Zero Friction

Terry Coutsolioutsos
  • 5.0 (1)
  • Marketing

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

  1. 16h ago

    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

  2. 2d ago

    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

  3. 4d ago

    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

  4. Oct 8

    You Can't Outsell a Leaky Customer Base: Speed to Lead and Retention | Jeremy Bikman, Reaction

    Jeremy Bikman, president of Reaction, joins Terry Coutsolioutsos to discuss friction across healthcare marketing, sales and customer retention. He describes combining CRM, customer experience management and marketing automation in one workflow. 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 The conversation explores speed to lead, completing the handoff from a campaign to sales, cleaning contact lists and coordinating customer communication. Jeremy shares examples from trade show follow-up and explains why retention needs attention after the sale. Jeremy also reflects on humility and hiring for work ethic, personal integrity, intelligence and passion. Terry and Jeremy discuss how responding to a difficult customer situation can strengthen the relationship. 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: ● Jeremy's background in KLAS research and consulting ● Connecting CRM, CXM and marketing automation ● Speed to lead and completing the last ten feet ● Protecting sender reputation ● A traffic cop for customer communication ● Data enrichment and list hygiene ● Trade show lead capture and follow-up ● Customer retention, service and trust ● Humility and hiring for the intangibles ⏱️ Chapters 0:00 Trailer and introduction 2:21 From KLAS research to consulting 3:18 Why Reaction started 5:13 From research to marketing campaigns 5:48 Speed to lead and automated follow-up 7:21 Finishing the last ten feet: a full CRM 7:54 Eliminating handoff friction 8:59 Seven leak points in the funnel 11:06 No blasting: protecting sender reputation 12:27 The traffic cop 15:20 Who Reaction serves 16:53 Data enrichment and the last mile 18:58 List hygiene: 6,000 bad names 21:15 Cold email and omnichannel basics 22:19 LinkedIn campaigns and Book It 24:46 Fixing trade show follow-up 27:16 The real cost of slow follow-up 30:45 Trade shows are a process problem 32:06 Idiot-proofing and the 80/20 rule 34:36 Customization within boundaries 37:41 Retention and the voice of the customer 40:13 You can't outsell a leaky customer base 44:03 Turning problems into stronger relationships 46:33 Advice to 22-year-old Jeremy 🔗 Important Links & Resources 💼 Reaction: https://reactiondata.com/ 👤 About Jeremy Bikman: https://www.linkedin.com/in/jeremybikman/ 🎙️ Connect with host Terry Coutsolioutsos on LinkedIn: https://www.linkedin.com/in/terry-coutsolioutsos/ 🤖 Learn more about RevRx AI: https://revrxai.com/ Where does your customer journey lose momentum between one team and the next? Share your thoughts in the comments. 👍 If this conversation was useful, like the video, share it, and subscribe to RevRx AI for more Zero Friction Podcast episodes on healthcare, technology, and entrepreneurship.

  5. Oct 6

    Building a Modern Aesthetic Sales Team | Brandon Nye, Boston Aesthetics

    Host Terry Coutsolioutsos sits down with Brandon Nye, CEO of Boston Aesthetics, to discuss building a new sales organization in a fast-moving aesthetic market, choosing modern technology and creating a culture that can adapt. Brandon shares how Boston Aesthetics approaches innovation through its relationship with Peninsula Medical Group and engineering talent in China. He explains how changing practice economics are reshaping capital sales and why helping customers use their devices matters to the commercial strategy. Terry and Brandon explore the advantage of starting without legacy systems, building an AI-native CRM that reps want to use, and aligning compensation with the behaviors a company needs. The conversation also covers hiring for a shared philosophy, attracting physician advocates, understanding individual motivations and balancing empathy with accountability. Brandon closes with lessons from becoming a first-time CEO and the advice he would give his 22-year-old self: “Do what scares you. Run at it.” 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: ● Building a New Sales Organization in Medical Aesthetics ● Engineering Innovation and Peninsula Medical Group ● Capital Sales, Practice Economics and Device Utilization ● Differentiating Through Technology and Patient Experience ● AI-Native CRM, Rep Adoption and Sales Coaching ● Aligning Incentives and Hiring for a Shared Philosophy ● Physician Advocates and Opportunities for New Entrants ● Individual Motivation, Empathy and Accountability ● First-Time CEO Lessons and Acting Despite Fear ⏱️ Chapters 00:00 Opening highlights 01:01 Introduction to Brandon Nye and Boston Aesthetics 01:35 Brandon’s background and the changing aesthetic market 02:57 Boston Aesthetics and Peninsula Medical Group 05:52 R&D, engineering talent and innovation in China 07:56 The pace of the cash-based aesthetic market 10:02 Evolving capital sales and supporting practice utilization 15:13 Differentiation, patient experience and starting without legacy systems 17:57 Building an AI-native CRM that sales reps want to use 23:52 Hiring for philosophy and aligning incentives with behavior 29:09 Competing as a new entrant in an established market 31:14 Physician advocates and brand ambassadors 32:25 Individual motivation and a high-performance culture 35:33 Balancing empathy, accountability and meritocracy 37:59 First-time CEO lessons and slowing down to make better decisions 40:10 Advice to a younger self: do what scares you 41:16 Closing reflections and thanks 🔗 Important Links & Resources 💼 Learn more about Boston Aesthetics: https://bostonaesthetics.com/ 👤 About Brandon Nye and the team: https://bostonaesthetics.com/who-we-are/ 🎙️ Connect with host Terry Coutsolioutsos on LinkedIn: https://www.linkedin.com/in/terry-coutsolioutsos/ 🤖 Learn more about RevRx AI: https://revrxai.com/ Where does your sales team encounter the most friction: the tools, the incentives or the way the work is organized? Share your thoughts in the comments. 👍 If this conversation was useful, like the video, share it, and subscribe to RevRx AI for more Zero Friction Podcast episodes on healthcare, technology, and entrepreneurship.

  6. Oct 2

    The Speedboat Model: How Nerdian Builds What Big Companies Cannot with Ian McEachern

    Medical device innovation works best when engineering and product development can move quickly without getting slowed down by unnecessary complexity. Host Terry Coutsolioutsos sits down with Ian Coll McEachern, founder and CEO of Nerdian, to discuss medical device design, engineering, surgical robotics, rapid prototyping, and bringing healthcare technologies to market. Ian shares his journey from working with Dr. Robert Jarvik at Jarvik Heart to Evergreen Research, where he helped architect the Tableau dialysis machine for Outset Medical. He also discusses his experience with Moon Surgical and the Maestro system, including how simplicity, mobility, footprint, and compatibility with existing instruments can help expand access to surgical robotics. Terry and Ian explore the challenges medical device companies face when turning ideas into products. Ian explains Nerdian's "speedboat" approach to helping both startups and established companies with product architecture, difficult engineering challenges, prototyping, manufacturing, and transferring products to contract manufacturers or internal teams. The conversation also covers Ian's approach to product development, including defining interfaces early, creating a shared mental model, rapid prototyping, and building as many iterations as possible into a project timeline. Ian explains why early prototypes do not need to be perfect to generate valuable feedback and move a project forward. Ian and Terry then discuss AI and robotics, including how AI is accelerating early prototyping, proof-of-concept work, and back-office processes, while regulated medical software remains subject to specific requirements. Ian also shares his perspective on the future of robotics and more robots interacting with people in everyday environments. The episode closes with Ian's advice to his 22-year-old self: "It will go on." After wondering what could possibly come after working with Dr. Jarvik, Ian reflects on the fact that there will always be other things to design and build. The future of business, AI, and innovation gets built by removing friction. On the Zero Friction Podcast, brought to you by RevRx AI, we sit down with the leaders and technologies reshaping healthcare, digital health, and the future of business. Topics Covered: ● Medical Device Product Design and Engineering ● Jarvik Heart and LVAD Development ● Tableau Dialysis and Outset Medical ● Surgical Robotics and Moon Surgical ● Rapid Prototyping and Product Development ● Medical Device Manufacturing ● AI in Robotics and MedTech ● The Future of Collaborative Robotics 🔗 Important Links & Resources 💼 Learn more about Nerdian: https://www.linkedin.com/company/nerdian-inc/ 🎙️ Connect with Ian McEachern on LinkedIn: https://www.linkedin.com/in/iancollmceachern/ 🎙️ Connect with host Terry Coutsolioutsos on LinkedIn: https://www.linkedin.com/in/terry-coutsolioutsos/ 🔗 Learn more about RevRx AI: https://revrxai.com/ What do you think the future of medical device design and robotics will look like? Tell us in the comments. 👍 Like, Share, and Subscribe for more conversations on medical devices, surgical robotics, healthcare technology, AI, medtech innovation, and the future of healthcare. #MedicalDevices #MedTech #SurgicalRobotics #MedicalDeviceDesign #HealthcareInnovation #ZeroFrictionPodcast

  7. Sep 29

    Think Like a Human Factors Engineer | Vishal Amin, Health E Tech Consulting

    AI in healthcare works best when it removes friction instead of creating more of it. Host Terry Coutsolioutsos sits down with Vishal Amin, pharmacist, clinical informatics specialist, and founder of Health E Tech Consulting, to discuss human factors engineering, healthcare technology, and responsible AI implementation. Vishal shares his experience with CVS Health and Epic on large-scale implementations, including clinical workflows, interoperability, and end-user experience. Vishal and Terry discuss why understanding the real problem should come before choosing a technology solution, how human factors engineering can reveal workflow issues, and the trade-offs between building systems internally and adopting platforms like Epic. The conversation then turns to AI in healthcare. Vishal explains how defining the problem, understanding user impact, measuring ROI, protecting healthcare data, and establishing AI strategy and governance apply to generative AI and LLMs. Terry and Vishal explore alert fatigue and clinical decision support, including how signal detection theory can help distinguish useful information from noise. They also discuss robotics and drones for healthcare logistics, including moving medications, labs, blood work, and IVs while allowing healthcare personnel to focus more on patients. The episode also examines healthcare access in rural and underserved areas and how emerging technologies could help connect people living far from healthcare facilities with care and resources. Vishal shares how his experience with Indian Health Services changed his perspective on the challenges patients can face getting to care. The conversation closes with Vishal's advice to his 22-year-old self: keep learning, keep experimenting, and bring more clinical experience into technology so the patient and provider experience stays at the center. The future of business, AI, and innovation gets built by removing friction. On the Zero Friction Podcast, brought to you by RevRx AI, we sit down with the leaders and technologies reshaping healthcare, digital health, and the future of business. Topics Covered: ● Human Factors Engineering in Healthcare Technology ● Clinical Informatics and Healthcare Workflow Design ● Epic Implementations and Healthcare Interoperability ● Build vs. Buy in Healthcare Technology ● ROI and Healthcare Technology Planning ● AI Strategy, Governance, Safety, and Adoption ● Starting Small When Implementing Healthcare AI ● Alert Fatigue and Clinical Decision Support ● Robotics and Drones for Healthcare Logistics ● Healthcare Access in Rural Areas 🔗 Important Links & Resources 🤖 Learn more about Health E Tech Consulting: https://www.linkedin.com/company/health-e-tech-consulting/ 💼 Connect with Vishal Amin on LinkedIn: https://www.linkedin.com/in/vishal-amin-pharmd/ 🎙️ Connect with host Terry Coutsolioutsos on LinkedIn: https://www.linkedin.com/in/terry-coutsolioutsos/ 🔗 Learn more about RevRx AI: https://revrxai.com/ How can AI and emerging healthcare technology remove friction instead of adding to it? Tell us in the comments. 👍 Like, Share, and Subscribe for more conversations on AI in healthcare, clinical informatics, healthcare technology, digital health, healthcare innovation, and the future of healthcare. #AIinHealthcare #HealthcareAI #ClinicalInformatics #HealthcareTechnology #HumanFactors #DigitalHealth #ZeroFrictionPodcast

  8. Sep 24

    Patient Education, Rebuilt for How People Actually Learn

    Host Terry Coutsolioutsos sits down with Mina Yacoub, Founder and CEO of Qik Productions, to break down why patient education fails the moment a patient walks out of the office, and how a three-minute video with no login required is closing that gap. Mina spent 14 years as a pharmacist, six of them in pediatrics, before founding Qik Productions, a patient education company built on 2D animation and motion graphics rather than AI-generated video. In this episode, Mina and Terry unpack why she intentionally moved away from AI visuals after client feedback said they felt untrustworthy, why every video is capped at three minutes because patients want answers, not a documentary, why removing logins and passwords is one of the biggest friction points she has solved for adoption, and why standardizing patient education protects care quality even when a physician is having a bad day. The conversation also covers how Qik translates videos into different languages to close communication gaps in diverse patient populations, how infusion centers and specialty pharmacies use looping video in waiting rooms to pre-answer repeated questions, and Mina's advice to her 18-year-old self about not mistaking slow progress for failure. The future of business, AI, and innovation gets built by removing friction. On the Zero Friction Podcast, brought to you by RevRx AI, we sit down with the leaders and technologies reshaping healthcare, digital health, and the future of business. Topics Covered: ● Why Qik Productions Chose Animation Over AI-Generated Video ● The Three-Minute Rule: Why Patients Want Answers, Not a Documentary ● No Logins, No Passwords: Removing Friction From Patient Access ● Standardizing Patient Education Across Good Days and Bad Days ● Translating Videos to Close Communication Gaps in Diverse Populations ● Using Waiting Room Loops to Pre-Answer Repeated Patient Questions ● From Pharmacist to Founder: The Gap That Inspired Qik Productions ● Serving Specialty Pharmacies, Infusion Centers, and Physician Practices ● Building a Company Organically Through LinkedIn and Word of Mouth ● Mina's Advice to Her 18-Year-Old Self: Slow Progress Isn't Failure 🔗 Important Links & Resources 🤖 Learn more about Qik Productions: https://www.qikproductions.com 🎙️ Connect with host Terry Coutsolioutsos on LinkedIn: https://www.linkedin.com/in/terry-coutsolioutsos/ 🔗 Learn more about RevRx AI: https://revrxai.com/ Have you ever left a doctor's appointment and immediately forgotten half of what was said? Tell us in the comments. 👍 Like, Share, and Subscribe for more conversations on healthcare AI, digital health, medical software, automation, and the future of healthcare operations. #PatientEducation #HealthcareInnovation #ZeroFrictionPodcast

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

Information

  • Creator
    Terry Coutsolioutsos
  • Years Active
    2026
  • Episodes
    44
  • Rating
    Clean
  • Copyright
    © 2026 Terry Coutsolioutsos