My favourites from the list (bolded):<\/p>\n
7. \u201cIf I wanted to be a doctor today I\u2019d go to math school not med school.\u201d\u00a0<\/b>Vinod Khosla<\/em><\/b><\/p>\n 12. \u201cOne of the best things data can enable us to do is to ask questions we didn\u2019t know to ask.\u201d\u00a0<\/b>Vinod Khosla<\/em><\/b><\/p>\n 16. \u201cTurn your HIPAA status into marketing materials and put it in the sales deck with the goal pre-empting the Chief Security Officer or the like. Otherwise, you spend most of a sales conversation fighting them off with compliance questions.\u201d<\/b><\/p>\n 21. \u201cWhen considering an acquisition, on either end, make sure your missions and operations are tightly aligned; it will make the onboarding process that much easier, and the long-term success of the marriage much more likely.\u201d<\/b><\/p>\n 24. \u201cAfter 5 deals, start to get your pricing right. Ask a trusted internal champion (that you\u2019ve already sold to) if they would\u2019ve paid more.\u201d<\/b><\/p>\n 28. \u201cBuild trust with potential customers by teaching them about the market.\u201d<\/b><\/p>\n 29. \u201cGet out of R&D, they tend to just kick around the tires.\u201d<\/b><\/p>\n 30. \u201cThe first hospital customer is really difficult. By 10 it gets easier. At 25, you should know how to scale.\u201d<\/b><\/p>\n 31. \u201cEarly on, find a \u2018development partner\u2019 hospital to work with. Find a hospital that\u2019s well respected as well as progressive.\u201d<\/b><\/p>\n 33. \u201cDon\u2019t give away your product for free (to a hospital), or they won\u2019t value or use is.\u201d<\/b> <\/b><\/p>\n 35. \u201cFind an influencer in the industry to serve as your \u2018reference customer.\u201d<\/b><\/p>\n 36. \u201cYou can hide from the FDA until you impinge on an incumbent\u2019s business. They\u2019re going to point you out very quickly to the FDA if they feel threatened. Startups are always carrying that risk, and thus it\u2019s better to be proactive.\u201d<\/b><\/p>\n http:\/\/rockhealth.com\/2014\/02\/top-quotes-lessons-digital-health-ceo\/<\/a><\/p>\n 38 lessons from digital health CEOs<\/span><\/p>\n Mollie McDowell <\/p>\n With keynotes from healthymagination VP and CEO Sue Siegel, prolific VC Vinod Khosla, Oscar Insurance founder Joshua Kushner, and TechCrunch Managing Editor Leena Rao on top of 20 breakout sessions with leading digital health executives, our 2014 CEO Summit covered everything from hardware pro-tips to selling tactics and \u2018Fun with the Feds\u2019.<\/p>\n <\/p>\n Relive the magic and dive into the top 38 quotes and lessons learned throughout the day, as told by digital health CEOs.<\/p>\n 1. \u201cHealthcare is yet to be transformed by technology.\u201d <\/p>\n 2. \u201cThe state of healthcare today is that we are busy in the practice of medicine vs. being in the science of medicine.\u201d <\/p>\n 3. \u201cWe humans think linearly but tech trends are exponential.\u201d <\/p>\n 4. \u201cPeople like Congress more than their health insurance companies.\u201d <\/p>\n 5. \u201cPeople don\u2019t really understand the difference between health coverage, benefits, plans, services, etc. That\u2019s not the way consumers think\u2014it\u2019s all wrapped up together.\u201d <\/p>\n 6. \u201cThe net promoter score of health insurers averages 4\/100. Amazon is 74\/100.\u201d 7. \u201cIf I wanted to be a doctor today I\u2019d go to math school not med school.\u201d <\/p>\n 8. \u201cYou need a degree of foolishness to cause disruptive change in healthcare. Dare to dream.\u201d <\/p>\n 9. \u201cLearn to cold call.\u201d <\/p>\n 10. \u201cIf you\u2019re going to re-invent healthcare you have to start from scratch.\u201d 11. \u201cSpreadsheets are fiction. Believing in what you\u2019re doing and what you\u2019re building is what\u2019s important.\u201d <\/p>\n 12. \u201cOne of the best things data can enable us to do is to ask questions we didn\u2019t know to ask.\u201d 13. \u201cA great CFO can make going public all the easier; make sure you\u2019re under good leadership, because the experience is extraordinarily difficult.\u201d <\/p>\n 14. \u201cFind your competitor\u2019s FDA consultants (look at the predicates for your own device). A lot of times the academic site where the clinical testing was done is a good lead.\u201d <\/p>\n 15. \u201cHR is a cost center, a burden on the organization and getting squeezed.\u201d <\/p>\n 16. \u201cTurn your HIPAA status into marketing materials and put it in the sales deck with the goal pre-empting the Chief Security Officer or the like. Otherwise, you spend most of a sales conversation fighting them off with compliance questions.\u201d<\/b> <\/p>\n 17. \u201cFind P&L owners (Brand Managers or Directors of Wellness); just don\u2019t get stuck in the \u2018Innovation\u2019 group\u201d 18. \u201cDon\u2019t bother with crowd-funding schemes that involve selling equity in the company, they\u2019re very confusing.\u201d <\/p>\n 19. \u201cDo not apply for grants that are not perfectly aligned with your business. Grant writing can take hundreds of hours.\u201d <\/p>\n 20. \u201cKnow your ROI and how it will reduce costs.\u201d <\/p>\n 21. \u201cWhen considering an acquisition, on either end, make sure your missions and operations are tightly aligned; it will make the onboarding process that much easier, and the long-term success of the marriage much more likely.\u201d<\/b> <\/p>\n 22. \u201cIt\u2019s important that you choose investors that trust you. If you pivot or if make other wild changes, you need to know that they have your back.\u201d <\/p>\n 23. \u201cThere are so many factors that aren\u2019t in your control when trying to go public. If the window presents itself and you have done the necessary preparations, go for it. You never know when the window will close or the market becomes too inhospitable, and you may lose your chance.\u201d <\/p>\n 24. \u201cAfter 5 deals, start to get your pricing right. Ask a trusted internal champion (that you\u2019ve already sold to) if they would\u2019ve paid more.\u201d 25. \u201cNo old person wants to buy tech thats made for old people.\u201d <\/p>\n 26. \u201cThe key to good product is invisibility for the user.\u201d 27. \u201cPartnership is going to be absolutely key to taking healthcare to the next transition in evolution.\u201d <\/p>\n 28. \u201cBuild trust with potential customers by teaching them about the market.\u201d<\/b> <\/p>\n 29. \u201cGet out of R&D, they tend to just kick around the tires.\u201d<\/b> 30. \u201cThe first hospital customer is really difficult. By 10 it gets easier. At 25, you should know how to scale.\u201d <\/p>\n 31. \u201cEarly on, find a \u2018development partner\u2019 hospital to work with. Find a hospital that\u2019s well respected as well as progressive.\u201d <\/p>\n 32. \u201cAvoid academic medical centers early on. They move too slowly and are full of committees. For-profit hospitals move faster.\u201d <\/p>\n 33. \u201cDon\u2019t give away your product for free (to a hospital), or they won\u2019t value or use is.\u201d <\/p>\n 34. \u201cTypical sales cycle to a hospital is 3-18 months.\u201d <\/p>\n 35. \u201cFind an influencer in the industry to serve as your \u2018reference customer.\u201d<\/b> 36. \u201cYou can hide from the FDA until you impinge on an incumbent\u2019s business. They\u2019re going to point you out very quickly to the FDA if they feel threatened. Startups are always carrying that risk, and thus it\u2019s better to be proactive.\u201d<\/b> <\/p>\n 37. \u201cYou have to get the lingo down. There\u2019s no such thing as \u2018HIPAA-compliant\u2019 unless you are the Covered Entity. You (as a startup) are HIPAA-secure.\u201d <\/p>\n 38. \u201cGo above and beyond HIPAA-secure. There\u2019s a distinction between \u2018security\u2019 (actually secure) and \u2018compliance\u2019 (checking the boxes).\u201d <\/p>\n","protected":false},"excerpt":{"rendered":" My favourites from the list (bolded): 7. \u201cIf I wanted to be a doctor today I\u2019d go to math school not med school.\u201d\u00a0Vinod Khosla 12. \u201cOne of the best things data can enable us to do is to ask questions we didn\u2019t know to ask.\u201d\u00a0Vinod Khosla 16. \u201cTurn your HIPAA status into marketing materials and … Continue reading 38 lessons from Digital Health CEOs<\/span>
\nFebruary 09, 2014<\/p>\n\u00a0<\/strong><\/h4>\n
The state of things<\/strong><\/h4>\n
\nJoshua Kushner<\/em><\/p>\n
\nVinod Khosla<\/em><\/p>\n
\nVinod Khosla<\/em><\/p>\n
\nJoshua Kushner<\/em><\/p>\n
\nAlternative Delivery Models \/ Insurance Reform<\/em><\/p>\n
\nJoshua Kushner<\/em><\/p>\n\u00a0<\/strong><\/h4>\n
Breaking in<\/strong><\/h4>\n
\nVinod Khosla<\/em><\/b><\/p>\n
\nVinod Khosla<\/em><\/p>\n
\nSelling to Hospitals session<\/em><\/p>\n
\nVinod Khosla<\/em><\/p>\n
\nVinod Khosla<\/em><\/p>\n
\nVinod Khosla<\/em><\/b><\/p>\n\u00a0<\/strong><\/h4>\n
Business<\/strong><\/h4>\n
\nSteps to an S-1 session<\/em><\/p>\n
\nFDA session<\/em><\/p>\n
\nSelling to Employers session<\/em><\/p>\n
\nHIPAA session<\/em><\/b><\/p>\n
\nB2B Partnerships session<\/em><\/p>\n\u00a0<\/strong><\/h4>\n
Money, money, money<\/strong><\/h4>\n
\nNavigating Funding Channels session<\/em><\/p>\n
\nFree Money session<\/em><\/p>\n
\nSelling to Employers session<\/em><\/p>\n
\nBuilding, Transforming and Disrupting Through M&A session<\/em><\/b><\/p>\n
\nNavigating Funding Channels session<\/em><\/p>\n
\nSteps to an S-1 session<\/em><\/p>\n
\nSelling to Hospitals session<\/em><\/b><\/p>\n\u00a0<\/strong><\/h4>\n
Making good products<\/strong><\/h4>\n
\nAARP<\/em><\/p>\n
\nConverting Skeptics session<\/em><\/p>\n\u00a0<\/strong><\/h4>\n
How to play well with others<\/strong><\/h4>\n
\nSue Siegel<\/em><\/p>\n
\nB2B Partnerships session<\/em><\/b><\/p>\n
\nB2B Partnerships session<\/em><\/b><\/p>\n\u00a0<\/strong><\/h4>\n
\u2026especially hospitals<\/strong><\/h4>\n
\n<\/b>B2B Partnerships session<\/b><\/em><\/b><\/p>\n
\nSelling to Hospitals session<\/em><\/b><\/p>\n
\nSelling to Hospitals session<\/em><\/p>\n
\nSelling to Hospitals session<\/em><\/b><\/p>\n
\nSelling to Hospitals session<\/em><\/p>\n
\nSelling to Hospitals session<\/em><\/b><\/p>\n\u00a0<\/strong><\/h4>\n
Keeping the Feds happy<\/strong><\/h4>\n
\nFDA session<\/em><\/b><\/p>\n
\nHIPAA session<\/em><\/p>\n
\nHIPAA session<\/em><\/p>\n