Advertise on podcast: The Healthcare Growth Cycle Podcast

Everybody can build the software now. Go-to-market is where health tech companies win or lose. In this episode of The Healthcare Growth Cycle Podcast, Christian Steinert sits down with Zach Silverzweig, CEO of CipherHealth. Zach has spent 17 years helping build CipherHealth. He started in a tiny New York office, spent nearly a decade as CTO, and came back to lead the company into its AI era. Zach breaks down what it actually takes to scale in healthcare. He explains why your first three customers come any way possible, why the next ones should be independent community hospitals instead of the big systems, and how case studies earn you the right to each bigger conversation. He also talks about measuring "IPA" (income-producing activity), planning for 9 to 12+ month sales cycles, and when a partner's sales channel can shortcut the climb. Christian also brings Zach one of his own biggest struggles: how do you narrow data analytics, which can solve a thousand problems, down to one clear offer? Zach's answer: build products, but sell solutions. Customers don't buy your EHR, CRM or data warehouse. They buy fewer patient falls. In this episode: → Zach's path from selling lollipops in kindergarten to running a health tech company → Why mission-driven teams matter in healthcare → The go-to-market ladder: first 3 customers → community hospitals → mid-sized systems → enterprise → IPA: measuring your day by real customer conversations → Why healthcare sales cycles can't be compressed like in other industries → Using partnerships to get to market faster → Why a CHF readmission case study won't sell a COPD solution Timeline 00:00 – Welcome and the new direction for The Healthcare Growth Cycle Podcast 01:14 – Zach's background: lollipops, a record label, and the personal experience that pointed him to healthcare 02:33 – Why mission-driven people matter, and Zach's early EMR work at Stanford and Cigna 03:02 – Joining CipherHealth, tackling hospital readmissions, and the rise to CTO 03:54 – Raising from JMI Equity and what changes as a company scales 04:41 – The AI shift, building an AI infrastructure platform, and returning to lead CipherHealth 06:12 – How do you get in the door with health systems? 06:54 – IPA: income-producing activity, and measuring real conversations 07:45 – Why healthcare sales cycles run 6 to 18 months 08:56 – Your first 3 customers, then start at the bottom with community hospitals 09:48 – Case studies as the ladder to mid-sized and enterprise systems 10:40 – Partnerships as a go-to-market shortcut 11:22 – Christian's struggle: narrowing data analytics down to one offer 12:22 – Build products, sell solutions: why customers buy outcomes, not tech 13:12 – Case studies have to be specific: CHF vs. COPD vs. sepsis

In this episode, Christian Steinert sits down with Boris Jinjolava, MD — a former ICU and general practice physician turned founder and CEO of ViClinic, an AI automation and agentic orchestration platform for healthcare organizations. Boris shares the winding path from bedside medicine to pharma management to building an AI-native healthcare operating system, and makes the case that healthcare's real problem isn't clinical decision-making — it's fragmented data and broken coordination between patients, providers, and payers. The conversation covers why AI should be treated as an orchestration layer rather than a standard SaaS product, how ViClinic's agents support pre-visit intake through prior authorization and claims (RCM), why Boris believes patients — not platforms — should be the hub for their own health data, why he's skeptical that custom-trained healthcare LLMs are still worth building, and his long-term vision for a shared data-exchange system connecting patients, providers, and payers. Boris's LinkedIn: https://www.linkedin.com/in/borisjinjolava/ Website: https://viclinic.com/en

Most telehealth solutions are designed for hospitals, but what if the key to drastically improving elderly care lies in a different approach? Chance Basinger, CEO of VitalCare Connect, exposes how combining clinical expertise with innovative tech is revolutionizing post-acute care—and why traditional systems are holding us back from better outcomes for millions of patients.In this eye-opening episode, Chance shares his unconventional journey from healthcare administrator to clinician and founder, revealing the critical pain points that drove him to create a game-changing telehealth platform tailored for skilled nursing facilities. You'll discover how the industry's complex operations, rigid EMR systems, and narrow margins hinder patient care—and how VitalCare's automation and AI tools are breaking those barriers to deliver real-time provider access, reduce hospital readmissions, and support proactive, personalized treatment.We break down: The unique clinical challenges of elderly patients with multiple comorbidities and how medication testing on middle-aged populations complicates treatment for geriatrics. The behind-the-scenes operational hurdles, including cybersecurity risks, siloed data, and financial pressures caused by federal funding cuts. How AI-powered decision support and real-time data integration are transforming preventative care, enabling hospitals and nursing homes to predict risks and intervene before crises occur. The innovative strategies for scaling a med-tech startup from two nursing homes to over a thousand—while maintaining work-life balance for contracted clinicians. The role of data as the ultimate competitive moat in healthcare, especially with the rise of AI, and how Vital Care's access to unique patient interactions enhances care quality and outcomes. Why does all this matter? Because in a system where elderly patients often get forgotten or mismanaged, the technology that captures siloed data, empowers clinicians, and informs smarter decisions can save lives, reduce costs, and fundamentally reshape healthcare's future—one patient at a time. If you're passionate about cutting-edge healthcare innovation, patient outcomes, or building tech that makes a real difference, this is essential listening. Chance's insights offer not just a glimpse into the future of elder care, but a blueprint for how data, AI, and human-centered design can work together to create a healthier world. Join us to explore how a small startup is making a monumental impact—and how you've never seen healthcare disruption quite like this.  Chance's LinkedIn https://vcconnect.com/

In this episode of the Healthcare Growth Cycle Podcast, Christian Steinert speaks with Muhammad Nazir, founder and CEO of ChoiceCare Home Health, about the changing landscape of healthcare delivery and the role of technology in modernizing care. Muhammad shares how his career began in health information management and healthcare operations, helping organizations transition from paper-based systems to EMRs during the early days of digital transformation.He explains how those experiences shaped his approach to leadership, change management, and operational efficiency, especially in federally qualified health centers and large healthcare systems. The conversation then shifts to the challenges facing home health today, including staffing shortages, regulatory complexity, documentation burden, and the impact of Medicare Advantage reimbursement pressure. Muhammad breaks down why census, payer mix, and revenue cycle discipline are critical to agency survival. The episode also explores how Choice Care Home Health is scaling through virtual operations, better workflows, and AI-enabled systems. Muhammad discusses building a flexible team, centralizing communication, improving intake accuracy, managing prior authorizations, and diversifying service lines such as hospice and private duty care. It's a detailed, practical look at what it takes to build and sustain a modern home health organization in a difficult market. Timeline 00:00 – Introduction and welcome to Muhammad Nazir 01:31 – AI, staffing shortages, and documentation challenges in home health 02:31 – Muhammad's background and path into healthcare 03:22 – Early experience with the transition from paper charts to electronic systems 05:21 – First major EMR implementation roles and the meaningful use era 07:47 – Expanding into healthcare operations and patient services leadership 08:49 – Resistance to digital transformation in healthcare 10:22 – How an informatics background helped in operations leadership 11:03 – Building EMR workflows, fax systems, and digital processes 12:03 – Growth in FQHCs and integrated behavioral health 13:02 – COVID response and drive-through testing operations 14:32 – Transition into senior care and value-based care 15:02 – Founding ChoiceCare Home Health 16:05 – How home health growth is measured: census, revenue, and payer mix 17:11 – Medicare Advantage pressure and margin challenges 19:30 – Private pay, prior authorizations, and access to care 20:51 – Why diversification is necessary for home health agencies 22:49 – Staffing shortages, burnout, and workforce pressure 25:16 – Building the team at Choice Care Home Health 26:18 – Moving from fax-based processes to virtual communication 27:48 – Why AI and interoperability matter in healthcare platforms 29:53 – Scaling a team while balancing immediate operational needs 31:23 – Dashboards, daily huddles, and measuring business success 32:53 – Prior authorizations, billing, and AR management 34:17 – Why intake accuracy is the foundation of revenue cycle health 35:47 – Why real-time data tracking is essential in home health 37:01 – Healthcare reimbursement, fraud risk, and documentation burden 38:47 – Where to connect with Muhammad and what he's building next Resources Muhammad's LinkedIn https://choicecarehh.com/

In this episode, David Kuraguntla, CEO of Alio.ai, shares the journey of founding a healthcare tech company focused on remote patient monitoring and wearables. Discover insights on product development, stakeholder alignment, clinical trials, and leadership in health tech innovation. Chapters 00:00 Introduction to Alio.ai and David's Journey 03:20 The Evolution of Alio's Product 06:21 Understanding the Wearable Technology 11:39 Navigating Healthcare Data and Reimbursement 14:34 Building a Strong Team and Leadership 17:22 Funding and Capital Acquisition 19:47 Clinical Trials and Regulatory Challenges 21:30 The Journey to First Customer 25:24 Surprises and Joys of Startup Life Resources Alio.ai Official Website - https://Alio.ai David's LinkedIn - https://www.linkedin.com/in/davidkuraguntla/

In this episode, Andrew Bravo, founder and CEO of GGB Healthcare, shares insights on leveraging AI to transform home care operations, focusing on scheduling, billing, and data management. Discover how targeted AI solutions can address industry-specific challenges and drive growth in the rapidly expanding home care sector.   Chapters 00:00 Introduction to Home Care and GGB Healthcare 01:20 Andrew Bravo's Journey in Healthcare 04:05 The Demand for Home Care Solutions 05:36 AI in Home Care Scheduling Challenges 10:11 Data Management and Reporting in Home Care 13:49 Billing Challenges in Home Care 18:29 AI Solutions for Billing and Compliance 21:41 The Role of Humans in Telehealth 22:46 AI's Impact on Healthcare Efficiency 23:56 Ensuring Data Security in Healthcare AI 26:09 Leadership and Team Dynamics in Healthcare Consulting 28:40 The Importance of Tailored Solutions in Home Care 31:34 Navigating Internal Dynamics in Healthcare Organizations 35:26 Advice for Aspiring Healthcare Entrepreneurs Resources GGB Healthcare Website - https://ggbhealthcare.com Andrew Bravo on LinkedIn - https://linkedin.com/in/andrewbravo

In this episode, Sarjoo Patel, MD and CEO of Beam Healthcare, shares his journey from IT to healthcare, the innovative telemedicine solutions his company provides to hospitals and health systems, and insights into scaling healthcare technology businesses. Discover how technology, clinical experience, and strategic leadership are transforming patient care in underserved regions. Chapters 00:00 Introduction to Beam Healthcare and Sarjoo Patel 02:43 Journey from IT to Medicine 05:35 Founding Beam Healthcare: Addressing Pain Points 08:49 Challenges Faced by Regional Hospitals 11:36 Telehealth Workflow in Rural Settings 14:47 Technology in Telemedicine: Robots and Accessibility 17:41 The Art of Patient Interviews and AI in Healthcare 19:06 The Role of AI in Healthcare Documentation 19:58 Value-Based Care and Telemedicine 23:41 Integrating EHRs in Telemedicine 26:47 Scaling Beam Healthcare: Challenges and Strategies 32:32 Leadership Insights in Healthcare 35:28 Social Impact and Future Endeavors Resources Sarjoo's LinkedIn: https://www.linkedin.com/in/sarjoo-p/ https://beamhealthcare.com/

On this episode, we welcome Andi Hila, Chief Product Officer of Humla Health onto The Healthcare Growth Cycle Podcast. Andi is one of the most accomplished healthtech executies in our network, achieving the presigious Columbus 30 Under 30 award and accelerating his career to executive and C-suite levels in his late 20s and early 30s. He brings one of the most focused backgrounds to healthcare information systems and data management, blending industry expertise with technology product mastery. Tune into this one to learn about how healthcare leveraged AI with IBM 15 years ago, before the AI hype cycle. Then learn about Andi's healthtech leadership transitions from telehealth > telegenetics > healthcare staffing operations.    Chapters 00:00 Introduction and Background to Andi Hila, Chief Product Officer at Humla Health 07:12 Exploring AI in Healthcare 13:03 Transitioning to Healthcare Staffing 17:59 Innovative Staffing Solutions at Humla 18:12 Addressing Staffing Challenges in Healthcare 26:02 Leadership Insights in Healthcare Product Management 29:37 The Role of AI in Healthcare 37:01 Connecting with Humla Health & Andi https://www.humla.com/ Andi's LinkedIn: https://www.linkedin.com/in/andi-hila/

In this episode, Daniel Dudley shares his non-traditional journey into healthcare, explores the multifaceted role of operations in healthcare startups, and discusses the challenges and opportunities in healthcare growth, including revenue cycle management and health tech innovation. Chapters 00:00 Daniel's Unique Journey into Healthcare 04:08 Understanding the Role of a COO in Healthcare 09:57 The Challenges of Operations in Healthcare 15:43 Growth Bottlenecks in Healthcare Organizations 29:53 Key Attributes of Successful Health Tech Startups   Daniel Dudley's LinkedIn - https://www.linkedin.com/in/thedanieldudley/

In this conversation, Paulina Riedler, founder of Spakinect, discusses her journey in establishing a telehealth company focused on medical aesthetics. She shares insights on the evolution of the industry from pre-COVID to post-COVID, the challenges of regulatory compliance, and the importance of patient experience. The conversation also touches on the growth of Spakinect, the role of AI in telehealth, and future goals for the company, including advocacy for the med spa industry. Chapters 00:00 Introduction to Telehealth and Spakinect 06:03 Growth and Expansion of Spakinect 12:02 Building a Telehealth Platform 18:11 The Role of AI in Telehealth 23:57 Future Goals and Industry Advocacy Paulina's LinkedIn: https://www.linkedin.com/in/paulinariedler/

In this episode of the Healthcare Growth Cycle Podcast, Sahar Meiron shares his entrepreneurial journey in the biotech industry, focusing on his company OrthoTreat, which aims to redefine orthopedic medicine. He discusses the challenges of funding, the importance of building a strong team, and the strategies for customer acquisition and market research. Sahar also delves into the complexities of clinical trials and regulatory pathways, emphasizing the significance of value-based care in the healthcare landscape. Throughout the conversation, he highlights the importance of relationships and the human factor in driving innovation and success in the biotech field. Chapters 00:00 Introduction to Sahar Meiron and His Journey 05:13 Funding Challenges in Biotech 09:06 Core Product and Technology Overview 14:21 Customer Acquisition and Market Strategy 15:29 Clinical Trials and Regulatory Pathways 16:30 Team Building and Company Culture 19:12 Operational Components of a Biotech Startup 21:02 Market Research and Data Utilization 22:26 Understanding Customer Dynamics in Biotech 26:10 Value-Based Care and Product Market Fit 29:39 Challenges and Rewards of Scaling a Biotech Company   Sahar's LinkedIn: https://www.linkedin.com/in/sahar-meiron/

In this episode of the Healthcare Growth Cycle podcast, host Christian Steinert interviews Nate Sundheimer, Director of Digital and Technology at Wipfli. They discuss Nate's academic journey, his transition from clinical medicine to healthcare innovation, and the challenges of implementing new technologies in healthcare. The conversation delves into revenue cycle management, the readiness of healthcare organizations for AI, and the impact of AI on ROI. Nate shares insights on value-based care models and offers advice for aspiring healthcare consultants and leaders.   Chapters 00:00 Introduction to Healthcare Innovation 03:05 Nate's Academic Journey and Career Path 05:58 The Challenges of Healthcare Innovation 08:50 Revenue Cycle Management in Healthcare 11:58 Engaging with Healthcare Companies 15:01 AI Readiness in Healthcare Organizations 18:03 The Impact of AI on ROI 21:07 Value-Based Care Models 24:11 Leadership in Healthcare Consulting 27:10 Advice for Aspiring Healthcare Consultants   Nate's LinkedIn: https://www.linkedin.com/in/nathansundheimer/

In this episode of the Healthcare Growth Cycle Podcast, Tony Sterns, CEO of IRX Reminder, shares his journey from engineering in the Navy to leading a health tech company focused on medication adherence. He discusses the challenges of medication management, the innovative solutions his company is developing, and the impact of these solutions on healthcare economics. The conversation also touches on the importance of AI in healthcare, the dynamics of building a health tech team, and the broader challenges faced in the industry.   Chapters 00:00 Introduction to Healthcare Innovation 03:01 Tony Sterns' Journey in Health Tech 06:18 Understanding Medication Adherence Challenges 09:05 The Development of IRX Reminder 12:01 Situational Smart Alerting Explained 15:02 Impact on Healthcare Economics 18:09 The Role of AI in Medication Management 21:02 Building a Health Tech Team 24:06 Challenges in the Health Tech Industry 27:07 The Future of Medication Adherence 29:57 Conclusion and Call to Action   Tony's LinkedIn: https://www.linkedin.com/in/anthonysterns/ https://www.irxreminder.com/

In this episode of the Healthcare Growth Cycle Podcast, host Christian Steinert interviews Neil Weiss, the Director of Operations and Home Care at Cincinnati Children's Hospital. They discuss the intricacies of Durable Medical Equipment (DME), the importance of leadership in home health operations, and the collaboration required within hospital systems to ensure patient care. Neil shares insights on the challenges faced in the DME industry, the metrics for success in home care, and the emerging role of AI in healthcare, particularly in predicting denials and enhancing patient experience. The conversation emphasizes the need for open communication, teamwork, and a patient-first approach in healthcare.   Chapters 00:00 Introduction to Durable Medical Equipment (DME) and Neil Weiss 07:01 Leadership in Home Health Operations 12:00 Collaboration and Growth in Hospital Systems 15:59 Challenges in the DME Industry 21:00 Metrics for Success in Home Care 27:00 Value-Based Care in Pediatric Systems 30:02 The Role of AI in Healthcare 36:04 Conclusion and Future Outlook   Follow Neil on LinkedIn: https://www.linkedin.com/in/neil-weiss-035701148/

In this episode of the Healthcare Growth Cycle podcast, Ian Strug, CEO of Corvus.Health, shares his journey in healthcare technology, emphasizing the importance of diverse backgrounds in tech and the critical role of revenue cycle management in healthcare profitability. He discusses how Corvus aims to revolutionize the surgical referral process using AI, enhancing patient experience and operational efficiency. Ian also provides insights into leadership in healthcare, the significance of mentorship, and the future of healthcare technology. Follow Ian on LinkedIn: https://www.linkedin.com/in/ian-strug-63027a6/ corvus.health Chapters 00:00 Introduction to Ian Strug and Corvus.Health 03:10 Ian's Journey into Healthcare Technology 06:03 The Importance of Revenue Cycle Management 09:17 Enhancing Patient Experience through Revenue Cycle 12:02 Transitioning from Epic to Entrepreneurship 15:04 Founding Corvus.Health and Its Mission 20:02 Understanding the Surgical Referral Process 24:07 The Financial Impact of Surgical Referrals 30:52 Revolutionizing Patient Care Through Provider Matching 31:21 Understanding Patient Needs vs. Wants 32:44 Leveraging AI for Enhanced Patient Data 33:17 Navigating Data Completeness Challenges 35:35 AI in Clinical Specificity and Generative Applications 38:04 The Importance of Data Provenance in AI 45:22 Leadership Insights for Healthcare Success