John Cutler

17 reasons I loved #GTM24! 17. Sonal Mane could be a standalone reason to love this event! Her future of GTM AI and automation session with John Hessinger identified things GTMers should be experimenting with and how to incorporate GenAI into existing workflows. 16. Peter Ward’s discourse on formalizing market readiness and ways to align cross-functional groups. 15. Macy Berg Mody’s example of eliminating repetitive x-team readouts and making meetings more productive with shared tech informing multiple groups on customer feedback. 14. Holly Holbrook's best practices for internal comms like creating a “front door” for cross-team conversations and ideation. 13. Emi Wayner’s practical guide to GTM launch metrics was great, but it was even better to hear how she evolves metrics while retaining focus on key impact areas. 12. I loved Candice Sparks and Lexie Knauer’s dialogue on building for parity vs. differentiation. Don’t let your product get in the way of a good story! 11. The most POV-altering moment of the conference (for me) was the fireside chat on unlocking brand growth with Maya Shah-Ceccotti, Karen Sage, and Nidhi D.. It changed my thinking re: CLG. Build it into growth motions intentionally upfront! 10. “If you build it with them, they are already there.” - Kasey Stinson. 9. 43% of buyers desire a “seller-free” sales experience, according to Gartner (and Filip Szymanski in his session on PLG vs. SLG). I appreciated his thoughts on scaling growth loops, whether collaboration growth loops or user content growth loops. 8. More people would remotely lead successful GTM teams if they followed Paige Lapen’s “make work rock” framework or James B. Stanton’s weekly meeting cadence: Commit - “CFC” - Complete. 7. Internal messaging gets diluted with multiple communication methods, as Somesh Chablani pointed out. Don’t drop it into Slack and assume everyone knows. Overcommunicate with remote teams. 6. Daniel Kuperman’s competitive intelligence matrix and launch blueprint could have been an entire session, and I still would have wanted more! 5. Nonya Collier is the collaboration queen! Co-creation in a brain trust, codifying insights, amplifying the collective intel. 4. “Beyond the Launch” by Ed Cho may have convinced me that math can be fun and definitely convinced me of the necessity of focusing on pipeline maturation and not just pipeline creation. 3. Ariel Cai walked through how AI is redefining the go-to-market playbook. 2. I was excited to share my session on accelerating sustainable growth with ideal customer profiles. Plus, in a shocking turn of events, I got to chair the second day! 1. The number one reason to attend any event from The Alliance/GTM Alliance is to connect with the most incredible people! I can’t list everyone, but I have to mention Chase Payne, Cinthia Silva, Jan, Amy 🐆, Rohit Angle, Alisha Johnson, Catherine Knoll, Samantha, Sasha, and I finally got to meet the mastermind behind it all: Jack Debono!

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Technical founders can sometimes get so enamored with the product they are building that they really don’t understand why customers actually buy their product. I’ll take it one step further… Sometimes your product might be only 25% of why a customer buys, the other 75% is stuff you might not even realize until you take a closer look at each specific buyer. - Some buyers value the quality and responsiveess of your support above product feature maturity or feature parity with competitors. - Others use your product and also desire a partner they can work with, for example to teach others and conduct educational workshops. - Still others have specific KPIs and they are buying your product as a means to an end. They see the customer success team as partners who can work with them weekly to help meet and exceed their objectives (cloud cost optimization, increasing the satisfaction of the end users they support). Advice to the founders in my network, take the time to try understand why your customers buy. - It might have less to do with your feature roadmap and more to do with how you show up when they need you and how you help them win. - Your product offering also gets better faster when you understand all the manual things your sales, support, and customer success team do to get the sale and make customers happy. - Talk to more customers to understand why they first bought and why they continue to be paying customers. Understanding why customers really buy makes it so much easier to prioritize the product roadmap and find ways to improve the sales cycle and customer retention. What do you think? Have you experienced the disconnect that can sometimes occur between founders and customer facing leaders? Would love to hear your experiences and advice for others in the comments.

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Should AI tools be fully autonomous? Not yet – at least not in high-risk applications. Nobody dies if ChatGPT misattributes a quote or makes up a historical fact, but when a Tesla's Autopilot goes rogue or a medical CDS tool misses a diagnosis the stakes can literally be life or death. Kota Kubo, Ubie's Co-Founder & CEO, has a lot to say on the role of keeping providers in the loop in this piece MedCity News: https://lnkd.in/egwzAcWQ

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Amandeep Singh, Ph.D., Hell no! Well, all of us do hear startups trying to 'disrupt', a good innovation is where the target customers come wanting to have the solution in their lives and not excusing themselves by saying that they are 'burnt out'. A genuine solutions with a good GTM will ease the customer's life inavriably. What most of the healthcare solutions suffer from is an premature urge to take an 'bare' engineering solution to the market - a 'bare' solution bereft of product and design inputs. System design is not adding more 'seamless' patches to the existing workflows. It is about overhauling them. If it the overhaul is being done after there has been a significant change in the technology, patients expectations, newer diseases, the overhaul becomes all the more challenging. That said, such an overhaul, and the consequent design might be so daunting that no healthcare system would ever want to implement it. That's where you would need help of product managers. The multiplicity of stakeholders (typically the trio of user-operator-payer) is quite prevalent in the enterprise software world. Not a new challenge.

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Great point! (My interpretation)When early stages companies are looking for PMF they should focus on finding the most focused and targeted ICP that most closely aligns with the problem that your product solves. This is so important and often counterintuitive. Initial ICP doesn’t have to = TAM. Great older book to learn about this is #CrossingtheChasm. Another great point from #CincyAIWeek. Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers (Collins Business Essentials) https://a.co/d/au85JLx

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𝗪𝗵𝗮𝘁 𝗿𝗼𝗹𝗲 𝗱𝗼𝗲𝘀 𝗱𝗮𝘁𝗮 𝗽𝗹𝗮𝘆 𝗶𝗻 𝗵𝗲𝗹𝗽𝗶𝗻𝗴 𝘁𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺 𝘃𝗮𝗹𝘂𝗲-𝗯𝗮𝘀𝗲𝗱 𝗰𝗮𝗿𝗲? 🌐 As healthcare transitions from fee-for-service to value-based care, the 𝗶𝗻𝘁𝗲𝗿𝗼𝗽𝗲𝗿𝗮𝗯𝗶𝗹𝗶𝘁𝘆 of data becomes 𝗲𝘀𝘀𝗲𝗻𝘁𝗶𝗮𝗹. Platforms like Arcadia.io 𝗮𝗿𝗲 𝗽𝗹𝗮𝘆𝗶𝗻𝗴 𝗮 𝗽𝗶𝘃𝗼𝘁𝗮𝗹 𝗿𝗼𝗹𝗲 by leveraging 𝗙𝗛𝗜𝗥 (Fast Healthcare Interoperability Resources) to enable real-time, 𝗹𝗶𝗳𝗲𝗰𝘆𝗰𝗹𝗲-𝘄𝗶𝗱𝗲 𝗱𝗮𝘁𝗮 𝗳𝗹𝗼𝘄. This not only breaks down silos but provides actionable insights for predictive analytics and clinical decision support. 🔍 𝗟𝗮𝗿𝗴𝗲 𝗟𝗮𝗻𝗴𝘂𝗮𝗴𝗲 𝗠𝗼𝗱𝗲𝗹𝘀 (𝗟𝗟𝗠𝘀), integrated into healthcare data systems, are further transforming personalized care by offering tailored suggestions to clinicians and identifying high-risk patients long before conditions manifest. AI-powered clinical decision support can streamline workflows, all while reducing costs. ➡ Is your organization already harnessing the potential of FHIR and AI to elevate patient outcomes? If not, how do you foresee these technologies evolving your healthcare delivery? Learn more about 𝗔𝗶-powered solutions driving value-based care: [Arcadia.io](https://www.arcadia.io/) #HealthcareIT #Interoperability #ArtificalIntelligence #ValueBasedCare #AI #FHIR #PredictiveAnalytics

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**Navigating the Specialty Patient Journey: How Product Management Can Bridge the Gap** The specialty patient journey is not a walk in the park—it’s more like an obstacle course. From diagnosis to treatment, patients often face a labyrinth of complex challenges, including delays in access to care, fragmented communication, and the overwhelming burden of managing chronic conditions. I've witnessed this firsthand with my aging mother-in-law and her fight with dementia. For health tech companies, solving these pain points is both an opportunity and a responsibility. But here’s the catch: the solutions we create are only as effective as our understanding of the patient journey. This is where product management steps in. ### The Maze of the Specialty Patient Journey Imagine being a specialty patient. You’re not just dealing with a medical condition; you’re juggling appointments, insurance approvals, multiple medications, and a mountain of paperwork—all while trying to live your life. It’s a high-stakes game of connect-the-dots, and any misstep can lead to delayed treatment or worse. For CEOs, this is a critical issue. If your product doesn’t simplify or enhance the patient experience, it’s not truly solving the problem. In an industry where patient outcomes are the ultimate metric, health tech companies must do more than innovate—they must empathize. ### Product Management: The Empathy Engine Enter product management, the unsung hero of health tech innovation. A great product manager doesn’t just ask, “What features should we build?” They ask, “What problems do our patients and providers face, and how can we solve them?” This role is the bridge between patient needs and tech solutions. By diving deep into the patient journey, PMs can identify critical touch points where technology can make a real difference. For example, consider the challenge of medication adherence—a common pain point for specialty patients. A PM might work with healthcare providers, patients, and engineers to develop a user-friendly app that provides medication reminders, tracks side effects, and connects patients with their care teams in real-time. This isn’t just a product; it’s a lifeline. ### CEOs: Your Call to Action As CEOs, it’s essential to empower your PM teams to take a holistic approach. Encourage them to spend time understanding the specialty patient journey—not just through data, but by listening to the voices of patients and providers. When product management is aligned with real-world needs, the solutions you bring to market won’t just be innovative—they’ll be transformative. In the world of health tech, success isn’t just about the next big thing. It’s about making the specialty patient journey a little less daunting, one innovation at a time. What are your thoughts? #HealthcareInnovation #ProductManagement #HealthTech #PatientExperience #SpecialtyCare #DigitalHealth #CEOInsights #PatientJourney #HealthcareLeadership

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Platforms are in, point solutions are out as the healthcare AI category leaders come into focus this year. In conversation with Shelby Livingston at Endpoints News, I shared: 1. Why AI-first companies have the greatest platform potential and heuristics for identifying these opportunities at the earliest stages, 2. How companies are differentiating through co-development and distribution partnerships with leading healthcare institutions, and 3. Strategies for navigating anemic budgets and constrained market sizes through business model innovation such as AI-enabled services and pay for performance models Read more here: https://lnkd.in/dJWqv_zC Bessemer Venture Partners Abridge #healthcare #lifesciences #AI #generativeAI

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🩺 The Administrative Burden in Healthcare 🩺 Elon Musk just retweeted this graph, adding, “Major driver of healthcare cost.” It highlights the staggering growth of healthcare administrators compared to physicians over the years. This isn’t just a trend—it’s a symptom of increasing complexity and inefficiency in the system. While policy changes and regulations have contributed to this, we now have the technology to simplify and streamline: • AI can automate administrative tasks, freeing up clinicians to focus on patient care. • Interoperability can ensure seamless data exchange, cutting down on redundant work. As someone deeply involved in healthcare, I recognise the immense potential of these innovations to refocus our efforts on what truly matters—bringing efficiency to the forefront and, in turn, reducing costs while improving patient care. What are your thoughts on leveraging AI and interoperabiliy to tackle these challenges? #Healthcare #Interoperability #AI #HealthTech #FutureOfCare #mindbowser

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I’ve spoken with 50+ CMIOs / CIOs over the past year on how they’ve piloted new Health Tech for clinicians (e.g. AI scribes, generative AI drafts for patient portal messages, etc.). There’s no one right answer, but there are 5 main approaches I’ve heard for choosing clinicians to pilot with: 𝟭. 𝗠𝗼𝘀𝘁 𝘁𝗲𝗰𝗵 𝘀𝗮𝘃𝘃𝘆 𝗰𝗹𝗶𝗻𝗶𝗰𝗶𝗮𝗻𝘀 You want to move fast so you look for clinicians who raise their hand and are eager to try the solution. The risk? Tech savvy clinicians may be biased in favour of new tech. So they may not be highly representative of the population. 𝟮. 𝗟𝗲𝗮𝘀𝘁 𝘁𝗲𝗰𝗵 𝘀𝗮𝘃𝘃𝘆 𝗰𝗹𝗶𝗻𝗶𝗰𝗶𝗮𝗻𝘀 Or you do the opposite. If the tech is so intuitive, so easy to use that even the least tech savvy folks can and will use it… then you can be confident it can scale enterprise-wide. The risk? Maybe you don’t actually care if the least tech savvy folks can use it, because even 50% adoption is good enough to have a meaningful ROI. E.g. data I’ve seen shows clinician adoption of AI scribes can range 40% to 80% at health systems. But if you piloted with the least likely users (who don’t end up using it)… you would call the pilot a failure and miss out on the up to 80% who would’ve used it. 𝟯. 𝗖𝗹𝗶𝗻𝗶𝗰𝗶𝗮𝗻𝘀 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗯𝗶𝗴𝗴𝗲𝘀𝘁 𝗽𝗮𝗶𝗻 𝗽𝗼𝗶𝗻𝘁𝘀 If you’re looking to demonstrate the biggest ROI, you could pilot with the clinicians who would benefit the most. For Generative AI drafts for patient portal messages, this is often primary care physicians as they spend more time in their inbox than other specialties. For AI Scribes you could check EHR data to see who is spending the most time on clinical documentation, who is doing the most pajama time in the EHR, etc. The risk? You might end up investing in a solution that works for one clinical group but not for others. 𝟰. 𝗟𝗮𝗿𝗴𝗲𝘀𝘁 𝗴𝗿𝗼𝘂𝗽 𝗼𝗳 𝗰𝗹𝗶𝗻𝗶𝗰𝗶𝗮𝗻𝘀 More data = shorter time to determining value. So it would make sense to pilot with largest specialty with the most clinicians. The risk? Again you would be assuming a solution or approach that works in one specialty is scalable to all… it may not be. 𝟱. 𝗦𝗼𝗺𝗲 𝘂𝗻𝗶𝗾𝘂𝗲 𝗶𝗻𝘀𝗶𝗴𝗵𝘁 𝗮𝗯𝗼𝘂𝘁 𝗽𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹 𝘂𝘀𝗲𝗿𝘀 For example some health systems have chosen AI Scribe pilot groups by asking medical office assistants to identify physicians who care the least about how a note is written and thus are more willing to delegate to an AI scribe. The risk? It’s super custom to the situation and it may be hard to replicate this approach with various new tech. 𝙒𝙝𝙖𝙩 𝙖𝙥𝙥𝙧𝙤𝙖𝙘𝙝 𝙬𝙤𝙪𝙡𝙙 𝙮𝙤𝙪𝙧 𝙝𝙚𝙖𝙡𝙩𝙝 𝙨𝙮𝙨𝙩𝙚𝙢 𝙩𝙖𝙠𝙚? #digitalhealth #healthcareinnovation

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Perfect example of solving for a customer pain point, not innovation for #innovation’s sake. The founder is a physician and hated spending >2 hours daily on summarizing his day’s work, as required by law. This burden is driving people to leave the profession. So, Abridge built an AI app to automate a lot of this admin work and summarization for docs and hospitals. Now, Abridge is blowing up, rightfully so! Their customers (doctors) call the product ‘magical’ and ‘life changing’. A few lessons here: - Starting from real customer pain points is a winning strategy - #AI can add enromous value by solving mundane problems (not every AI application needs to be futuristic) - People with deep experience in an industry can leverage not just their expertise, but their tactical experience with daily hassles, to build great ventures Congrats Shiv and team Abridge, well deserved! 237 Ventures MENA FINTECH ASSOCIATION https://lnkd.in/dwE6nfKJ

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Missed telehealth appointments? It’s not always patient laziness. Often, it’s the platform: 1. Complicated log-ins. 2. Confusing appointment portals. 3. Lack of reminders (or way too many). When appointment reminders are clear and navigation is easy, no-shows drop. Good UX means fewer missed appointments, better continuity of care, and less frustration. Is your platform actually pushing patients away? #HealthcareUX #PatientEngagement #UserExperience

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When I see protests like this, as an operator in healthcare I think, “Where along the way were front line providers not informed, consulted, or in the room when it came to decision making and strategy in AI?” I suspect this level of energy isn’t just a communications gap, but a fundamental breakdown in decision making and inclusion. Providers should always have voice and choice when it comes to how they provide care to patients, and have transparency about when ML algorithms and tools are being employed in workflows, in clear, non-technical language that can be easily understood.

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With the rise of AI tools like ChatGPT, many companies are eager to jump on the bandwagon. But should product managers pivot their focus entirely toward AI? In this Dear Melissa episode, I talked about how product leaders should approach AI as another tool in their arsenal—not a reason to overhaul their product management training. Great product management fundamentals remain key, and AI should be treated like any other technology: a tool to enhance solutions, not a catch-all. What matters is understanding your users' problems first. Only then can you decide whether AI is the right solution. And if your product has an AI component, it’s important for product managers to understand how AI models work and the ethical implications behind them. Check out this Product Thinking episode with Tanya Johnson, CPO at Auror, for more insights on how to think about AI in product management. Listen here: 🎧 Spotify: https://lnkd.in/ezUQ3ijY  🎙️ Apple Podcast: https://lnkd.in/e8N_SzQD How are you thinking about AI’s role in your product strategy? I'd love to hear your thoughts! #dearmelissa #productmanagement #ai #productstrategy #techleadership

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US Core offers some great examples of ValueSet bindings. This Implementation Guide was created for US patients and US use cases, and the patient profile perfectly illustrates this. https://lnkd.in/epuKSs3x There are extensions for race, ethnicity and tribalAffiliation — all bound to custom ValueSets that are specific to the US population. Here are examples from the ValueSet bound to the “race” extension: - American Indian or Alaska Native - Black or African American - Native Hawaiian or Other Pacific Islander While an Irish, French or Australian Implementation Guide might also contain a profile that defines race, none of them would contain these values. The same applies to a patient’s “tribalAffiliation”. This is not an input box I’ve ever seen on a form in a hospital in Europe. The TribalEntityUS ValueSet: https://lnkd.in/e4BBGJi3 The above examples illustrate how powerful ValueSet binding can be in FHIR when used for a specific use case. Many FHIR Implementation Guides like US Core exist at the national level — though not as many as there should be. They also exist at the domain level, enforcing uniformity by restricting values to carefully defined ValueSets. FHIR can be used “as is” without incorporating any Implementation Guides or profiles, but it’s at its most powerful when used with strict profiles that enforce data conformity. Implementation Guide Registry: https://lnkd.in/ecbgYuxV

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Video is a key aspect of an AI-first healthcare ecosystem. There will be a post-AI world soon where the way we interact with technology will fundamentally change. The healthcare ecosystem will evolve to becoming more invisible and assistive, allowing clinicians and patients to interact with each other in a more empathetic way. And technology becomes a true enabler. This will require democratizing access to AI to the healthcare world. And few companies do that as well as Zoom does. We are excited about our strategic partnership with the Zoom team and excited to bring AI features like clinical documentation to the 40% of US healthcare (and global!) that uses Zoom as its Telehealth solution. - Suki Assistant for Epic, Oracle Cerner, Meditech, and Athena systems - Suki Platform for EHRs who want to embed the power of AI inside them - Suki Platform that works with clinical communication companies, medical devices, And now Telehealth Onwards. Let's keep doing this! https://lnkd.in/dWjPwKwJ

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Product Manager interviews at top tech companies are the new consulting interviews: extremely structured, divided into categories. There is a systematic way to prepare for and ace them. Full conversation with Alex Rechevskiy here: https://lnkd.in/eg3Jt9gQ #productmanagement #fang #recruiting #productpodcast

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Simple. Complicated. Complex

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