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.

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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

Want to be a guest? Apply to be on the Provider's Edge podcast

In this episode, George Pappas, SVP of Security at Health Catalyst, discusses how healthcare systems inherit security risks through mergers, poor integrations, and neglected IT.

When cyberattacks lead to patient deaths, it's not just a technical issue—it’s a leadership failure.

This conversation challenges the idea that compliance is enough and offers actionable insights on building a culture of risk ownership from the top down.

🔑Why M&A activity in healthcare quietly compounds cybersecurity risks

🔑The real reason most health systems do the bare minimum to be “compliant”

🔑What founders get wrong about building secure, scalable operations

🔑Why security isn't a tech function—it’s a cultural responsibility

🔑How to reframe risk management as a leadership strategy

🔑George’s 3 wishes that would change healthcare infrastructure forever

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Episode Timeline:

00:00:00 – A metaphor about how unseen vulnerabilities can derail growth.

00:02:38 – Mergers and acquisitions stack hidden vulnerabilities in health systems.

00:05:48 – Cyberattacks real consequences, and patient deaths and legal risks.

00:08:17 – AI and automation help streamline integration and risk management.

00:10:23 – Sabrina shares a real-world example of a hospital system shutting down.

00:13:49 – Expertise allows teams to prioritize and act efficiently on risk mitigation.

00:15:18 – A simple, secure, and standardized architecture for small practices.

00:17:46 – How organizations often "satisfice" with partial solutions..

00:20:46 – Cybersecurity: not just a technical issue—it’s a people issue.

00:22:52 – Being human—especially during difficult conversations—builds trust.

00:23:19 – Culture is built on actions, not just words..

📣 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.

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

• HealthTech Showdown (HealthTechShowdown.com): Apply for an $800 scholarship to pitch in front of investors and decision-makers in your niche.
• 
  

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