podcast/ Key Takeaways: The first question you must ask is, “what are you selling”? For example, a vendor of RPM is often selling software, devices, and clinical services in the form of management services. Identifying who your customers are or what revenue streams you have available is a key step in figuring out what the available payment mechanisms are. You may have more options than you think. In healthcare, designing a compliant business arrangement is key to capturing revenue without getting yourself in trouble. Noncompliance is a revenue risk. Consider what documents you need to make the arrangement viable.There may be more than you think due to the complexity of the healthcare industry. “If you’re using those non-compliant business arrangements to capture the revenue, that revenue down the road may be clawed back from you.” - Carrie Nixon Learn more from Carrie and Rebecca: Healthcare Insights (a monthly deep dive into specific topics for innovators): https://nixongwiltlaw.com/healthcare-insights Telehealth/Virtual Care Mgmt Update (a biweekly LinkedIn newsletter tracking legal and policy changes across the nation): https://www.linkedin.com/newsletters/telehealth-virtual-care-update-6901900767960068096/ Website: https://nixongwiltlaw.com/ Carrie on LinkedIn: https://www.linkedin.com/in/carrienixon/ Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccagwilt/ NGL on LinkedIn: https://www.linkedin.com/company/nixon-gwilt-law/…

Decoding Healthcare Innovation

1
DHI Favorite: Exploring the Rise in Home-Based Care with Sprinter Health VP Seema Otoya 31:31

2 years ago31:31

31:31

In this episode discover: How to apply experiences from other industries to healthcare Why you need to focus on customer experience in healthcare How to navigate the challenges of working in the home health space What the advantages are of being missions oriented Key Takeaways: Being in varied and different roles or industries gives you the unique opportunity to provide your learnings from those roles and apply them to your current ones. Learn the industry as fast and as deeply as you can and inject your experiences. Other companies treat their customers as guests, but it’s different in healthcare. It’s time for companies to step up and make healthcare a more personalized, pleasant, and convenient experience. There are certain challenges that come with a home-based healthcare service like Sprinter Health. Some of them are hiring qualified people, managing their time, and dealing with the challenges each city presents. Being mission-oriented will help the company navigate through rapidly changing times and prevent people from being distracted by “shiny objects” that appear along the way. “Being mission-oriented, and always keeping your eye on what you're trying to achieve is super important. In this market where things are changing and innovation is happening, if you have that kind of North Star guiding your decisions, it is incredibly helpful to navigate…”- Seema Otoya Resources: Connect with Seema on LinkedIn: https://www.linkedin.com/in/seemaotoya/ Company website: https://www.sprinterhealth.com/ Careers at Sprinter Health: https://jobs.lever.co/SprinterHealth Learn more about Care at Home on the Nixon Gwilt Law blog: https://nixongwiltlaw.com/care-at-home Learn more from Carrie and Rebecca: Healthcare Insights (a monthly deep dive into specific topics for innovators): https://nixongwiltlaw.com/healthcare-insights Telehealth/Virtual Care Mgmt Update (a biweekly LinkedIn newsletter tracking legal and policy changes across the nation): https://www.linkedin.com/newsletters/telehealth-virtual-care-update-6901900767960068096/ Website: https://nixongwiltlaw.com/ Carrie on LinkedIn: https://www.linkedin.com/in/carrienixon/ Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccagwilt/ NGL on LinkedIn: https://www.linkedin.com/company/nixon-gwilt-law/…

Decoding Healthcare Innovation

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Leveraging Value-Based Enterprises to Create Business Model Flexibilities with Luis Argueso of InHealth Advisors 30:39

2 years ago30:39