<p>In this episode of Run the Numbers, CJ sits down with Manu Diwakar, CFO of Virta Health, to unpack why health tech breaks traditional SaaS thinking. They get into the realities of running a business where outcomes matter, half the company are medical professionals, and efficiency can’t come at the expense of care. It’s a conversation about sustainable scaling, smarter reinvestment, and building for durability over hype.</p><p>—</p><p>SPONSORS: </p><p>SpendHound is a SaaS spend management platform built for finance and procurement teams that want visibility and leverage in every deal. By tracking all your software, benchmarking pricing across thousands of vendors, and surfacing contracts and renewals, SpendHound helps you stop overpaying and negotiate with confidence. Trusted by teams at ZoomInfo and Hootsuite. Get started at <a href="https://www.spendhound.com/cj"><u>https://www.spendhound.com/cj</u></a></p><p>Brex is an intelligent finance platform that combines corporate cards, built-in expense management, and AI agents to eliminate manual finance work. By automating expense reviews and reconciliations, Brex gives CFOs more time for the high-impact work that drives growth. Join 35,000+ companies like Anthropic, Coinbase, and DoorDash at <a href="https://www.brex.com/metrics"><u>https://www.brex.com/metrics</u></a></p><p>Aleph is a modern FP&amp;A platform built for teams that want more than another planning tool. By connecting your ERP, CRM, and other systems into one trusted data layer with AI workflows, Aleph helps you move faster with real-time insights. Get a personalized demo at <a href="https://www.getaleph.com/run"><u>https://www.getaleph.com/run</u></a></p><p>RightRev is an automated revenue recognition platform built for teams that have outgrown spreadsheets and billing tool workarounds. It handles high-volume subscriptions, usage-based contracts, and mid-cycle upgrades, so you can scale without scrambling at month-end. For RevRec that keeps your books clean, visit <a href="https://www.rightrev.com/CJ"><u>https://www.rightrev.com/CJ</u></a></p><p>Rillet is an AI-native ERP built for modern finance teams that want to close faster without fighting legacy systems. Designed to support complex revenue recognition, multi-entity operations, and real-time reporting, Rillet helps teams achieve a true zero-day close—with some customers closing in hours, not days. If you’re scaling on an ERP that wasn’t built in the 90s, book a demo at <a href="https://www.rillet.com/cj"><u>https://www.rillet.com/cj</u></a></p><p>EY works with high-growth tech companies to navigate the messy realities of scaling—from regulatory requirements to IPO readiness. By helping teams get it right early and often, EY lets founders stay focused on building while reducing risk as they grow. Learn more at <a href="https://www.ey.com/techstartups"><u>https://www.ey.com/techstartups</u></a></p><p>—</p><p>LINKS: </p><p>Mostly Talent: <a href="https://mostlymetrics.typeform.com/to/cLTxtAsN"><u>https://mostlymetrics.typeform.com/to/cLTxtAsN</u></a></p><p>Guest: <a href="https://www.linkedin.com/in/manu-diwakar-1aa578/"><u>https://www.linkedin.com/in/manu-diwakar-1aa578/</u></a></p><p>Company: <a href="https://www.virtahealth.com/"><u>https://www.virtahealth.com/</u></a></p><p>CJ: <a href="https://www.linkedin.com/in/cj-gustafson-13140948/"><u>https://www.linkedin.com/in/cj-gustafson-13140948/</u></a></p><p>Mostly metrics: <a href="https://www.mostlymetrics.com"><u>https://www.mostlymetrics.com</u></a></p><p>—</p><p>TIMESTAMPS:</p><p>0:00 Preview and intro</p><p>1:18 Welcome and guest intro</p><p>3:02 What sector is health tech?</p><p>4:34 Virta go to market explained</p><p>7:01 B2B to B2C model</p><p>9:00 Value based care and ROI guarantees</p><p>9:18 Half the company are medical professionals</p><p>10:36 Sponsors — SpendHound | Brex | Aleph</p><p>14:03 Annual planning process</p><p>16:42 Shape of the curve</p><p>17:33 TAM: metabolic health is massive</p><p>20:45 Fee for service vs. value based care</p><p>24:16 Sponsors — RightRev | Rillet | EY</p><p>27:24 Unique costs of health tech: billing, compliance</p><p>30:54 Corporate practice of medicine</p><p>31:44 North star: members under management</p><p>32:43 The flywheel: $250 charge, $500 saved</p><p>33:28 Early stage CFO job is easy</p><p>35:28 Bad habits baked in during high growth</p><p>38:02 Choosing not to profit vs. not turning a profit</p><p>41:15 Running a VC-backed business for sustainability</p><p>42:07 People, tech and process framework</p><p>44:31 Hiring philosophy: hard work, learning, curiosity</p><p>48:26 Athletes vs. experts in hiring</p><p>50:03 Clock hands interview question</p><p>50:49 Lightning round</p><p>51:09 Screwed up: having hard conversations late</p><p>51:57 Advice to younger self</p><p>52:15 Finance software stack</p><p>52:42 Craziest expense story</p><p>53:47 Credits</p>