Rockin' HIT Sales Podcast
From Local Win to System Standard: The Supply Chain Playbook for Scaling Change
Marisa Farabaugh, Executive Vice President and Chief Supply Chain Officer at AdventHealth, joins Rockin’ HIT Sales to discuss how health systems evaluate vendors, prove value, and move from a local win to broader system adoption.
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Episode Summary
In this episode of Rockin’ HIT Sales, David Hacker sits down with Marisa Farabaugh, Executive Vice President and Chief Supply Chain Officer at AdventHealth, for a practical conversation on how health systems evaluate vendors, supply chain value, and system-wide scale.
Marisa explains why big ROI claims are not enough on their own. Health systems need to understand the assumptions, operational realities, customer complexity, and implementation requirements behind the numbers.
The discussion also explores how value analysis brings together quality, cost, clinical input, and disciplined evaluation — and why vendors build trust by listening first, understanding the customer’s environment, and proving value locally before trying to scale across the enterprise.
or Health IT companies selling into hospitals and health systems, this episode is a clear reminder: system-wide adoption does not start with a bold savings claim. It starts with trust, evidence, local execution, and a solution that works in the real world.
What You’ll Hear in This Episode
- Why big ROI claims need context before they create trust
- What “system-wide” really means inside a large health system
- How supply chain balances local autonomy with enterprise consistency
- Why value analysis looks at quality, cost, clinical input, and standardization
- How pilots help health systems test execution before broader rollout
- Why vendors need to listen, understand complexity, and prove value locally before scalingy
3 Brief Takeaways
Marisa’s point about listening before leading with claims connects directly to this white paper on why disciplined listening is an underrated advantage in complex Health IT sales.
Download: Hard Listening – The Underrated Superpower in Health IT Sales
About the Guest
Marisa Farabaugh is Executive Vice President and Chief Supply Chain Officer at AdventHealth, a national health system with 57 hospitals across nine states, more than 105,000 team members, and a continuum of care that includes urgent care centers, home health and hospice agencies, and physician practices.
In this role, Marisa oversees supply chain across a large, multi-state enterprise where vendor evaluation is about far more than price. In this episode, she brings a practical view into how health systems assess value, balance local needs with system consistency, evaluate quality and cost, and determine whether a solution is ready to move from a local win to broader system adoption.Transcript
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