Ep 87 - Selling Into US Healthcare: A Practical Guide for Startups, With Dr. Krista A. Bragg

In this episode, John Harbison, veteran angel investor and longtime member of Tech Coast Angels, joins Shubha K. Chakravarthy to deliver a masterclass on how investors actually think about risk, founders, and funding decisions. Drawing on decades of experience as a founder, board member, and investor, John breaks down why every startup carries multiple dimensions of risk—and why the winners are those who score, prioritize, and actively mitigate them rather than deny them. Check out his hard-won insights on:The 30-minute scoring exercise that quietly predicts which startups won’t surviveWhy a company with “balanced” risk can be more dangerous than one with obvious red flagsThe founder response that instantly shifts an investor from skeptical to interestedThe one signal that collapses multiple risk categories at onceWhy “we have no competitors” is worse than you thinkThe subtle way founders lose credibility during competitive analysisThe coachability test founders don’t realize they’re taking in every meetingThe board dynamic that multiplies outcomes — and the one that destroys themThe winning company that only worked because they abandoned their original pitch earlyThe difference between pivoting wisely and panicking after one data pointThe personality trait that saved six doomed companies — and killed six othersThe financing contingency one experienced CEO refused to build — and what happened nextWhy you don’t need most of the room to believe in you (and why that changes how you should pitch)and much more! 

In this episode, Benjamin David Novak, Partner at Morgan Lewis and veteran angel investor with Delaware Crossing Investor Group pulls back the curtain on how startup financing actually works behind closed doors. Wearing both hats as a venture attorney and an active investor, Ben delivers a candid masterclass on deal structure, term sheets, SAFEs, cap table traps, and the strategic thinking founders must adopt long before they ever sign their first check.Check out his engaging views on:Why the default early fundraising path founders copy can accidentally shut them out of whole investor groupsThe one SAFE detail founders almost never model, then discover the hard way at the first priced roundWhy “simple” fundraising paperwork can create the most painful misunderstandings laterThe difference between raising what you can get vs raising what actually gets you to the next value jumpThe most common term sheet mistake founders make because they are relieved to finally have oneTwo questions that tell you if your round is a real bridge or just buying timeWhat angels mean when they say “we don’t do SAFEs” and why founders misread itWhy trying to get “creative” on terms usually backfires even when you think you are being smartThe reputation mistakes founders make during a raise without realizing itThe cap table problem that looks fine on paper until a Series A lead starts doing the mathWhat it actually means to “run a process” as a founder without acting like an investment bankerThe investor diligence step founders skip, then regret once the board dynamic kicks in and much more!

In this episode of Invisible Ink, Peter Walker, Head of Insights at Carta, joins Shubha Chakravarthy to cut through startup hype with real data from 60,000 startups and 3,000 venture funds. Peter is one of the most sought after data experts in the world of startups, and his posts and reports on the latest startup data are widely anticipated and read.In this episode, Peter shares his thoughtful, data-driven take on:Why venture capital became the default path for founders and why the data says that assumption is quietly breaking downThe single cap table decision made at incorporation that can make a company effectively unfundable years laterWhy academic and deep tech founders systematically misjudge equity tradeoffs and the early signal investors notice immediatelyThe uncomfortable truth about advisor equity and how well intentioned generosity quietly hollows out founder ownershipWhat Carta’s data reveals about how much equity actually matters and where founders obsess over the wrong numbersWhy SAFEs feel founder friendly early and how they quietly reshape ownership when it is too late to undoThe cap table red flags investors rarely say out loud but almost always noticeWhy most startup employees never make money on their equity even when the company does wellThe counterintuitive metric that matters more than revenue in the earliest days and how it aligns an entire companyWhy fundraising treated as a long slow conversation almost always fails and what disciplined founders do insteadThe myth of founders being pushed out by VCs and what actually determines who stays in controlThe hardest mindset shift founders must make to survive the journey long before outcomes exits or valuations are knownand much more!

In this episode of Invisible Ink, Krista Bragg, Founder and CEO of KB Kinetics joins Shubha Chakravarthy to unpack what it really takes for startups to sell into the U.S. healthcare system. Krista offers a ground-truth view of healthcare from the inside—at a moment when hospitals face historic financial pressure, workforce shortages, and shrinking margins.The conversation explores where real opportunities exist for founders, how health systems actually make buying decisions, why pilots often fail, and what healthcare leaders expect from AI-enabled solutions. Krista shares practical, experience-based insights on:The hidden financial crisis inside U.S. healthcare systems—and how it radically changes what gets bought (and what doesn’t)Why most hospital leaders don’t care about “AI” and what they actually want solved when startups walk through the doorThe biggest near-term opportunities for healthcare founders, and how to leverage themThe single fastest way to get rejected by a health system and how smart founders plan around itWhy clinicians must stay in the loop—and how ignoring one stakeholder can kill an otherwise great productHow to  avoid pitching the wrong customer and missing the real decision-makerThe common pilot mistakes that leave startups stuck in “zombie mode” with no path to revenueWhat healthcare leaders actually mean by “value”—and the metrics that move C-suite decisions todayWhy payer, provider, and employer incentives often conflict—and how founders can choose the right go-to-market laneThe overlooked risk in converting pilots to contracts and how to protect deals when it happensWhy flexibility in pricing, contracts, and even branding can make or break early healthcare dealsThe one rule every healthcare founder should rememberand much more!

In this episode of Invisible Ink, veteran operator Dr. Ron Weissman joins Shubha Chakravarthy to challenge some of the most entrenched myths in early-stage fundraising. Drawing on decades as a VC, angel investor, board member, and former NeXT executive who worked closely with Steve Jobs, Ron explains why startups fail. Key takeaways from the episode include:Why some founders immediately feel investable—even before the deck comes upThe question investors are really trying to answer in the first few minutesWhat years of looking at deals teaches investors that pitch contests never doWhy getting a fast yes from an investor can be more dangerous than a slow noThe part of diligence most founders don’t realize they’re being evaluated onWhat investors listen for when founders describe their market—not their productHow investors tell the difference between a strong pitch and a strong businessWhen a funding path helps you—and when it starts working against youThe moment investors decide whether they want to work with you long-termWhat a founder’s roadmap reveals that no slide ever says out loudHow deal structure shapes the relationship long before anything goes wrongThe shift in thinking investors expect from founders aiming to build category leaders and much more!

This episode of Invisible Ink features a dynamic conversation between host Shubha K. Chakravarthy and guests Elizabeth MacBride, a long-time financial journalist, and Seth Levine, a seasoned venture capitalist and co-founder of Foundry.In this episode, Elizabeth and Seth discuss the shift in the American economy toward dynamic capitalism and offer strategic advice to founders navigating this new landscape. Check out this wide-ranging conversation for their key insights on:Why this moment in fundraising feels broken and why it is actually something else entirelyThe subtle signal investors are responding to now that most founders are not even namingHow capital concentration quietly reshapes who gets funded and who never gets a second lookWhy ownership has become more than a compensation issue and what it reveals about long-term company strengthWhat happens when founders keep playing by yesterday’s rules and why the game has already shiftedThe structural split inside venture capital that explains so many confusing investor reactionsWhy location has re-entered the funding conversation and how geography changes access in ways founders underestimateThe real bottleneck facing AI and deep tech companies and why it has nothing to do with ideasWhere truly patient capital is starting to show up and why most founders are still looking in the wrong placesWhy waiting for policy clarity is a losing strategy and what consistently outpaces regulationThe overlooked way strong founders reduce risk before they ever raise a dollarWhy persistence alone is not enough and when refusing to pivot becomes the real failureWhat credibility actually looks like in an AI-saturated world and why it cannot be automatedThe one mental shift that determines whether founders navigate this transition or get stuck in itand much more!

In this episode, Naseem Sayani, Director, Innovator's Circle, WHAM and VC investor & ecosystem builder, joins Shubha Chakravarthy to expose the structural gaps female founders face and how to overcome them with strategy, confidence, and financial clarity. Naseem breaks down why women often lead with pain instead of profit, why this undermines fundraising, and how shifting storytelling toward economic opportunity can transform investor outcomes. Drawing from deep experience in consulting, venture building, and women’s health innovation, she outlines the real reasons women negotiate less, accept predatory terms, and hesitate to take salaries—even when the business demands it.Check out Naseem's sharp insights on:Why most female founders lose investor interest early and the simple narrative shift that instantly changes the fundraising conversationThe hidden bias in “leading with pain” and how reframing your pitch around market size and money unlocks investor confidenceWhy founders routinely miscalculate market size and how to paint a compelling future vision that pulls investors toward your companyThe red flags investors look for in early teams and the specific “superpowers” founders must assemble from day oneThe most overlooked post-funding mistake women make and how to protect your equity and runway as you scaleWhy many founders underestimate predatory term sheet risks and how to build the small advisory circle that keeps you safeThe difference between a true product and a feature and the unforgiving test that reveals whether your idea is actually fundableWhy financial fluency matters more than financial perfection and how to speak to your model in ways that earn investor trustThe real reason founders stumble in regulated markets and how early clinical, payer, or regulatory expertise changes your trajectoryWhy leadership development determines whether you keep the CEO role and how coaching, community, and thought leadership help you scale with your company and much more!

In this episode, Rob Snyder, Fellow, Harvard Innovation Labs, startup sales expert, and co-founder of Restack.dev, breaks down what truly drives product–market fit and why most founders chase the wrong signals. Rob introduces his Pull Framework—a practical, evidence-based approach to finding and validating real customer demand. Tune in for his sharp and practical insights on:Why “pain points” are useless—and the single test that instantly reveals whether a customer will actually buyHow deep tech founders can find real demand before a product exists—and why this collapses 24-month sales cycles into weeksThe brutal danger of lukewarm interest—and how founders confuse polite enthusiasm with real pullHow to turn a lab breakthrough into a must-do project on a buyer’s to-do list (and why this is the real precursor to PMF)The simple conversation structure that exposes true demand—and the words that tell you it’s all talkWhy founders must build a repeatable case study before they build a product—and how this becomes the foundation for PMFThe subtle difference between “that’s interesting” and “I need this now”—and how to engineer the moment of truthHow to describe your value in one sentence using the buyer’s own failed alternatives—no persuasion neededWhy most founders hire sales too early—and how to know the exact moment your process becomes repeatableThe mindset shift that makes selling feel natural, not gross—especially for technical founders who hate salesand much more!

Dan Gray, Head of Insights of Equidam, joins Shubha Chakravarthy to demystify one of the most misunderstood topics in early-stage fundraising—startup valuation. With over two decades in early-stage ventures, Dan reframes valuation not as a number but as a story that links a founder’s vision, strategy, and financial logic.Check out Dan's practical guidance for deep tech and non-consensus founders, and the systemic issues in venture capital that create hurdles for deep tech founders, and a smarter, story-driven approach to raising capital. Highlights include:Why founders must treat valuation as a story, not a number, and how the story drives belief and funding outcomesHow “SaaS bias” skews investor expectations and hurts deep tech founders raising their first roundThe single biggest fundraising mistake deep tech founders make,and how to fix it before it costs you equityHow to define milestones that de-risk your company and drive valuation up round after roundThe hidden logic behind dilution, and how to keep ownership while staying fundableWhat VCs really mean when they say “we don’t invest in hardware” (and how to turn that into an advantage)Why valuation models fail for science-based startups,and how to build credible DCF-driven stories investors believeThe investor’s portfolio math: how fund size, timing, and follow-on strategy affect your odds of getting fundedHow to spot “consensus capital” versus “non-consensus capital”, and why the difference could decide your futureThe truth about VC markups, management fees, and why exits don’t always drive investor behaviorThe “economic energy” test: how to articulate the total value your breakthrough can unlock for the worldThe one framing shift that turns founders from fund-seekers into informed customers of capitalHow to translate a visionary story into a credible financial model investors trustWhy financial literacy, not hype, is the real superpower for deep tech founders

Tony Shipley, chair of the nationally-recognized angel group Queen City Angels (QCA), joins Shubha Chakravarthy to demystify the rigorous process of due diligence from an investor's perspective.Drawing from his background as an engineer and a founder of QCA, Tony unpacks the structured, process-oriented framework that has enabled his group to achieve a "remarkably different" and lower failure rate in its investment funds.Check out Tony's thoughtful, time tested views on: Why rigorous due diligence is the single biggest driver of investor successThe key attributes every investor evaluates before writing a checkHow founders can turn diligence into a powerful discovery and learning processThe real reason uncoachable founders rarely get fundedHow to make “greed overcome fear” when pitching investorsWhat every deep tech and life sciences founder must prove before investors say yesThe two make-or-break deliverables that define fundable milestonesWhat investors really look for in your market sizing (and why your TAM might be irrelevant)The hidden art of building investor confidence through your sales strategyHow to build a moat that actually matters—across SaaS, life sciences, and advanced materialsWhy founders underestimate the due-diligence deep dive into team dynamicsCommon red flags on your cap table that kill deals before they startThe investor’s inside view on SAFE agreements—and why most angels won’t touch themThe one preparation habit that makes founders 10x more likely to get fundedand much more!