Episode 35: Rich Fahn, Senior VP, Corporate Benefits at NFP

In this episode of the Digital Health Heavyweights podcast, Norm Volsky interviews Rich Fahn, Senior VP at NFP, discussing the evolution of employee benefits, the impact of digital health solutions, and the importance of understanding demographics in managing healthcare costs. Rich shares his journey from starting his own brokerage to joining NFP, emphasizing the significance of culture and relationships in the industry. The conversation also touches on the challenges of innovation, the role of GLP-1s in healthcare, and the necessity of preventative care. Takeaways💡 Innovation in employee benefits has significantly changed over the years. 👥 Understanding demographics is crucial for managing healthcare costs. 🌐 The rise of digital health solutions has created a complex landscape. 🤝 Building trust with clients is essential in the benefits industry. 🩺 Preventative care can lead to long-term cost savings for employers. 🏢 The importance of culture in a company affects employee satisfaction. 💪 Surrounding yourself with a supportive team is invaluable. 📲 Engagement with digital health solutions is key to their success. ⏳ Employers must adapt to the aging workforce and its implications. Chapters01:33 Rich Fahn's Journey into Healthcare05:36 Innovation in Employee Benefits and Cost Control09:04 Building Excel Benefit Group12:41 Challenges and Successes in the Benefits Industry18:04 Impact of Digital Health Solutions23:45 Navigating GLP-1s and Preventative Care29:10 Joining NFP and the Importance of Culture36:43 Strategies for Managing Aging Populations39:31 Vendor Approaches to Brokers and Consultants42:18 Consultant Mistakes and Client Relationships45:14 Stress Management in High-Pressure Roles47:32 Healthy Living and Nutrition Tips Follow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

In this episode, Norm Volsky sits down with Trupti Mukker, Co-Founder and COO of Complement 1, the digital cancer rehabilitation platform, 1st non-pharma treatment layer helping patients complete treatment, recover faster, and lower costs.  Trupti shares her journey into healthcare, the inspiration behind Complement 1, and how digital cancer rehabilitation, rooted in exercise, nutrition, and stress management can significantly improve outcomes for patients during and after treatment. The conversation explores the clinical rigor behind Complement 1’s evidence-based approach, how the platform achieves 90% engagement and cost savings for payers and health systems, and the growing role of AI in personalizing rehabilitation for every cancer type, recovery stage, and side effects. Trupti also highlights the importance of daily clinical support in improving treatment adherence, quality of life, and long-term survivorship outcomes.Key Takeaways:👩‍⚕️ Trupti Mukker transitioned to healthcare to make a meaningful impact.💪 Complement 1 delivers digital cancer rehabilitation—a daily non-pharma treatment layer integrated into oncology care.📉 Less than 5% of cancer patients adhere to lifestyle modifications that can drastically improve outcomes.🏃‍♀️ Exercise and structured rehabilitation reduce fatigue and increase energy levels during treatment.🤝 Daily, human-led support drives real adherence and measurable outcomes.📊 Evidence shows lifestyle therapy can cut recurrence risk by up to 35–40%.✅ Complement 1’s program is 100% evidence-based and backed by clinical evidence.💰 The platform achieves 90%+ engagement and cost savings for health systems and payers.🧬 Personalized rehabilitation is essential across cancer types and recovery stages.🔮 The future of oncology includes digital cancer rehabilitation as a standard, AI-powered layer of care.Chapters00:00 Introduction to Complement 1 and Its Mission02:07 Trupti's Journey into Healthcare04:30 The Importance of Lifestyle Interventions in Cancer Care07:51 Personalized Patient Experience with Complement One11:37 The Impact of Lifestyle Changes on Cancer Recurrence14:22 Maintaining Clinical Rigor in a Human-Centric Model17:08 Driving Engagement and Cost Savings19:30 Partnerships and Market Response21:30 Personalization in Cancer Care24:19 Patient Success Stories26:18 The Future of Lifestyle Medicine and AI28:05 Advice for Founders in Healthcare29:01 Trupti's Personal Health Practices34:07 OutroFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

In this episode of the Digital Health Heavyweights podcast, Norm Volsky interviews Vinay Nagaraj, CEO of Bonfire Analytics. Vinay shares his journey from biomedical engineering to healthcare sales, discussing the challenges and successes he faced while scaling revenue at Roundtrip. He emphasizes the importance of authentic relationships in sales, the role of data in healthcare, and the key traits he looks for in salespeople. Vinay also discusses the inspiration behind Bonfire Analytics, its mission to accelerate healthcare technology adoption, and the common mistakes healthcare companies make in sales. He provides insights into market opportunities, the importance of making data actionable, and offers advice for founders seeking funding. The conversation concludes with a discussion on personal well-being and healthy recipes. Takeaways🧑‍⚕️ Vinay's fascination with healthcare began early, driven by a desire to solve problems. ⚙️ His engineering background provided a unique perspective in sales, emphasizing process and analytics. 🤝 Building authentic relationships is crucial in sales; trust accelerates business. 🎯 Salespeople should focus on understanding customer pain points to be effective. 🚀 Key traits for successful salespeople include hunger to learn, initiative, and strong communication skills. 📊 Bonfire Analytics aims to provide actionable insights to healthcare companies to improve sales efficiency. 🌍 Vinay's global upbringing fostered adaptability and resilience, essential traits for a startup founder. 🏥 Healthcare companies often make the mistake of relying too heavily on large health systems for sales. 📈 There is significant growth potential in the behavioral health market and other emerging areas. 🔑 Data must be actionable; Bonfire helps clients leverage data effectively for their sales strategies.Chapters00:00 Introduction to Vinay Nagaraj and Bonfire Analytics01:11 Vinay's Journey into Healthcare and Technology02:12 Experience at Roundtrip and Transition to Sales05:16 Sales Successes and Lessons Learned07:55 Key Traits for Hiring Salespeople10:59 The Inspiration Behind Bonfire Analytics13:15 How Bonfire Analytics Helps Customers17:32 Vinay's Personal Background and Its Impact23:58 Common Mistakes in Healthcare Sales26:08 Opportunities in the Healthcare Market28:07 Making Data Actionable for Clients30:36 Advice for Founders Seeking Funding34:54 Stress Relief and Healthy Living36:58 Conclusion and Future OutlookFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

In this episode of the Digital Health Heavyweights podcast, Norm Volsky interviews Joseph Kitonga, CEO and founder of Vitable Health. Joseph shares his journey from a family background in caregiving to creating a health plan that addresses the needs of underserved workers. He discusses the inspiration behind Vitable, his experience with the Thiel Fellowship, and the unique aspects of Vitable's direct primary care model. The conversation also covers the challenges of hybrid care models, the importance of empathy in healthcare, and the company's growth trajectory. Joseph emphasizes the need for accessible healthcare and shares insights on building a successful startup in the healthcare space.Takeaways✨ Joseph's family background in caregiving inspired him to create Vitable Health. 💙 Vitable Health aims to provide affordable healthcare for underserved workers. 🎓 The Thiel Fellowship provided Joseph with the opportunity to focus on his startup. 🚪 Vitable's model reduces barriers to accessing primary care services. 📈 The company has about 100,000 members and is growing rapidly. 💻 Vitable's approach integrates in-home and virtual care effectively. 🤝 Building empathy through direct interaction with clients is crucial for Vitable. 🗣️ Joseph emphasizes the importance of talking to users to build a successful product. 🚀 The Y Combinator experience was pivotal for Vitable's growth. 🧘 Joseph practices mindfulness and reading to manage stress and maintain focus. Chapters00:00 Introduction to Vitable Health and Joseph Kitonga01:42 Inspiration Behind Vitable Health05:12 The Thiel Fellowship Experience08:50 Vitable's Unique Care Model12:20 Challenges in Hybrid Care Models13:18 Building Empathy Through User Engagement16:02 Scaling Vitable Health18:20 Diverse Clientele and Market Focus20:09 The Y Combinator Experience26:37 Advice for Aspiring Founders27:43 Innovative Prescription Model29:20 Future Vision for Vitable Health31:41 Practicing What You Preach34:02 Healthy Eating and Lifestyle Choices37:08 OutroFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

In this episode of the Digital Health Heavyweights podcast, Norm Volsky interviews Joe Perekupka, CEO of Freespira, a company focused on medication-free treatments for panic attacks and PTSD. Joe shares his journey into healthcare, his leadership experiences, and the importance of learning from mistakes. He discusses the mission of FreeSpira, the impact of COVID-19 on mental health treatment, and shares patient success stories. Joe also emphasizes the significance of cultural fitness in hiring and offers advice for employees of companies approaching IPOs. The conversation highlights the innovative approach of Freespira in addressing mental health issues and the importance of action and adaptability in leadership. Takeaways🩺 Healthcare offers a chance to positively impact society. 👥 Building a team in a startup requires cultural alignment. 💡 Embracing mistakes is crucial for growth. 🚀 Action creates opportunities and learning experiences. 🌬️ Freespira’s treatment is medication-free and effective. 🎖️ PTSD affects more than just combat veterans. 🌐 COVID-19 highlighted the need for virtual mental health care. 🗣️ Patient testimonials are powerful in demonstrating impact. 📈 Adherence rates for Freespira are higher than traditional therapies. 🍳 Healthy cooking can be simple and enjoyable. Chapters00:00 Introduction to Freespira and Joe Perekupka02:12 Joe's Journey in Healthcare06:37 Building a US Subsidiary for Brainsway10:11 Learning from Mistakes in Leadership13:23 Successes and Milestones at Brainsway16:10 Hiring for Sales in Startups17:28 Freespira Mission and Mental Health20:08 Understanding PTSD Beyond Combat22:40 Impact of COVID on Freespira23:43 The Shift to Virtual Care in Mental Health24:38 Patient Success Stories with Freespira28:11 Understanding the 17-Minute Protocol30:17 Real-World Impact and Statistics32:11 Veterans and the Ease of Use of Freespira33:42 CO2 Hypersensitivity and Its Effects34:56 Comparing Freespira to Traditional Treatments39:18 Managing Stress and Personal Well-being42:16 Healthy Eating and Family RecipesFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

In this episode of the Digital Health Heavyweights podcast, Norm Volsky interviews Spencer Smith, SVP of Sales at Pareto Health. They discuss Spencer's journey in the healthcare industry, the misconceptions surrounding stop-loss insurance, and the benefits of self-funding for mid-sized employers. Spencer shares insights from his time at Plan Sight, the culture at Pareto, and the importance of leadership traits in healthcare. The conversation also touches on the role of brokers, the impact of digital health vendors, and future trends in the industry. Spencer emphasizes the need for trust and transparency in healthcare, as well as the personal growth he has experienced through podcasts.  Takeaways 🎓 Spencer Smith's journey into healthcare began by chance after college. 📉 Many employers treat stop-loss insurance as a commodity, missing the bigger picture. 🏢 Self-funding is not just for large employers; most employees are in self-funded plans. 🔓 Pareto Health offers a unique solution by unbundling healthcare components for employers. 🤝 The culture at Pareto is driven by a mission to support small to mid-sized employers. 🧘 Effective leadership in healthcare requires empathy, attitude, and self-care. ❗ Many misconceptions exist about self-funding among mid-sized employers. 💼 Brokers may have incentives to keep employers fully insured, impacting their advice. 🖥️ Digital health vendors play a crucial role in enhancing healthcare solutions. 🎙️ Podcasting has opened new doors for Spencer, enhancing his credibility in the industry.  Chapters 00:00 Introduction to Spencer Smith and Pareto Health 03:18 Common Misconceptions about Stop Loss 07:27 Transition to Pareto Health and Its Mission 11:17 The Role of Captives in Healthcare 13:33 Simplifying Self-Funding for Mid-Size Employers 14:15 Explaining Risk Financing 15:20 Success Stories from Pareto Health 16:23 Memorable Sales Experiences 18:06 Attracting Talent to Pareto Health 19:36 Company Culture at Pareto Health 20:33 Traits of Effective Leaders 24:35 Misconceptions about Healthcare for Mid-Size Employers 25:31 The Role of Brokers and Consultants in Self-Funding 27:46 Understanding When to Stay Fully Insured 30:01 Integrating Digital Health Solutions 31:46 Evaluating Return on Investment in Health Solutions 34:20 The Future of Captives and Primary Care 36:14 Lessons from Podcasting 39:46 The Impact of Personal Branding in Business 48:20 Maintaining Health and Wellness in a Busy Life  Follow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

In this episode of the Digital Health Heavyweights podcast, host Norm Volsky interviews Kristian Ranta, CEO and founder of Meru Health. They discuss Kristian's journey from founding Mendor to establishing Meru Health, a company focused on redefining mental health care. The conversation explores cultural differences in healthcare systems, the importance of networking through Y Combinator, and the innovative approaches Meru takes in mental health treatment, including peer support and holistic care. Kristian shares insights on the impact of technology and generational differences on mental health, as well as the key traits needed for founders in the healthcare space. The episode concludes with a discussion on personal health practices and the future of mental health care.  Takeaways 🧠 Meru Health aims to redefine mental health care standards. 👤 Kristian Ranta's personal experiences shaped his mission in healthcare. 🌍 Cultural differences in healthcare systems can be eye-opening. 🤝 Y Combinator provides invaluable networking opportunities for startups. 📆 Continuous engagement in mental health care leads to better outcomes. ⚖️ Holistic approaches to mental health consider physical health factors. 🫂 Peer support is crucial for individuals facing mental health challenges. 👶👴 Generational differences impact mental health needs and perceptions. 📱 Technology and social media contribute to increased anxiety levels. 🔥 Founders in healthcare need tenacity, mission-driven focus, and strong teams.  Chapters 00:00 Introduction to Meru Health and Kristian Ranta 03:07 Kristian's Journey in Healthcare and Founding Mendor 05:56 Cultural Shock: Finland vs. US Healthcare Systems 08:44 The Y Combinator Experience: Building Connections and Credibility 11:53 Lessons from Y Combinator: Tenacity and Startup Principles 14:51 Meru Health's Holistic Approach to Mental Health 17:48 Understanding HRV Therapy and Its Benefits 20:47 Meru Health's Patient-Centric Model and Success Stories 23:42 Addressing the Anxious Generation: Causes and Solutions 28:13 The Impact of Technology on Privacy and Work-Life Balance 30:47 Setting Boundaries in a 24/7 Work Culture 32:40 The Importance of Peer Support in Mental Health 36:10 Finding Balance: Personal Stories of Mental Health 39:29 Innovations in Mental Health Care: Unlimited Support 43:24 The Future of Mental Health: Integrating Physical and Mental Health 46:36 Traits for Success in Healthcare Entrepreneurship Follow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

In this episode of the Digital Health Heavyweights podcast, host Norm Volsky interviews Akifa Khattak, co-founder of Her Health AI, a fem-tech startup focused on non-invasive diagnostics for endometriosis. Akifa shares her personal journey with endometriosis, her legal advocacy in healthcare, and the importance of integrating technology into women's health. The conversation covers the challenges faced by women with endometriosis, the need for better diagnostics, and the financial implications of current treatment approaches. Akifa emphasizes the importance of awareness, education, and breaking taboos surrounding women's health issues, while also discussing the future of Her Health AI and the fem-tech industry.  Takeaways ⚖️ The legal profession plays a crucial role in navigating healthcare innovation. 🌎 Endometriosis affects 200 million women worldwide, often going undiagnosed for years. 🧬 Her Health AI aims to revolutionize diagnostics for endometriosis. ⏳ The current diagnostic timeline for endometriosis is around 10 years. 📚 Awareness and education are key to improving women's health outcomes. 💸 Financial implications of endometriosis treatment is significant for healthcare payers. 🗣️ Breaking taboos around women's health is essential for better support. 🩺 Her Health AI is focused on non-invasive diagnostic methods. 🚺 The future of fem-tech looks promising with increased integration in healthcare.  Chapters 00:00 Introduction to Akifa Khattak and Her Health AI 02:15 The Intersection of Law and Biotechnology 04:08 Successes in Legal Advocacy and Healthcare 06:56 Personal Journey: From Patient to Innovator 09:54 Understanding Endometriosis: Impact and Challenges 10:22 Treatment and Recovery for Endometriosis 12:40 Innovations in Diagnostics: Her Health AI's Approach 14:46 Financial Implications of Endometriosis Screening 16:54 Addressing the Stigma Around Women's Health 18:41 User Experience with Her Health AI 19:11 Integrating Technology in Healthcare 20:08 AI's Role in Diagnosing Endometriosis 22:53 Future Aspirations for Her Health 24:06 Evolution of Healthcare Technology 25:11 Recognition and Exposure in the Industry 27:14 The Future of fem-tech 29:20 Understanding Endometriosis Across Ages 32:15 Personal Health Practices and Stress Management 37:26 Nutrition and Lifestyle Choices for Health   Follow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

In this episode of the Digital Health Heavyweights podcast, host Norm Volsky speaks with Dr. Cole Barfield and Elena Gambon from First Stop Health. They discuss their personal journeys into healthcare, the founding of Century Health and WellView, and the mission of First Stop Health to provide whole person care. The conversation highlights the importance of patient engagement, the role of strategy in healthcare growth, and the impact of 24/7 access to doctors on patient care. They also explore emerging trends in healthcare, including the use of AI and the importance of empathy in leadership. The episode concludes with insights on stress management and healthy living.  Takeaways 🧍‍♂️ First Stop Health provides whole person care for employees. 💬 Elena Gambon and Dr. Cole Barfield share their inspirations for entering healthcare. 🛤️ Dr. Cole Barfield's journey led him to co-found Century Health and WellView. 📈 First Stop Health focuses on high patient engagement and usage rates. 🏥 The company positions itself as a valuable alternative in the healthcare market. 🚪 The mission of First Stop Health is to eliminate barriers to care. 🧠 Elena Gambon emphasizes the importance of a Chief Strategy Officer in a growing company. 💖 Leadership at First Stop Health is centered around vulnerability and authenticity. 🎯 Career-defining moments shape how leaders bring value to clients. ⏰ 24/7 access to doctors significantly impacts patient care and decision-making.  Chapters 00:00 Introduction to First Stop Health 02:30 Personal Journeys into Healthcare 05:30 Founding and Growth of First Stop Health 08:26 Understanding Usage and Engagement in Healthcare 12:19 The Unique Value Proposition of First Stop Health 14:38 The Mission and Vision of First Stop Health 16:54 The Role of Strategy in Growth 21:40 Career-Defining Moments 27:16 Impact of 24/7 Access to Healthcare 31:33 The Emotional Aspect of Decision Making in Healthcare 33:17 Cost Savings and Direct Care Models 36:53 Generational Differences in Decision Making 41:09 Improving Access and Affordability in Healthcare 42:32 Future Directions for First Stop Health 47:34 Emerging Trends in Healthcare Technology 50:58 Personal Well-being and Healthy Living  Follow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

In this episode of the Digital Health Heavy Weights podcast, Norm Volsky interviews Dickon Waterfield, president of Lantern, a specialty care platform. They discuss Dickon's journey from strategy consulting to healthcare, his experiences in investing, and his pivotal roles at Big Health and Lantern. The conversation delves into the challenges of the PBM industry, the importance of direct contracting, and the future of healthcare innovations, particularly in specialty care and oncology. Dickon emphasizes the need for transparency, quality care, and the alignment of incentives in the healthcare system.  Takeaways ❤️ Healthcare is a deep personal field that impacts everyone. 🔄 Transitioning from investing to operational roles can provide valuable insights. 🤝 Sales in healthcare requires a focus on building relationships and trust. 🔍 Understanding the details of the product and the buyer is crucial for success. ⚠️ The PBM industry faces significant challenges due to misaligned incentives. 💼 Direct contracting models can lead to substantial cost savings for employers. 🔎 Quality care and transparency are essential in specialty care. 👥 Building a strong team is vital for scaling a healthcare business. 🎯 Focusing on a few core services can lead to greater impact than spreading too thin. 🧘 Maintaining a healthy work-life balance is important for long-term success.  Chapters 00:00 Introduction to Dickon Waterfield and Lantern 02:22 The Personal Connection to Healthcare 04:50 Early Career at Monitor Group 06:29 Transition to Investing and Early-Stage Companies 09:43 Lessons from the Investment Side 11:47 Joining Big Health and Early Challenges 13:52 The Role of Sales in Early-Stage Companies 16:53 Building Relationships in Sales 19:41 Navigating the Two-Sided Marketplace 21:03 Scaling from Zero to 2.5 million Members 23:41 The Evolving Landscape of Healthcare Sales 25:12 The Difference Between Evangelists and Scalers 26:40 The Importance of Mentorship in Business Growth 27:56 Building Effective Sales Teams: Experience vs. Potential 31:16 Navigating Challenges in the PBM Industry 39:21 The Evolution of Direct Contracting Models 41:01 Expanding Horizons: The Future of Lantern 56:45 Personal Health Practices in a Stressful Industry Follow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast