Why does a clinician loving your product have nothing to do with whether an institution buys it?📹 All episodes: www.youtube.com/playlist?list=PL9v0c4da-hrzo6GpMdHGzHB5vB1LfcrXx📝 Newsletter: https://utopiadecisionroom.substack.comIn Episode 05 of The Decision Room, Dr. Rachel, co-founder of The Babel Group, breaks down why healthcare software founders consistently misread the buying decision, and the distribution system she built after watching companies learn this the hard way.We cover:- Why healthcare software adoption depends on both clinician buy-in and institutional ROI- How to design pilots that prove value through usage, time saved, reduced turnover, and patient outcomes- Why non-US healthtech founders need local distribution and cultural adaptation to enter the US market- How clinician-led distribution gives founders trust, domain expertise, and a faster path into healthcare institutionsFor healthtech, therapy software, and assistive technology founders navigating US healthcare distribution, institutional sales, and clinician adoption.Utopia is a private decision network for Seed–Series A and bootstrapped software founders building or expanding in the US. Pressure-test your most consequential US growth decisions with founders at a similar stage.Learn more: www.utopia-club.comChapters00:00 Why clinician love is not enough for healthcare adoption00:16 Meet Dr. Rachel and The Babel Group01:17 From clinician to healthtech distribution founder04:49 How The Babel Group grew to 15+ product partners05:03 Why healthtech adoption is a change-management problem06:41 How institutional healthcare buying decisions work09:57 How to run pilots that prove ROI and drive adoption14:04 Translating clinician value into institutional value21:59 Build distribution in-house or partner with a specialist?27:14 Why non-US healthtech founders struggle in the US35:05 Why product storytelling matters in healthcare sales40:15 What separates founders who break into institutions44:51 Building an advisor network and US relationshipsSubscribe for founder conversations about the decisions behind building, scaling, and entering the US market.Follow Rachel → www.linkedin.com/in/dr-rachel-khasky-levy-89635b1bFollow Kim → www.linkedin.com/in/ginakimiza#UtopiaClub #HealthTech #HealthcareInnovation #USMarketEntry