Rockin' HIT Sales Podcast
Why Great Health IT Fails Without Great Change Management
Olga Maciejewski MBA, PMP, PROSCI CMP, CPHIMS-CA is the Change Management Lead, Connect Care (Epic), Digital Health at Health Shared Services
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Episode Summary
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 when change management starts too late.
Olga explains why successful digital transformation is not really about the technology first. It depends on the people and process underneath it — including sponsorship, governance, frontline engagement, workflow readiness, communication, and reinforcement.
The discussion also breaks down Olga’s “three-legged stool” for transformation: project management, executive sponsorship, and change management. If one leg is missing, even a strong solution can struggle to gain traction, create confusion, or quietly stall after go-live.
For Health IT companies selling into hospitals and health systems, this episode is a valuable reminder: you are not just selling technology. You are selling change. And if your sales process does not address adoption, workflow impact, stakeholder engagement, and implementation readiness early, the deal may be at risk long before go-live.
What You’ll Hear in This Episode
- Why digital health transformation depends on people and process, not just technology
- What change management really means beyond training and communication
- When clinicians, operational leaders, and end users should be brought into the process
- How to spot when an implementation is live but adoption is not really taking hold
- Why vendors need to address sponsorship, governance, workflow readiness, and reinforcement before go-live
- Why Health IT companies should think of themselves as selling change, not just selling technology
3 Brief Takeaways
Olga’s reminder that Health IT companies are selling change — not just technology connects directly to this white paper on how vendors can better align with adoption, workflow, and implementation realities.
Download: Selling Change, Not Technology
About the Guest
Olga Maciejewski, MBA, PMP, PROSCI CMP, CPHIMS-CA, is an internationally recognized healthcare digital transformation leader and change management specialist with Health Shared Services.
Her work focuses on helping healthcare organizations manage complex digital transformation by aligning technology, people, process, sponsorship, governance, workflow readiness, and stakeholder engagement. In this episode, Olga brings a practical change management lens to what Health IT companies need to understand before their solutions can be successfully implemented, adopted, and sustained inside a health system.Transcript
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