Digital Health Heavyweights
This conversational podcast brings you exclusive interviews with all the Heavyweights in Digital Health. Hosted by Norm Volsky, a top industry headhunter, whose team helped scale companies including Livongo, Hinge Health, Lyra, Virta, Progyny and many more. This series will bring listeners insights into the latest trends, technologies, and strategies driving the digital health revolution.
In each episode, Norm sits down with some of the most influential and innovative leaders in healthcare technology today from legendary founders who have built successful companies, venture capitalists who have led funding rounds, HR/Benefits leaders at forward thinking companies, Consultants and Brokers at the top benefits consulting firms, and other impactful visionaries challenging the status quo in healthcare. Listeners can learn from the industry greats who have created what we now know as health benefits, and who are changing the face of healthcare as we know it.
Whether you're a healthcare professional, a tech enthusiast, a start-up founder, benefits aficionado, jobseeker in Digital Health, or simply curious about the future of healthcare, Digital Health Heavyweights has something for you.
Digital Health Heavyweights
Episode 26: Dickon Waterfield, President at Lantern
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
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