Digital Health Heavyweights

Episode 30: Spencer Smith, SVP of Sales at Pareto Health

Sep 8, 2025
Spencer Smith, SVP of Sales at Pareto Health and host of a healthcare podcast, shares his insights from his unexpected journey into the healthcare sector. He debunks myths around stop-loss insurance, revealing how self-funding is a smart choice for mid-sized employers. The conversation also touches on the evolving role of digital health vendors in cost management and how effective leadership hinges on empathy and self-care. Spencer emphasizes building trust with brokers and the transformative potential of innovative healthcare solutions in today’s market.
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INSIGHT

Stop-Loss Is Not The Root Problem

  • Many employers treat stop-loss as a commodity and chase cheap carriers annually.
  • Spencer Smith says focusing on underlying claims (60–70% of spend) is the real lever to control costs.
INSIGHT

Self-Funding Is Already Widespread

  • Self-funding is common across large employers but hidden from many employees.
  • Spencer Smith notes the majority of U.S. employees are already in self-funded plans.
ANECDOTE

From Zero To 35 Clients At PlanSite

  • Spencer joined PlanSite early and helped evolve a minimum viable product into a market-ready SaaS.
  • He grew the client base from zero to ~35 in 18 months and retained equity after exit.
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