The Counterweight Podcast

Doug and guest co-host Lauren Draina engage with Michael Blumental, Chief Strategy Officer at Hyro. They discuss Michael's journey from a sales role to a leadership position, the unique challenges of selling in the healthcare industry, and the importance of building relationships. The conversation also touches on hiring practices, the role of AI in healthcare, and the significance of women in leadership roles. Michael shares valuable insights on navigating sales processes, utilizing AI tools, and fostering a collaborative work environment.

Doug and Scott Bowerman discuss the innovative approach of Photon Health in empowering patients through ownership of their prescriptions. Scott shares his experiences as an early-stage salesperson, emphasizing the importance of trust, adaptability, and effective sales strategies in the healthcare sector. They explore the challenges and opportunities in early-stage sales, the significance of networking and conferences, and the future direction of Photon Health, focusing on price transparency and patient engagement.

Doug Rogers and James Kanary welcome Lauren Draina, who shares her journey in the healthcare IT space and her exciting transition to becoming the founder and CEO of the Growth Opportunity. The conversation delves into the importance of identifying market needs, the role of coaching in leadership, and the common blind spots that growth leaders face. Lauren emphasizes the need for effective strategies, building trust within teams, and the significance of creating a culture of feedback. The discussion also touches on evaluating team performance and making tough decisions, as well as the lessons learned from leadership transitions.

In this episode of the Counterweight Podcast, hosts Doug Rogers and James Kanary engage in a deep discussion with panelists Matt Wilson and Michael Coggins about the challenges and innovations in healthcare technology. They explore the origin stories of their respective companies, the impact of COVID-19 on the healthcare industry, and the importance of problem-solving and adaptability in a rapidly changing environment. The conversation also delves into sales strategies, company culture, hiring practices, and the role of AI in enhancing healthcare services. The episode concludes with audience questions, providing insights into the future of healthcare technology and the significance of empathy in patient care.

Doug interviews Kristel Hladky, COO of SparkChange, a healthcare technology company focused on revenue cycle management. Kristel shares her journey from working at a large corporation to joining a startup, the challenges of growing a company, and the importance of building a strong company culture. She discusses the role of data and automation in improving healthcare financial outcomes and emphasizes the significance of communication and client feedback in driving the company's success. Kristel also touches on her personal life, balancing work and family, and her passion for writing.

Doug and James welcome Andy Rellihan, Chief Commercial Officer at Payground, to discuss the challenges and innovations in healthcare payments. They explore the evolution of Payground, the importance of aligning mission with financial viability, and the personal experiences that shape healthcare solutions. Andy shares insights on transitioning from corporate environments to startups, the significance of mentorship, and the dynamics of working with venture capital-backed companies. The conversation also touches on setting growth targets, building effective partnerships, and the value of continuous learning in sales leadership.

Doug Rogers and James Kanary engage with Bryan Christianson, a seasoned sales leader with over 25 years of experience in healthcare technology. Bryan shares insights from his career, including the development of his framework, the 'Seven Laws of the Jungle,' which outlines key principles for effective sales leadership. The conversation delves into the balance between immediate results and long-term strategy, the importance of aligning sales goals with company objectives, and the evolving role of AI in healthcare. Bryan emphasizes the significance of people as a competitive advantage and offers practical advice for new sales leaders navigating their roles.

Doug interviews Kelly Crockett, Vice President of Strategic Impact at Launch Code, a nonprofit organization dedicated to providing free technical training and job placement for individuals seeking careers in technology. Kelly shares her journey to Launch Code, the importance of non-traditional education, and how the organization supports mid-career transitions. The conversation highlights success stories of Launch Coders, the benefits for employers hiring from Launch Code, and the various programs available for individuals looking to enhance their skills. The episode concludes with insights on how employers can engage with Launch Code to find the right talent for their organizations.Key TakeawaysLaunch Code provides free technical training to motivated individuals.The organization focuses on non-traditional education pathways.Only 25% of the US population holds a college degree.Mid-career transitions can be daunting but rewarding.Launch Coders often bring diverse life experiences to tech roles.Employers benefit from hiring passionate and driven individuals.Success stories highlight the transformative impact of Launch Code.Courses are designed to meet current workforce demands.Employer engagement is crucial for tailoring training programs.Launch Code aims to create successful matches between candidates and employers.

Here are the top three things I am thinking about in Digital Health for the week.What is the future for Value Based Care?What role and impact is Private Equity having on Healthcare?The benefit of programs like Launchcode.org to help train mid-career people to transition into tech and Digital Health.+ A couple of thoughts on HIMSS

Here are the top 3 things I am thinking about this week in Digital.Observations on the ViVE conference and announcements that came out around and during the conference.The two splashy articles dropped about Glen Tullman and Hippocratic AI.The continued impact Politics and Policy will play on Digital Health.

Doug reflects on the recent Super Bowl loss of the Kansas City Chiefs, shares his excitement for the upcoming ViVE conference, discusses the implications of political changes on healthcare, particularly regarding CMS, and explores the future of digital health with a focus on Sword Health and the role of AI in patient care.

n this conversation, Doug Rogers discusses the current trends in healthcare and digital health, focusing on funding dynamics, the launch of Deepseek, federal policy changes, and the implications of tariffs on the healthcare industry. He highlights the resurgence of investment in digital health, the potential impact of new technologies, and the importance of understanding federal actions for digital health founders.

Kyle McAllister, CEO and co-founder of Trially, joins The Counterweight to talk about his recent attendance to the JPM Health Conference. The JPM Health Conference brings thousands from around the world with many start-ups using it as a networking and connecting place to meet investors. Kyle shares his experience attending for the first time. Talks about why, as a founder, it was important to go, and what strategies he used to make it effective.

In this episode of The Counterweight Podcast, Doug Rogers and his co-panelists discuss the challenges and opportunities in the healthcare technology space. They explore the journey of transitioning from large corporations to startups, the importance of vision and data management in healthcare, and the future of the industry as it heads into 2025. The conversation highlights the significance of community and collaboration in driving growth and innovation in healthcare.

Doug Rogers and James Kanary welcome Chris Kemp, Senior Vice President of MultiPlan, to discuss his journey in healthcare, leadership philosophy, and the challenges of navigating the healthcare market. Chris shares insights on the importance of culture, growth mindset, and the need for innovation in the healthcare industry. He emphasizes the significance of building relationships, understanding market dynamics, and the unique position MultiPlan holds in bridging the gap between payers and providers. The discussion also touches on the importance of community and continuous learning in the ever-evolving healthcare landscape.

In this episode, Doug Rogers and James Kanary engage with Jay Taylor, Chief Growth Officer at Brave Health, a Medicaid-first virtual outpatient mental health provider. They discuss Jay's journey into mental health, the challenges and strategies of expanding services in the Medicaid landscape, and the importance of understanding health policy. The conversation highlights the balance between mission and margin in mental health services, the role of mental health in overall health, and the significance of communication and trust in leadership. Jay shares insights on hiring for growth, continuous improvement, and the inspiration that drives him in his role.

Doug Rogers and James Kanary welcome Casey Schirk, Senior Vice President at Commerce Bank, to discuss his journey into sales, the role of Commerce Bank in the healthcare sector, and the importance of sustainable growth in healthcare finance. Casey shares personal anecdotes, insights into the financial pressures facing healthcare providers, and the strategies Commerce Bank employs to support its partners. The conversation also touches on the challenges of transitioning from startups to established organizations, the impact of economic conditions on growth strategies, and the significance of building a team culture focused on healthcare solutions.

Doug and James interviews Eric Hren, the Chief Growth Officer at Innowell, who shares his journey from the U.S. to Australia and his insights into the mental health landscape. Eric discusses the challenges of transitioning from a large corporate environment to a scale-up, emphasizing the importance of building authentic relationships and the role of storytelling in sales. He highlights the need for discipline and intentionality in career growth and offers practical advice for navigating the complexities of demand generation in the mental health sector. The conversation concludes with a light-hearted discussion about Kansas City BBQ, showcasing Eric's personal side.

Doug Rogers and James Kanary welcome Chris Vernaci, Senior Vice President of Growth and Commercial Sales at HART, a health tech startup. The conversation explores Chris's journey from large corporations like Cerner and Oracle to a smaller, agile environment at HART. They discuss the challenges of name recognition in the healthcare industry, strategies for targeting clients, and the importance of team culture and coaching in sales. Chris shares insights on learning from failure, managing expectations, and the future of healthcare data movement, emphasizing the need for seamless data integration to drive innovation in the industry.

Doug and James interview Juan Corona, the Vice President of Sales at Track My Solutions. Juan shares his unique journey from finance to sales, emphasizing the importance of taking risks and learning from failures. He discusses the significance of strategic selling, understanding client needs, and creating a culture of vulnerability within leadership. Juan also highlights the need for a consumer-centric approach in healthcare and the value of hiring for soft skills over experience. The conversation concludes with insights on building a sales team, navigating board meetings, and the future of healthcare.

In this episode of the Counterweight Podcast, hosts Doug Rogers and James Kanary welcome Rhys Gay, the head of US Sales and Distribution at Butterfly Network. Rhys shares his journey from a support role to leading sales in a groundbreaking handheld ultrasound company. The conversation delves into Rhys's sales methodology, leadership style, and the importance of building trust and relationships in sales. They discuss the challenges of navigating market changes, the future of handheld ultrasound technology, and the significance of humility and adaptability in leadership. Rhys also shares insights on team dynamics and the importance of celebrating both wins and learnings in a competitive environment.

In this episode, we speak withAmie Teske, a health tech sales professional and advisor and founder of The Echelon. Amie shares her experience in the industry and discusses her work with building the Echelon, a community for health tech sales professionals. She emphasizes the importance of keeping sales teams focused and productive, and highlights the need for leaders to prioritize their people. Amie also discusses the power of referrals and the impact of being present with your team. She concludes by discussing the challenges of managing growth expectations and the importance of realistic goal-setting. In this conversation, Amie discusses the importance of aligning the goals of the sales team with the individual motivations of the team members. She emphasizes the need for sales leaders to triangulate what people say, what they do, and what they want in order to create achievable goals. Amie also highlights the importance of breaking down the sales numbers and creating a story that balances the expectations of the board with the motivators of the team. She emphasizes the need for strong sales operations teams and the value of building relationships with board members and investors.

Lisa Rosenkoetter, Vice President of Growth at Iodine Software, shares her journey in sales and leadership. She started as a telemarketer in college and discovered her passion for sales. Lisa emphasizes the importance of building rapport and connections with clients and team members. She also discusses the challenges of leadership, including imposter syndrome and having difficult conversations. Lisa believes in being clear and kind in her communication and focusing on connection rather than constructive criticism. She highlights the need for alignment between mission and margin in the healthcare industry and the importance of innovation and adapting to market changes. The conversation explores the importance of understanding market opportunities and the need for open communication within a growth team. It emphasizes the value of analyzing why wins and losses occur and providing feedback to leadership and product teams. The discussion also touches on the shift in healthcare IT towards value-based selling and the need to demonstrate the value and return on investment of solutions. The conversation concludes with insights on leadership, including the importance of continuous learning and growth, and the advice to persevere and ask for opportunities.

In this conversation, Nick Helfrich, Chief Growth Officer of Certify, shares his journey from starting in sales at Cerner to becoming a sales leader. He emphasizes the importance of being a student of healthcare, understanding the sales process, and knowing your territory and clients. Nick also discusses the transition from individual contributor to leader and the challenges he faced, such as flying at the right elevation and balancing tactical and strategic work. He highlights the significance of intentionality, data-driven decision-making, and involving the client in the sales process. Lastly, Nick talks about managing risk and uncertainty and the importance of having a process while adapting to the client's needs. Nick discusses the importance of communication, asking the hard questions, and training sales teams. He emphasizes the value of feedback and practice in creating a safe and effective sales culture. Nick also shares his approach to dealing with high growth expectations and the importance of data in driving sales success. He highlights the qualities of grit and perseverance as key attributes he looks for in potential hires.

We are joined by David Friederichs, Managing Director of the South Region for Innovaccer. David is an accomplished leader, sales person, and recognized knowledge expert on value based care. David discusses leadership influences throughout his life, characteristics he views as important when hiring new team members, and strategies for managing complex sales engagements.

Summary Caroline VanDeusen, VP of Strategic Partnerships for ModRN Health, shares her journey from finance to sales and her experience in the healthcare and digital health industry. She emphasizes the importance of empathy, consultative sales, and understanding the operations side of the business. Caroline also highlights the yin and yang dynamic between visionary leaders and operational leaders in successful companies. She encourages setting incremental goals, documenting progress, and involving team members in the goal-setting process. Caroline's unique perspective as both an investor and a sales professional provides valuable insights into building successful businesses. Caroline Vandeusen recommends the book 'The Intangibles of Leadership'. She emphasizes the value of curiosity, asking questions, and being intellectually curious when evaluating potential hires. Caroline also highlights the need for transparency and accessibility in the healthcare system. She shares her personal mission to provide healthcare to underserved populations and improve the overall healthcare experience.

In this conversation, Jeff Stocker discusses his background, his role in healthcare IT, and his perspective on sales. He emphasizes the importance of authenticity and genuine connection in sales, and how it is not mutually exclusive from making a living. Jeff also highlights the value of structured training in sales and the impact it had on his career. He shares two milestones that catapulted him to the next level: the opportunity to pursue domestic government sales and the success he achieved in government contracts. These experiences instilled confidence in himself and his belief in the value of the work he was doing. In this conversation, Jeff discusses his transition from being an individual contributor to managing people and the challenges that come with it. He emphasizes the importance of being a therapist as a leader and manager, listening to and understanding the grievances of team members while remaining focused on the mission. Jeff also talks about the dynamics of managing people of different ages and experience levels. The conversation then shifts to the dichotomy between management and leadership and the need to balance listening and empathy with making tough decisions. They discuss the unrealistic expectations set by higher-ups and the choices leaders have to make in navigating those expectations. They also explore the growth potential in healthcare information technology and the importance of understanding the industry and staying informed. Jeff shares his habits of remaining a student of healthcare and practicing mindfulness to stay focused and motivated.

Grant Johnson, CRO for Illuminate, joins the Counterweight podcast. Grant discusses his journey into sales, challenges and opportunities he has had throughout his career, and what has helped him overcome obstacles.

First episode with James and Myself talking about why start a podcast, the meaning by "The Counterweight", and what we hope to accomplish.