Rockin' HIT Sales

In this episode of Rockin' HIT Sales, David Hacker speaks with Marisa Farabaugh, Executive Vice President and Chief Supply Chain Officer at AdventHealth, about what Health IT companies need to understand when selling into enterprise health systems. The conversation explores how health systems think about supply chain, value analysis, vendor trust, local versus system-level decision-making, pilot s...

In this episode of Rockin' HIT Sales, David Hacker sits down with Dr. Yasir Tarabichi, Head of Digital & CMIO at Ovatient and Chief Health AI Officer at MetroHealth, for a practical conversation on AI governance in the real world. This episode focuses on the questions AI-enabled Health IT companies need to be ready for before they enter provider review: What does AI governance actually mean inside...

In this episode of Rockin' HIT Sales , David Hacker sits down with Olga Maciejewski, MBA, PMP, PROSCI CMP, CPHIMS-CA, for a practical conversation on why great Health IT can still fail without great change management. Olga explains why successful digital transformation is not just about the technology. It depends on people, process, sponsorship, governance, workflow readiness, stakeholder engageme...

In this episode of  Rockin' HIT Sales , David Hacker sits down with Sam Morhaim, CEO of Vantage IO, to explore why clinical AI pilots often fail after a strong demo — and what separates an impressive prototype from a hospital-ready system. Sam explains why the problem is rarely the model alone. Clinical AI often breaks in the surrounding architecture: evidence grounding, audit trails, failure hand...

In this bonus episode of Rockin' HIT Sales , David Hacker connects the dots from several provider-side conversations and looks at how health systems really buy through a MEDDPICC® lens. This is not a methodology lecture. It is a practical look at how MEDDPICC® maps to what provider leaders have been telling us all season about why Health IT deals move, stall, or quietly disappear. David breaks dow...

In this episode of Rockin' HIT Sales , David Hacker sits down with Hiyam M. Nadel, MBA, RN , Director, Center for Innovations in Care Delivery at Massachusetts General Hospital , to give Health IT founders and investors an unfiltered, nurse-led view of why "great" technology still fails on the floor—and what it takes to earn real adoption. Hiyam works at the intersection of bedside reality, nursin...

In this episode of Rockin' HIT Sales , David Hacker sits down with Ram D. Sriram, a long-time AI researcher at the National Institute of Standards and Technology (NIST), to translate "trustworthy AI" from a buzzword into a practical checklist for digital health leaders. Ram has worked across the major waves of AI—from early knowledge-based systems to neural networks and today's large language mode...

In this episode of Rockin' HIT Sales , David Hacker sits down with James Ludwig , a former Premier GPO leader , to demystify Group Purchasing Organizations (GPOs) for Health IT founders and go-to-market teams. James breaks down GPOs using a simple " bridge " analogy: on one side are health systems, on the other are suppliers, and the GPO operates the contracting and competitive-bid "toll bridge" t...

In this episode of Rockin' HIT Sales, David Hacker sits down with Robin Damschroder, Chief Financial Officer at Henry Ford Health, for a rare, practical look at how health systems evaluate—and ultimately approve—digital health, data, and AI-enabled investments. Robin explains why the CFO sits "in the center" of these decisions: investment dollars flow through finance, but the outcomes depend on th...

In this episode of Rockin' HIT Sales, David talks with Steve Posnack, Principal Deputy National Coordinator for Health IT and Principal Deputy Assistant Secretary for Technology Policy at HHS , about how federal policy really shapes digital health and AI go-to-market. We cover: How interoperability, FHIR APIs, and TEFCA affect Health IT vendors What information blocking and data-sharing rules mean...

Why do so many Health IT pilots succeed on paper—but never scale? In this episode of Rockin' HIT Sales, David Hacker sits down with Dr. Barry Katzen , Chief Medical Innovation Officer at Baptist Health of South Florida, to unpack what really determines whether new technology earns the right to scale inside a health system. Dr. Katzen shares the provider-side reality behind pilots, innovation progr...

Rockin' HIT Sales is the show for founders, sales leaders, and investors who care about selling Health IT the way hospitals actually buy . Host David Hacker, CPHIMS and MEDDPICC® Certified Trainer , sits down with the people on the other side of the deal table—CMIOs, CNIOs, CFOs, innovation leaders, GPO executives, and federal policy and standards leads—to unpack: How health systems really evaluat...