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/