Rockin' HIT Sales Podcast
Bonus Episode: Whose Lens Is Your Health IT Go-to-Market Strategy Built Through?
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Episode Summary
This bonus episode of Rockin’ HIT Sales looks at Health IT go-to-market strategy through the provider buyer’s lens.
David Hacker, CPHIMS, walks through 10 questions hospitals and health systems need answered before they can evaluate, fund, adopt, and scale new technology. The discussion covers problem importance, pilot-to-scale readiness, payback period, workflow adoption, security and trust, buying committees, procurement, interoperability, sales scalability, and commercial readiness.
The central idea is simple: the strongest Health IT go-to-market strategies are not built around how the vendor wants to sell. They are built around how the provider needs to buy.
What You’ll Hear in This Episode
- Why a real provider problem does not automatically become a buying priority
- What separates a successful pilot from true enterprise-scale readiness
- Why payback period matters more than ROI in provider buying decisions
- How workflow, adoption, security, governance, and trust shape commercial readiness
- Why understanding the buying committee, procurement process, and interoperability requirements matters early
- How buyer evidence—not seller activity—creates a more accurate picture of pipeline and forecast health
3 Brief Takeaways
About the Host
David Hacker, CPHIMS, is the founder of Elevate HIT Sales and host of Rockin’ HIT Sales. He works with Health IT companies to improve sales execution, strengthen provider-facing business cases, and align go-to-market strategy with how hospitals and health systems actually evaluate, approve, and buy technology.
As a MEDDPICC® Certified Trainer with 30+ years of experience across healthcare technology and hospital operations, David brings a practical lens to complex Health IT sales — connecting buyer realities around finance, workflow, governance, risk, and adoption to a more disciplined sales process.
Transcript & Field Guide
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