In this episode of the Digital Health Heavyweights podcast, Norm Volsky interviews Matt Eurey, Chief Commercial Officer of Carrum Health. Matt shares his extensive experience in the healthcare industry, discussing his journey from leading benefits at Time Warner Cable, and transitioning to the vendor side with Accolade. He emphasizes the importance of ROI in employee benefits, the need for innovation, and the significance of customer relationships in driving success. Matt also shares insights on the future of healthcare, the challenges faced by digital health companies, and why he chose Carrum Health, highlighting its commitment to value-based care and transparency.

Takeaways

🔄 Matt transitioned into healthcare benefits through union negotiations.

📺 At Time Warner Cable, free cable is the most valued employee benefit.

💡 ROI in employee benefits is often misunderstood and exaggerated.

🏥 Carrum Health focuses on value-based care and transparency.

🤝 Building a successful sales team requires collaboration and alignment.

🧑‍💼 Customer relationships are crucial for driving sales and success.

📊 Digital health companies need to demonstrate clear ROI to gain traction.

💥 The healthcare industry is ripe for innovation and transformation.

🤖 AI will play a significant role in improving healthcare delivery.

⚖️ The future will see a divide between successful and unsuccessful healthcare solutions.

Chapters

00:00 Introduction to Matt Eurey and Carrum Health

02:54 Matt's Journey into Healthcare Benefits

05:55 Leading Benefits at Time Warner Cable

08:52 Transitioning to Lowe's and Managing Scale

11:47 Calculating ROI in Benefits Programs

14:22 Innovations in Care Navigation and COEs

17:32 Moving to the Vendor Side at Accolade

20:21 Lessons Learned from Vendor Experience

22:19 From Struggles to Success: Building a Winning Team

26:02 The Art of Selling: Traits of Great Salespeople

28:34 Customer-Centric Approach: The Key to Sales Success

33:44 Innovating in Healthcare: The Role of Employers

38:26 Navigating the Digital Health Landscape: Common Pitfalls

40:38 Future Trends in Healthcare: Winners and Losers

42:45 Balancing Work and Health: Personal Insights

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