We keep saying we want value-based care. But why do most models still fall short?

In this episode, I sat down with Hamad Husainy, a clinician-turned-HealthTech leader at PointClickCare, to explore the hidden reasons value-based systems collapse—and what it actually takes to build one that works.

We unpacked why data timing, team collaboration, and cultural transformation—not just more tech—are essential to seamless care. Hamad brought real stories from the field and shared where most leaders miss the mark when scaling their care ecosystems.

The question isn’t: do you have the data?

It’s: are you using it at the right time, in the right hands, to prevent the wrong outcomes?

If you’ve ever felt like your solution should drive better results but doesn't get traction, this is your inside look at what investors, payers, and care leaders want next.

🔑 In this episode, you’ll learn:

🔹Why data delivery timing trumps data volume

🔹The ROI of interdisciplinary team workflows

🔹The cultural shifts needed to unlock true collaboration

🔹How to align payers and providers using shared data language

🔹The 4 stages of care evolution—and where we’re heading next

Episode Timeline:

[00:01:56] - Hamad Husainy: From Clinician to Health Tech Leader at PointClickCare

[00:03:21] - Integrating Data for Better, Timely Care Decisions

[00:04:55] - Breaking Down Silos Across the Care Continuum

[00:07:22] - Culture Shift: Redefining Roles and True Team Collaboration

[00:12:04] - AI, Analytics, and Measuring ROI in Care Delivery

[00:14:31] - Aligning Providers, Payers, and ACOs

[00:15:54] - Hamad’s Three Wishes for Healthcare Transformation

[00:21:11] - Six Takeaways for Making Value-Based Care Work

📣 Get In the Spotlight

Are you a founder with a proven solution and paying users?

Apply to pitch your startup in front of investors and decision-makers on HealthTechShowdown.com.

Submit a short, under 200-word, explanation of your solution and why it belongs in front of the people who matter most.

• HealthTech Showdown (HealthTechShowdown.com): We will find the ideal investors and enterprise leaders for you to pitch to on our virtual gameshow-style event.
• Impact Quotient Quiz (ImpactQuotientQuiz.com): Think you’re building momentum in healthcare? Find out if your leadership is actually scalable and fundable.

Ever handed off a patient with a thick discharge packet… only to get a call two days later that they’re back in the ER? That’s not just a clinical failure—it’s a system breakdown.

In this episode, I sat down with Brian Drozdowicz from PointClickCare to talk about building tools that actually improve care transitions. Not just more data—but smarter data, delivered at the right time, to the right people.

Whether you’re building the next big HealthTech platform or navigating value-based contracts, you’ve felt the friction. Data overload. Poor interoperability. Tools that no one actually uses. This conversation is your blueprint for bridging the gaps.

Brian shares how PCC’s “PacMan” tool is powering better visibility across care settings—and how AI could finally summarize those 30-page discharge reports into meaningful next steps.

If you’re building tools in care coordination, transitions, or VBC, listen in for how to align your product with real clinical flow—and avoid becoming another tool that gets ignored.

🔑 Why real interoperability is about usable data—not just access

🔑 How PointClickCare’s PacMan tool connects ACOs, hospitals, SNFs, and payers

🔑 How AI can streamline discharge planning to boost outcomes and efficiency

🔑 Where the biggest founder opportunities are in value-based care

🔑 What’s needed for faster adoption of AI and value-based care at scale

Episode Timeline:

[00:01:33] - What is PointClickCare

[00:03:59] - PAC Man: Connecting Hospitals, ACOs, and SNFs

[00:08:56] - Fixing Discharge and Follow-Up Gaps

[00:10:44] - From Data Overload to Actionable Insights

[00:14:02] - EHR Interoperability in Action

[00:17:05] - Brian’s Three Magic Wand Wishes

[00:20:55] - Episode Recap and Key Takeaways

📣 Get In the Spotlight

Are you a founder with a proven solution and paying users?

Apply to pitch your startup in front of investors and decision-makers on HealthTechShowdown.com.

Submit a short, under 200-word, explanation of your solution and why it belongs in front of the people who matter most.

• HealthTech Showdown (HealthTechShowdown.com): We will find the ideal investors and enterprise leaders for you to pitch to on our virtual gameshow-style event.
• 
  
• Impact Quotient Quiz (ImpactQuotientQuiz.com): Think you’re building momentum in healthcare? Find out if your leadership is actually scalable and fundable.

You'd think a founder who's already exited TWO companies, has partnerships with global giants like Siemens, and technology tracking 10 MILLION medical samples would have investors lined up around the block.

You'd be wrong.

In today's episode, I break down exactly what went wrong in Javier Cuello's pitch for H+Trace—his medical traceability platform that's solving a $500M problem in healthcare.

His hook? Brilliant. "Every day in the U.S., the equivalent of a jumbo jet crashes from preventable medical errors."

His credibility? Unquestionable.

His results? Radio silence from investors.

Here's the thing: Having the right ingredients doesn't guarantee the right recipe. Even the most accomplished founders can miss the mark when it comes to communicating their value.

I walk you through the exact 2-minute framework that transforms technical brilliance into investor magnetism—and reveal the specific mistakes that cost Javier the attention his breakthrough solution deserves.

This isn't just another pitch critique. It's a masterclass in why the best product doesn't always win, but the best COMMUNICATED product does.

Listen now on Provider's Edge (link in bio) 👆

What You'll Learn:

• The exact 6-part framework for structuring any healthcare pitch (2-minute to 20-minute versions)
• Why leading with credentials kills investor interest—and what to lead with instead
• The "Why Now" factor that 90% of healthcare founders miss completely
• How to transform technical complexity into emotional connection
• The specific time allocation that forces clarity: 15 seconds hook, 30 seconds problem/solution, etc.
• Why "pattern interrupt" hooks outperform feature lists every time
• The 3 pillars of trust every investor seeks before writing a check
• Real-time pitch rewriting techniques from our live workshop

Episode Timeline:

00:01:15 - Why great products fail to land with investors

00:03:28 - Javier’s pitch: the problem, solution, traction, and ask

00:05:38 - Immediate reactions and live feedback

00:07:03 - What worked and what’s missing in Javier’s pitch

00:14:19 - Score breakdown and opportunities to improve

00:18:09 - Takeaways: how to shift from info-dump to investor clarity

📣 Get In the Spotlight

Are you a founder with a proven solution and paying users?

Apply to pitch your startup in front of investors and decision-makers on HealthTechShowdown.com.

Submit a short, under 200-word, explanation of your solution and why it belongs in front of the people who matter most.

We will find the ideal investors and enterprise leaders for you to pitch to on our virtual gameshow-style event.

Resources Mentioned

• Pitch Perfect Workshop (PulsePointPath.com/Pitch-Workshop): We will find the ideal investors and enterprise leaders for you to pitch to on our virtual gameshow-style event.
• Impact Quotient Quiz (ImpactQuotientQuiz.com): Think you’re building momentum in healthcare? Find out if your leadership is actually scalable and fundable.

Everyone’s excited during the demo.

No one’s using it six months later.

Most HealthTech founders don’t realize the real problem isn’t adoption.

It’s overbuilding before your frontline champions are even heard.

This week, I sat down with Jonathan McCoy, founder of vCare, and Rachel West, a nurse and clinical collaborator, to discuss how they co-created a robot assistant—CC—that’s transforming the day-to-day lives of nurses in long-term care.

When tech becomes indispensable, you know you’ve nailed product-market fit.

What You'll Learn

🔑Why 50% of nurses leave in 2 years—and how that’s a tech problem

🔑What “point of care robotics” really looks like in action

🔑How to avoid the pilot graveyard most startups fall into

🔑The ROI mindset behind reducing workflow friction

🔑How vCare is securing partnerships with facilities serving 10,000+ residents

Episode Timeline

[00:01:36] – Jonathan’s Journey to Founding vCare and Building CC

[00:04:00] – How CC Eases Nurse Workload and Improves Patient Care

[00:07:17] – Beyond Documentation: CC’s Telepresence and Therapy Use

[00:11:32] – Measuring Impact: Time Savings and Adoption Strategy

[00:16:55] – Why CC Works Across Long-Term, Hospital, and Rural Care

[00:22:28] – Scaling Vision: 2025 Expansion and Pilot Programs

[00:29:27] – Magic Wand Wishes: Jonathan’s 3 Bold Dreams for vCare

[00:37:36] – 5 Key Takeaways from the Episode

📣 Get In the Spotlight

Are you a founder with a proven solution and paying users?

Apply to pitch your startup in front of investors and decision-makers on HealthTechShowdown.com.

Submit a short, under 200-word, explanation of your solution and why it belongs in front of the people who matter most.

—------------------------------------------------

Resources Mentioned

• HealthTech Showdown (HealthTechShowdown.com): We will find the ideal investors and enterprise leaders for you to pitch to on our virtual gameshow-style event.
• 
  
• Impact Quotient Quiz (ImpactQuotientQuiz.com): Think you’re building momentum in healthcare? Find out if your leadership is actually scalable and fundable.

What if the biggest blocker to your product’s success isn’t the tech—but the fear-filled culture it’s stepping into?

That’s exactly what Varsha Chaugai discovered while building Evoke Health, a platform designed to digitize and streamline communication between long-term care facilities and families.

Despite building the platform in just five months, the real challenge wasn’t technical—it was cultural.

In this episode, we uncover how founders can navigate the invisible resistance of guilt, shame, and outdated manual systems that dominate long-term care.

You’ll learn why transparency is often misunderstood as a threat, and how shifting the narrative to collaboration creates space for innovation to thrive.

Because sometimes, the hardest code to rewrite is the one in people’s minds.

In this episode, you’ll learn:

🔑Why long-term care is decades behind in communication tech—and what it costs

🔑How fear of being punished stifles transparency and adoption

🔑The surprising activation rate that beat out acute and primary care sectors

🔑What made 70% of families onboard within a week of rollout

🔑How Varsha’s team reframed transparency as a trust builder, not a liability

🔑Why culture change must be a deliberate part of your GTM strategy

Episode Timeline:

00:00:00 - Fear-driven culture is silently killing adoption in long-term care

00:01:05 - Varsha Chougai from Evoke Health

00:03:14 - Guilt, regulations, and manual communication in LTC

00:06:26 - Patient portals as collaborative care tools

00:08:41 - Shifting culture, not just selling software

00:12:19 - Future vision for predictive and educational tools

00:15:58 - Fear of punishment in long-term care

00:18:41 - Balancing openness with over-information

00:22:44 - How have you dealt with product resistance?

00:25:58 - What’s next for Evoke Health’s platform

00:28:03 - Breaking silos and achieving interoperability

00:30:26 - Varsha’s 3 magic wishes for the company

00:34:00 - Collaboration and belief create industry change

00:36:43 - Key takeaway: transparency builds trust

00:38:27 - Leadership drives successful rollout

00:38:54 - Culture change must be intentional

📣 Get In the Spotlight

Are you a founder with a proven solution and paying users?

Apply to pitch your startup in front of investors and decision-makers on HealthTechShowdown.com.

Submit a short, under 200-word, explanation of your solution and why it belongs in front of the people who matter most.

—------------------------------------------------

Resources Mentioned

HealthTech Showdown (HealthTechShowdown.com): We will find the ideal investors and enterprise leaders for you to pitch to on our virtual gameshow-style event.

Impact Quotient Quiz (ImpactQuotientQuiz.com): Think you’re building momentum in healthcare? Find out if your leadership is actually scalable and fundable.

Most HealthTech founders collect loads of patient data…But let’s be honest: dashboards don’t change care plans—decisions do.

I sat down with Karen Josswick to uncover how HealthTech companies can stop spinning in data loops and start building real post-acute care value.

We talked workflow integration, remote care planning, and how to activate the right team talents inside your org and your buyers' orgs.

If you're serious about delivering outcomes that healthcare systems value, this episode is your blueprint.

▶️Why remote care is the biggest untapped opportunity in post-acute care

▶️What founders misunderstand about data strategy and workflow

▶️How to spot and activate change champions inside provider orgs

▶️A breakdown of visionary vs. strategist vs. operator roles—and how it affects your implementation success

▶️Why founders must shift from “dashboard thinking” to “workflow mapping”

Episode Timeline:

[00:00:00] - Why data activation matters more than collection

[00:01:04] - Karen Joswick and PointClickCare Summit background

[00:03:44] - Technology’s role in enabling care workflow improvements

[00:05:51] - Building networks with high-quality provider partners

[00:09:10] - Turning integration into a repeatable care standard

[00:12:17] - Innovators vs. strategists vs. implementers: know your team

[00:16:04] - Diversity of experience builds better solutions

[00:20:11] - Audience call-to-action: identify your blind spots

[00:22:12] - Six learning points founders must internalize

📣 Get In the Spotlight

Are you a founder with a proven solution and paying users?

Apply to pitch your startup in front of investors and decision-makers on HealthTechShowdown.com.

Submit a short, under 200-word, explanation of your solution and why it belongs in front of the people who matter most.

• HealthTech Showdown (HealthTechShowdown.com): We will find the ideal investors and enterprise leaders for you to pitch to on our virtual gameshow-style event.
• Impact Quotient Quiz (ImpactQuotientQuiz.com): Think you’re building momentum in healthcare? Find out if your leadership is actually scalable and fundable.

Why Most Startups Fail to Land Investors (Until This Happens)

Most healthtech founders don’t fail because of a bad product.

They fail because they’re pitching the right idea in the wrong language.

This week, we pulled back the curtain on a live coaching session inside our Pitch Perfect Workshop.

Here’s what really separates fundable startups from ignored ones 👇

What You’ll Learn in This Episode:

✅ Why the first 30 seconds of your pitch matters more than your metrics

✅ How to align your story to the 5 investor psychology profiles

✅ The #1 mistake founders make when identifying their buyer

✅ How we repositioned a founder’s pitch from "meh" to match-worthy

✅ What real traction signals actually look like for early-stage founders

✅ Why coachability is the invisible X-factor investors are screening for

Episode Timeline:

[00:00:00] - Why 90% of decisions are emotional.

[00:01:59] - AJ’s Pitch – The Graciela Device

[00:04:02] - Sabrina’s Feedback Framework

[00:06:19] - The Three Founding Personas

[00:09:37] - Go-to-Market & Pricing Concerns

[00:11:45] - Strategic Advisory & HealthTech Showdown

[00:15:17] - Summary of Coaching Takeaways

[00:20:20] - Call to Action

📣 Real Talk:

If your pitch isn’t landing the way you hoped—it’s not your fault. You were probably never taught how to reverse-engineer your message based on how investors make decisions.

That’s what we do inside our workshops, and in the HealthTech Showdown virtual stage experience.

💬 Founders:

What’s the ONE part of your pitch you’re unsure is landing with investors?

Drop it in the comments—I’ll give you a real-time fix.

📌 Resources Mentioned:

= Pitch Review (Free) – Submit your pitch script or recording for analysis at PulsePointPath.com/Pitch-Workshop

= Take the Impact Quotient Quiz – Are you truly ready to scale? ImpactQuotientQuiz.com

= Apply to Pitch or Judge – Join our next investor-matched live event at HealthTechShowdown.com

🔁 Tag a founder who needs to hear this—or a decision-maker who needs to see this in their pipeline.

Let’s stop wasting brilliant innovation on misaligned pitches.

Healthcare doesn’t end at the clinic—and Luke O’Brien of Brook.AI knows that better than most.

After navigating care for his father’s leukemia, Luke realized just how much support patients and caregivers need after leaving the doctor’s office.

In this episode, we unpack how Brook.AI built a wraparound solution combining remote monitoring, 24/7 clinical care teams, EHR integration, and operational support—all without adding weight to providers or clinics.

🔑 Key Talking Points

• ▶️The personal story behind Luke’s journey into healthtech
• ▶️Why patient compliance gaps are more about communication than tech
• ▶️How Brook.AI’s care teams work as an extension of health systems
• ▶️The pitfalls of piling more tech onto providers—and how to avoid them
• ▶️Brook’s "Remote Care as a Service" model explained
• ▶️Navigating integration with 400+ EHRs and different-sized clinics
• ▶️Chronic conditions they focus on: hypertension, diabetes, CHF, and more
• ▶️Aligning human capital with clinical mission for sustainable growth
• ▶️What founders should know about building buy-in from both patients and providers

Episode Timeline:

00:01:57 - Luke’s personal story about caring for his father with leukemia

00:04:30 - Luke explains Brook.ai's solution for remote patient care

00:06:00 - Definition of "Remote Care as a Service" model

00:06:16 - Mid-episode sponsor message about HealthTechShowdown.com

00:09:48 - Data integration with existing healthcare platforms

00:12:00 - Strategies for patient and provider engagement

00:15:25 - Building an effective team and organizational structure

00:19:14 - Brook’s closing their Series B funding

00:21:00 - Sabrina’s seven key points from the conversation

🔊 Notable Quotes

"We don’t want to put more weight on the provider. If you’re not careful, tech adds friction instead of value." – Luke O’Brien

"When patients leave the doctor’s office, their care journey doesn’t stop—and neither should their support." – Sabrina Runbeck

📣 Get In the Spotlight

Are you a founder with a proven solution and paying users?

Apply to pitch your startup in front of investors and decision-makers on HealthTechShowdown.com.

Each month, one qualified company receives an $800 media scholarship.

Submit a short (under 200 words) Showdown@PulsePointPath.com explanation of your solution and why it belongs in front of the people who matter most.

🔗 Resources Mentioned

• Visit brook.ai to learn more about their solution
• Connect with Luke O’Brien on LinkedIn: Luke's Profile

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