Rockin' HIT Sales Podcast
Why Health IT Pilots Fail to Scale and How to Design Ones That Do
Barry T. Katzen, M.D. is the Chief Medical Innovation Officer for Baptist Health South Florida and the founder and Emeritus Chief Medical Executive of Baptist Health Miami Cardiac & Vascular Institute.
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Episode Summary
In this episode of Rockin’ HIT Sales, David Hacker sits down with Dr. Barry Katzen of Baptist Health of South Florida for a practical conversation on why Health IT pilots often fail to scale — and what vendors can do differently.
Dr. Katzen explains why a pilot must begin with a clearly defined unmet need, measurable outcomes, and a realistic understanding of what the health system will need to prove before broader adoption is possible. The discussion also explores the difference between early-stage innovation, co-creation, supply chain adoption, proof of concept, clinical proof, proof of value, and the organizational realities that can determine whether a pilot becomes scalable.What You’ll Hear in This Episode
- Why many Health IT pilots never move beyond the pilot stage
- What health systems need to see before seriously evaluating a new technology
- Why unmet need, clinical value, and operational relevance matter from the start
- How startups often underestimate IRB, research, and proof requirements
- What separates proof of concept from broader organizational adoption
- When co-development with a health system makes sense
- Why vendors should involve clinical and health system input earlier in product development
3 Brief Takeaways
About the Guest
Dr. Barry Katzen is Chief Medical Innovation Officer at Baptist Health of South Florida, where he leads the Baptist Health Innovations program.
In this conversation, Dr. Katzen brings the inside view of a health system innovation leader who evaluates new ideas, pilots, co-creation opportunities, and commercialization pathways. His perspective is especially relevant for Health IT companies trying to understand what it really takes to move from an interesting pilot to a solution that can earn trust, prove value, and scale inside a provider organization.Transcript
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