Zero Friction

Terry Coutsolioutsos
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The show highlights people, processes and/or platforms that remove barriers from revenue growth

  1. 16 hr ago

    Whole Body MRI: The Future of Health Starts Before Symptoms | Brian Tsui, CoreViva

    Many serious diseases are found late, after symptoms show up. Whole body MRI can find them earlier, with no radiation. Host Terry Coutsolioutsos sits down with Dr. Brian Tsui, a board-certified neuroradiologist, former UCSF faculty member, and co-founder and Chief Medical Officer of CoreViva. Revenue stuck in your MedTech or health-tech company? Book 30 minutes with Terry: https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry Brian explains how whole body CT, ultrasound and MRI compare. CT uses radiation and can miss subtle changes in the brain. Ultrasound has a hard time seeing deep inside the body. MRI shows the brain, abdomen, pelvis and joints in fine detail, without injected dye. He walks through a visit at CoreViva, from the intake forms to the scan to a half-hour review with a radiologist on a big screen. Patients also get a written report and the CoreViva Score, an AI-generated report card that tracks brain age, visceral fat and muscle quality over time. Terry and Brian also talk about brain health, who pays cash for proactive screening, how HSA and FSA fit in, and how CoreViva reached 2,000 scans. The Zero Friction Podcast from RevRx AI explores how founders, clinicians, and technology leaders make healthcare and business work better by removing the obstacles that slow people down. Topics Covered - What can a whole body CT miss, and how much radiation does it use? - CT, ultrasound or MRI: which works best for whole body screening? - Why ultrasound struggles to see deep inside the body - What does a whole body MRI visit look like, start to finish? - Why review your scan with a radiologist? - How an AI report card tracks brain age, visceral fat and muscle - Worried about Alzheimer's? What a brain scan can show early - How to slow microvascular disease and lower stroke risk - Is whole body MRI covered by insurance, HSA or FSA? - Why one brain percentile matters less than the trend Chapters 0:00 Preview 0:41 Zero Friction 0:52 Whole body MRI with Dr. Brian Tsui 1:46 From radiology training to proactive medicine 3:17 Whole body MRI vs whole body CT 3:56 CT radiation and what it can miss 5:04 Where ultrasound falls short 6:23 Why MRI for whole body screening 7:47 Thin 1 mm brain slices 8:28 CoreViva's physician-led model 9:56 The patient experience, from intake to scan 11:17 Going over results with a radiologist 12:56 A tour of your scan: brain, heart, liver 14:20 The written report and the CoreViva Score 16:44 Why meeting the radiologist matters 18:45 Brain health and Alzheimer's worries 20:21 Microvascular disease and stroke risk 22:14 Habits that protect your brain 23:10 Who gets proactive screening 24:02 Cash pay, HSA and FSA 25:43 Why a baseline scan matters 26:28 Brain percentiles: watch the trend 28:23 2,000 scans and early growth 31:25 Plans beyond whole body MRI 32:28 Advice to his younger self Important Links and Resources CoreViva: https://coreviva.com/ Host Terry Coutsolioutsos: https://www.linkedin.com/in/terry-coutsolioutsos/ RevRx AI: https://revrxai.com/ Would you get a whole body MRI before you had any symptoms? Why or why not? #WholeBodyMRI #PreventiveHealth #MedicalImaging #ZeroFrictionPodcast

  2. 1 day ago

    Medical Equipment Sales: The $1M Deal Closed Without a Demo | Jason Velick, CMIA

    Medical equipment sales doesn't always start with a demo. Host Terry Coutsolioutsos sits down with Jason Velick, president of CMIA, the California Medical Instrumentation Association. Jason once got a seven-figure purchase order for 10 premium imaging systems without ever doing a demo. Revenue stuck in your MedTech or health-tech company? Book 30 minutes with Terry: https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry Jason spent 27 years in medical imaging with GE, Philips, Siemens and Samsung. A competitor held about 80% of that market, so he thought the buyer was just checking prices. Two years later he asked why they picked him. They had seen his work with CMIA and his posts on LinkedIn, and they trusted he would be there after the sale. They also talk about the people problem in healthcare technology management. Biomed teams don't bring in revenue, so they are asked to do more with less. There aren't enough trained technicians or teachers. Jason shares how CMIA is building apprenticeships with schools, colleges and the state. Terry and Jason cover how AI predicts equipment failure, how remote diagnostics cut repeat truck rolls, and why buyers Google you before they ever meet you. The Zero Friction Podcast from RevRx AI explores how founders, clinicians, and technology leaders make healthcare and business work better by removing the obstacles that slow people down. Topics Covered - How a seven-figure medical equipment sale closed without a demo - Why buyers check your LinkedIn before they call you - Why biomed teams are asked to do more with less - How to fix the shortage of biomedical equipment technicians - Certification or associate degree: which path into the field? - How the workforce gap slows hospitals, OEMs and service companies - How AI predicts medical equipment failure - Can remote diagnostics cut repeat truck rolls? - How the Sunshine Act changed the way trust gets built - What CMIA does for California's biomedical community Chapters 0:00 Preview 0:45 Zero Friction 1:40 From molecular biology to medical equipment sales 4:56 Inside CMIA: 52 years, 1,000 members, 9 chapters 7:06 Why biomed teams do more with less 8:38 Apprenticeships for the workforce shortage 10:05 Certification or associate degree? 12:43 How the shortage hits hospitals, OEMs and service companies 14:04 AI and predictive maintenance 15:57 Remote diagnostics and fewer truck rolls 18:09 The seven-figure deal with no demo 21:19 Why buyers check your LinkedIn first 24:05 The Sunshine Act and digital trust 27:11 Meeting buyers where they want to be 29:31 CMIA's mission: closing the workforce gap 31:22 Advice to his younger self Important Links and Resources CMIA (California Medical Instrumentation Association): https://www.cmia.org/ CMIA Connect conference: https://www.cmiaconnect.org/ Host Terry Coutsolioutsos: https://www.linkedin.com/in/terry-coutsolioutsos/ RevRx AI: https://revrxai.com/ Has a buyer ever made up their mind about you before your first meeting? What tipped it? #MedicalEquipmentSales #MedTechSales #ZeroFrictionPodcast

  3. 3 days ago

    The Osteoporosis Care Gap: The Disease Nobody Claims | David Lee and Jared Torkelson

    The osteoporosis care gap starts when a fracture gets fixed and nobody owns the bone disease underneath it. Host Terry Coutsolioutsos talks with David Lee, Founder and Chief Collaboration Officer of Health Collaboration Partners, and Jared Torkelson, President of the American Society of Osteoporosis Providers and a physician associate at Mayo Clinic, about why bone health is still treated like an orphan disease. Revenue stuck in your MedTech or health-tech company? Book 30 minutes with Terry: https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terryrovrku David explains that only about 20% of people with the disease get diagnosed and treated after a fracture, and that a patient can wait six to twelve months to see a bone specialist. He shares his mother's story: four fractures before she got the diagnosis and treatment she needed. Jared describes why there are only two ways to know you have osteoporosis, a DEXA scan or a broken bone, and how fracture liaison services and bone health optimization programs close the loop after a fracture. Both guests agree that AI that only finds patients is not enough. It has to help clinicians treat them and help tell the value story to health system leaders. They also cover what Japan did differently, the CMS TEAM bundle, why orthopedic practices may be the right home for a bone health program, and their advice for anyone starting one: just start. The Zero Friction Podcast from RevRx AI explores how founders, clinicians, and technology leaders make healthcare and business work better by removing the obstacles that slow people down. Chapters 0:00 Opening highlights 1:10 The osteoporosis care gap: meet David Lee and Jared Torkelson 4:08 Who owns bone health after a fracture? 6:03 Only 20% diagnosed and treated after a fracture 10:17 David's mother: four fractures before the right care 12:38 Why prevention lags behind fracture repair 16:10 Fracture liaison services and bone health optimization 18:13 The economics of preventing fractures 21:41 AI for detection versus AI for treatment 24:13 What Japan did differently 25:35 Screening versus identifying patients for action 28:36 Delayed diagnosis and the risk of a second fracture 31:59 Building capacity: does bone health need its own lane? 35:20 Using AI to tell the value story to the C-suite 38:40 Orthopedic practices and bone health programs 42:38 The CMS TEAM bundle and revision risk 43:48 Advice for starting a bone health program: just start Important Links and Resources Host Terry Coutsolioutsos: https://www.linkedin.com/in/terry-coutsolioutsos/ RevRx AI: https://revrxai.com/ Guest David Lee: https://www.linkedin.com/in/davidblee/ Health Collaboration Partners: https://www.healthcollaborationpartners.com/ Guest Jared Torkelson: https://www.linkedin.com/in/jared-torkelson-pa-c-dmsc-2a96a6280/ American Society of Osteoporosis Providers: https://www.theasop.org/ Who should own a patient's bone health after a fracture? #Osteoporosis #BoneHealth #FractureCare #ZeroFrictionPodcast

  4. 5 days ago

    Medical Device Reimbursement: Approved but Not Paid | Darren Selsky, Medalytics Consulting Group

    Medical device reimbursement can stall a company even after every approval box is checked. Host Terry Coutsolioutsos talks with Darren Selsky, Founder of Medalytics Consulting Group, a fractional leader who helps small and mid-size MedTech companies bring new products to market and get paid for them. Revenue stuck in your MedTech or health-tech company? Book 30 minutes with Terry: https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry Darren has spent more than 30 years in MedTech. He started as an engineer and worked for large companies like Siemens, Hologic and St. Jude Medical. He explains why getting the approvals does not settle reimbursement, and why a product needs an economic story next to its clinical evidence. Terry and Darren talk about funding gaps when a raise of five or six million dollars is too small for most venture capital and private equity firms, and how hospital value analysis committees can delay revenue. Darren then shares where AI is real and where it is noise. He describes how AI helped radiologists at Hologic set aside normal mammography screenings, and why he wants augmented AI that keeps human experts involved. They also cover protecting intellectual property in AI tools, simpler customer experiences, and Darren's advice to his 22-year-old self. The Zero Friction Podcast from RevRx AI explores how founders, clinicians, and technology leaders make healthcare and business work better by removing the obstacles that slow people down. Topics Covered - Why medical device reimbursement can stall after approval - Darren's move from engineer to fractional leader - Accountability when a small team is counting on you - Funding gaps when a raise is too small for venture capital - Hospital value analysis committees and delayed revenue - Building an economic story next to the product - Augmented AI in mammography screening, in Darren's words - Protecting intellectual property in AI tools - Simpler customer experiences in medical devices - Advice to a 22-year-old self Chapters 0:00 Opening highlights 1:28 Medical device reimbursement: meet Darren Selsky and Medalytics Consulting Group 3:18 From engineer to medtech leader 4:26 Choosing smaller innovators over corporate life 9:56 Accountability and because I said I would 16:44 Market access, regulatory approval and reimbursement 18:04 When the approvals are checked but the clock stops 20:15 Funding gaps and alternative capital 22:08 Value analysis committees and delayed revenue 23:22 An economic story alongside the product 26:51 Real impact and noise in AI 27:33 The true need for AI in mammography screening 30:29 Augmenting AI with human intelligence 31:27 Hospital workflows, staffing and operating costs 36:40 Protecting intellectual property in AI tools 42:46 Customer experience and simpler purchasing 46:12 Advice to a 22-year-old self 48:39 Die With Zero and making room for experiences Important Links and Resources Medalytics Consulting Group / Darren Selsky: https://www.linkedin.com/in/dselsky/ About Darren Selsky: https://www.fractionalleadernetwork.com/austin/darren-selsky Host Terry Coutsolioutsos: https://www.linkedin.com/in/terry-coutsolioutsos/ RevRx AI: https://revrxai.com/ What has stood between your medical device and getting paid? #MedTech #Reimbursement #MarketAccess #ZeroFrictionPodcast

  5. 20 Oct

    High Performance Habits: Take Care of the Cockpit | Gregory Salerian, Center for Behavioral Fitness

    Many leaders keep high performance habits at work while their health, family or social life slips. Host Terry Coutsolioutsos talks with Gregory Salerian, LCSW-BACS, Founder & CEO of the Center for Behavioral Fitness, about his approach to self-care and the daily habits behind sustained high performance. Revenue stuck in your MedTech or health-tech company? Book 30 minutes with Terry: https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry Gregory explains how his own turnaround shaped the system he now teaches. He uses the oxygen mask on an airplane, the airplane cockpit and daily toothbrushing to explain what he calls brain hygiene. In his view, the two habits to start with are getting up earlier than everybody and moving your body hard every day. He says living healthy is very hard, but living unhealthy is harder. He spends about 15 hours a week taking care of himself, and calls it a part-time job. Terry and Gregory also talk about empathy with accountability, the gap between feeling gratified and being fulfilled, and the high-performance trap. Gregory closes with his advice to his younger self: take care of the cockpit. The Zero Friction Podcast from RevRx AI explores how founders, clinicians, and technology leaders make healthcare and business work better by removing the obstacles that slow people down. Topics Covered - High performance habits: treating self-care as a system - The oxygen mask rule: take care of yourself first - What behavioral fitness means, in Gregory's words - Balancing empathy with accountability - Why living unhealthy is harder than living healthy - Gratification versus fulfillment - The high-performance trap and social media - Brain hygiene and the toothbrushing analogy - Getting up early and moving your body every day - Coaching, adjustment and advice to a younger self Chapters 0:00 Opening highlights 1:13 High performance habits: meet Gregory Salerian and the Center for Behavioral Fitness 5:07 Self-care and the habit rings 8:31 Methodology, empathy and accountability 11:02 Living unhealthy is harder 13:10 The high-performance trap 14:57 Freedom in discipline 17:32 Treating the brain like the teeth 20:49 Brain, body and movement 25:10 Ripple effects and a new brand 28:10 Coaching and continuous adjustment 29:48 Advice to a younger self Important Links and Resources Center for Behavioral Fitness: https://www.centerforbehavioralfitness.com/ Gregory Salerian: https://www.linkedin.com/in/gregory-salerian-lcsw-bacs-40295ab7/ Host Terry Coutsolioutsos: https://www.linkedin.com/in/terry-coutsolioutsos/ RevRx AI: https://revrxai.com/ Which daily habit helps you perform at your best when work gets busy? If this chat helped, like the video, share it, and subscribe to RevRx AI for more Zero Friction. #HighPerformance #BehavioralFitness #Habits #ZeroFrictionPodcast

  6. 17 Oct

    Combination Products: Why a Syringe Isn't Just a Syringe | Paul Landesman, Consult Wing

    Combination products bring a drug and a delivery device together, and the device choice can cause trouble late in development. Host Terry Coutsolioutsos talks with Paul Landesman, founder and CEO of Consult Wing, an independent regulatory affairs consulting group, about why so many drug companies pick a syringe from a catalog before they know what the user needs it to do. Revenue stuck in your MedTech or health-tech company? Book 30 minutes with Terry: https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry Paul started his career at Abbott Laboratories in 1983 and has worked on drug delivery systems for most of it, from pre-filled syringes and autopens to nasal products. He explains why user needs should be defined early, and why the right fit matters for dosing, viscosity, stiction and manufacturing. He shares the story of a $70 heat-lamp bulb that kept failing and the 80-cent bulb the maker suggested instead. He also walks through his three Ps of risk: the product, the practitioner and the patient. Terry and Paul talk about where AI can help with documentation and post-market safety, and why a knowledgeable person still has to ask the right questions and review the output. Paul closes with advice to his 22-year-old self about needs and wants, and explains why quality and regulatory teams should act as shepherds, not policemen. The Zero Friction Podcast from RevRx AI explores how founders, clinicians, and technology leaders make healthcare and business work better by removing the obstacles that slow people down. Topics Covered - What makes combination products harder than they look - Defining user needs before choosing a syringe or device - Engaging suppliers early: the 80-cent heat-lamp bulb - Dosing, viscosity, stiction and manufacturing fit - Particles, labeling and the risk of a recall - The three Ps of risk: product, practitioner and patient - Bringing drug and device quality processes together - Where AI helps with regulatory work, and why people must review it - Needs versus wants, and quality teams as shepherds Chapters 0:00 Opening highlights 1:03 Combination products: meet Paul Landesman and Consult Wing 1:51 Paul's path: Abbott, Allergan and drug delivery 3:23 A syringe isn't just a syringe 4:48 User needs vs user wants 6:43 Proactive vs reactive regulatory work 8:58 The 80-cent bulb: engage suppliers early 9:52 15,000 syringes and the right fit 11:53 Particles, labeling and recalls 12:53 You don't know what you don't know 14:48 The three Ps of risk 16:41 Harmonizing device and drug regulations 19:18 Can AI do regulatory work? 22:52 Where AI fits: the four boxes 26:54 AI for adverse events and post-market safety 30:24 Human oversight 31:18 Advice to 22-year-old Paul 34:28 Shepherds, not policemen 36:53 How Paul works with clients 38:34 Consult Wing and the Buffalo Bills Important Links and Resources Consult Wing: https://consultwing.com/ Paul Landesman: https://www.linkedin.com/in/paullandesman/ Host Terry Coutsolioutsos: https://www.linkedin.com/in/terry-coutsolioutsos/ RevRx AI: https://revrxai.com/ Where could an earlier conversation with a supplier or quality colleague remove friction in your work? If this chat helped, like the video, share it, and subscribe to RevRx AI for more Zero Friction. #CombinationProducts #RegulatoryAffairs #MedTech #ZeroFrictionPodcast

  7. 15 Oct

    How to Build a Sales Team: Hire the Person, Not the Rolodex | Steve Craig, Solmetex

    Steve Craig has a clear view on how to build a sales team: hire the person, not the Rolodex. Host Terry Coutsolioutsos talks with Steve, Vice President of Sales, North America at Solmetex, about hiring for mindset, building a deep bench, and why buyers now find you before you find them. Revenue stuck in your MedTech or health-tech company? Book 30 minutes with Terry: https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry Steve started in office equipment sales, where he learned to hire, train and develop people, then moved into ophthalmology and dentistry, where he has worked for more than 23 years. He explains why he cares more about what gets a candidate out of bed in the morning than what keeps them up at night, and why championship teams win with strong B players. Steve shares why he treats his team as his number one customer, why motivation gets you going but discipline carries you across the finish line, and why building the bench is part of a leader's job. He also describes Solmetex's work on dental unit waterlines, where he says about 70% of U.S. practices do not test, shock or treat their water lines. Terry and Steve talk about the shift from who you know to who knows you as buyers use AI and digital channels to learn. Steve closes with his advice to his 22-year-old self: be careful who you surround yourself with, and build a personal brand early. The Zero Friction Podcast from RevRx AI explores how founders, clinicians, and technology leaders make healthcare and business work better by removing the obstacles that slow people down. Topics Covered - How to build a sales team by hiring the person, not the Rolodex - What Steve looks for in a candidate's mindset - Why championship teams need strong B players - Treating your team as your number one customer - Building the bench and coaching each person differently - Motivation, discipline and the people around you - From who you know to who knows you: AI and digital discovery - Steve's path from office equipment to healthcare and dental sales - Dental unit waterlines and Solmetex's end-to-end approach to water - Advice to a 22-year-old self and building a personal brand Chapters 0:00 Opening highlights 1:20 How to build a sales team: meet Steve Craig and Solmetex 1:51 From office equipment to healthcare and dental sales 4:35 Solmetex and end-to-end water solutions 5:28 Hiring for mindset and building championship teams 11:13 Dental water-line care: Steve's perspective 16:34 Water in dental procedures 17:35 From who you know to who knows you 21:56 Digital marketing and AI discovery 24:14 Leadership, customer priorities, and the team bench 27:47 Motivation, discipline, and coaching 34:47 Advice to a 22-year-old self 36:51 LinkedIn, consistency, and personal branding Important Links and Resources Solmetex: https://solmetex.com/ Steve Craig: https://www.linkedin.com/in/stevecraig20/ Host Terry Coutsolioutsos: https://www.linkedin.com/in/terry-coutsolioutsos/ RevRx AI: https://revrxai.com/ What do you look for first when you hire a salesperson: their mindset or the contacts they bring? If this chat helped, like the video, share it, and subscribe to RevRx AI for more Zero Friction. #SalesLeadership #SalesHiring #TeamDevelopment #ZeroFrictionPodcast

  8. 13 Oct

    Non-Invasive Pain Treatment: No Pills, Needles or Implants | Christopher Morano, Neuralace Medical

    Non-invasive pain treatment is changing how clinics help people with chronic nerve pain. Host Terry Coutsolioutsos talks with Christopher Morano, VP of Sales at Neuralace Medical, about Axon Therapy, a magnetic peripheral nerve stimulation treatment given without pills, needles or implants. Revenue stuck in your MedTech or health-tech company? Book 30 minutes with Terry: https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry Christopher has spent more than 25 years in pain management. He explains why he puts the patient first, not the product, and how a medical device rep can help physicians choose the right care. He describes how a 13-minute Axon Therapy session works, what the early research shows, and the experiences patients have shared with him. He also covers care for veterans through VA community care, reimbursement hurdles and the cash-pay market. Terry and Christopher talk about letting clinics try the therapy before they buy the equipment, and why sales leaders should lean on each other. Christopher closes with his advice to his 22-year-old self. The Zero Friction Podcast from RevRx AI explores how founders, clinicians, and technology leaders make healthcare and business work better by removing the obstacles that slow people down. Topics Covered - What non-invasive pain treatment looks like in a clinic - Why a patient-first mindset beats a product-first pitch - How a medical device rep can help physicians choose care - How magnetic peripheral nerve stimulation works, in Christopher's words - Treating veterans without pills, needles or implants - Reimbursement hurdles and the cash-pay market - Letting clinics try a therapy before buying the equipment - Why sales leaders should lean on each other - Advice to a 22-year-old self Chapters 0:00 Opening highlights 1:25 Non-invasive pain treatment: meet Christopher Morano and Neuralace Medical 2:11 Christopher's background in pain management 5:18 The representative's role and treatment choices 9:24 Putting the patient first 12:59 Axon Therapy and non-invasive neuromodulation 15:08 Electrical and magnetic fields 17:29 The treatment experience Christopher describes 20:21 Stated indications and reimbursement 21:24 Veterans' care and access 22:54 Clinic footprint and growth 25:31 Giving clinics a path to try the therapy 29:51 Terry on healthcare market friction 32:02 Cash-pay options and communicating value 34:35 Collaboration and the next stage of growth 38:11 International interest and Mexico City 39:31 Advice to a 22-year-old self Important Links and Resources Neuralace Medical: https://neuralacemedical.com/ Christopher Morano: https://www.linkedin.com/in/christopher-morano-2497b727/ Host Terry Coutsolioutsos: https://www.linkedin.com/in/terry-coutsolioutsos/ RevRx AI: https://revrxai.com/ What would make a non-invasive pain treatment easier for your clinic to try? If this chat helped, like the video, share it, and subscribe to RevRx AI for more Zero Friction. #ChronicPain #Neuromodulation #MedTechSales #ZeroFrictionPodcast

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The show highlights people, processes and/or platforms that remove barriers from revenue growth

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  • Creator
    Terry Coutsolioutsos
  • Years Active
    2026
  • Episodes
    49
  • Rating
    Explicit
  • Copyright
    © 2026 Terry Coutsolioutsos