Why does a clinician loving your product have nothing to do with whether an institution buys it?In this episode of The Decision Room — the Utopia Club podcast for software founders scaling in the US — Dr. Rachel, co-founder of The Babble 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.The Decision Room is hosted by Gina Kimiza, founder of Utopia Club, a private network for software founders building or entering the US market. Every episode is one founder, one decision, one pivot — told by the founder who made it.In this conversation, we go deep on the gap between clinician adoption and institutional purchasing, why healthcare buying decisions run through a hierarchy nobody warns you about, and why "the product is great" is never enough to win a pilot. Rachel splits the buyer from the user — and explains why every founder selling into healthcare needs to translate clinical value into institutional value before they ever build a pitch.The Babble Group is a clinician-led distribution company helping assistive technology and clinical software companies break into US healthcare and education institutions, currently working with 15+ product partners.What we cover:→ Why clinician love for a product doesn't translate to institutional adoption→ The hierarchy of decision-makers inside healthcare institutions — and who actually pulls the trigger→ Why pilots are their own sales cycle, and how to nurture clinician buy-in during one→ Translating clinical value into institutional value: cost savings, reduced turnover, reduced risk→ Why clinicians are barred by their code of ethics from profiting off recommendations — and why that's the whole trust mechanism→ Building your own distribution vs. borrowing someone else's trust→ The chicken-and-egg problem of building a track record institutions will actually accept→ The #1 mistake non-US founders make entering the US healthcare market→ Why storytelling — not just the product — is what actually sells→ What separates founders who break into institutions from the ones who stay stuckThe Decision Room is a podcast for software founders building in the US, non-US founders crossing into the US market, B2B operators, investors tracking deal flow, and partners in the GTM, EOR, and founder-network space.About Utopia Club:Utopia Club is a private network for software founders building or entering the US market. Members get curated peer access, monthly decision pods, and a closed community of 200+ software founders. Founded by Gina Kimiza.→ Apply: utopia-club.com→ Decision Room newsletter: fuacollective.substack.comAbout The Decision Room:The Decision Room is the Utopia Club podcast. One founder. One decision. One pivot in the US market — told by the founder who made it. Hosted by Gina Kimiza.About the guest:Dr. Rachel is a speech-language pathologist with a doctorate in speech-language pathology and 18 years of clinical practice, primarily in pediatrics. She later became the first US-based customer success manager for Voiceitt, an Israeli speech-recognition company, helping it enter the US market. She now co-runs The Babble Group with Katie Siever — a clinician-led distribution company helping assistive technology and clinical software companies enter US healthcare and education institutions.→ Follow Rachel on LinkedIn: / dr-rachel-khasky-levy-89635b1b → Follow Kim on LinkedIn: www.linkedin.com/in/ginakimiza#UtopiaClub #TheDecisionRoom #HealthcareTech #SoftwareFounders #B2BSaaS