Rockin' HIT Sales is the show for founders, sales leaders, and investors who care about selling Health IT the way hospitals actually buy.Host David Hacker, CPHIMS and MEDDPICC® Certified Trainer, sits down with the people on the other side of the deal table—CMIOs, CNIOs, CFOs, innovation leaders, GPO executives, and federal policy and standards leads—to unpack:How health systems really evaluate digital health and AI solutionsWhat separates "interesting pilot" from scaled enterprise deploymentHow MEDDPICC®, AI risk, and interoperability policy show up in real dealsWhat risk, finance, and clinical leaders listen for in vendor conversationsGuests include health system executives, innovators, and policymakers such as:Chief Medical Innovation Officers, CFOs of major health systems, technology leaders from national GPOs, and federal Health IT and AI standards leaders.New episodes drop every other week, with short, practical conversations designed to help you qualify better, de-risk d
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Rockin' HIT Sales is a business podcast hosted by David Hacker, with 12 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.
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David Hacker hosts Rockin' HIT Sales, a business show with 12 episodes published.
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Episode #10
From Local Win to System Standard: The Supply Chain Playbook for Scaling Change
Jul 7, 202622 minS1
In this episode of Rockin' HIT Sales, David Hacker speaks with Marisa Farabaugh, Executive Vice President and Chief Supply Chain Officer at AdventHealth, about what Health IT companies need to understand when selling into enterprise health systems. The conversation explores how health systems think about supply chain, value analysis, vendor trust, local versus system-level decision-making, pilot success, and what it really takes for a solution to move from a local win to a broader system standard. For Health IT founders, sales leaders, and GTM teams, this episode offers a provider-side perspective on why strong ROI claims are not enough, how internal decisions actually get made, and what vendors can do to build credibility before trying to scale across a complex healthcare organization.
AI Governance in the Real World: What Vendors Need Before Provider Review
Jun 16, 202627 minS1
<p >In this episode of Rockin' HIT Sales, David Hacker sits down with Dr. Yasir Tarabichi, Head of Digital & CMIO at Ovatient and Chief Health AI Officer at MetroHealth, for a practical conversation on AI governance in the real world.</p> <p >This episode focuses on the questions AI-enabled Health IT companies need to be ready for before they enter provider review:</p> <p >What does AI governance actually mean inside a health system?</p> <p >How does an AI product, internal use case, or vendor solution enter the "front door" for evaluation?</p> <p >How do health systems balance...
Why Great Health IT Fails Without Great Change Management
Jun 2, 202622 minS1
<p>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 without great change management.</p> <p >Olga explains why successful digital transformation is not just about the technology. It depends on people, process, sponsorship, governance, workflow readiness, stakeholder engagement, and reinforcement.</p> <p >The conversation also explores 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 after go-live.</p> <p >For...
Why Clinical AI Dies in Pilot: From Impressive Demo to Hospital-Ready System
May 19, 202625 minS1
<p >In this episode of Rockin' HIT Sales, David Hacker sits down with Sam Morhaim, CEO of Vantage IO, to explore why clinical AI pilots often fail after a strong demo — and what separates an impressive prototype from a hospital-ready system.</p> <p >Sam explains why the problem is rarely the model alone. Clinical AI often breaks in the surrounding architecture: evidence grounding, audit trails, failure handling, PHI data flow, workflow fit, compliance, and the safeguards needed to survive real-world provider review.</p> <p >A major focus of the conversation is RAG — retrieval-augmented generation — and why HealthTech teams need to underst...
Bonus Episode: Connecting the MEDDPICC® Dots From Our Guests
May 12, 20266 minS1
<p >In this bonus episode of Rockin' HIT Sales, David Hacker connects the dots from several provider-side conversations and looks at how health systems really buy through a MEDDPICC® lens.</p> <p >This is not a methodology lecture. It is a practical look at how MEDDPICC® maps to what provider leaders have been telling us all season about why Health IT deals move, stall, or quietly disappear.</p> <p >David breaks down why strong demos and positive conversations are not enough, why buyer evidence matters more than seller confidence, and how health systems evaluate pain, metrics, finance, workflow fit, adoption ri...
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