Zero Friction

Terry Coutsolioutsos
  • 5.0 (1)
  • Marketing

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

  1. 11m ago

    The New Valley of Death: Why Cleared Products Still Die?

    Host Terry Coutsolioutsos sits down with Tim Blair, Founder and CEO of iCHOR Vascular, to unpack why hospitals have gone deliberately anti-rep - and how his team built a rep-light thrombectomy device around a 60-year-old Fogarty balloon design that still outperforms modern tools. iCHOR Vascular is a medical device startup treating peripheral vascular clots with a simplified, endovascular thrombectomy system. In this episode, Tim breaks down why hospitals are pushing back against sales reps in their hallways, what iCHOR discovered when testing modern thrombectomy tools against the classic Fogarty balloon, and why vessel integrity kept favoring the older design. He walks through the "second valley of death" in medical device funding, the gap between FDA clearance and the revenue numbers strategic buyers actually want to see and explains why reimbursement and cost of goods have to be designed into a device from day one, not solved after the fact. The conversation also covers how value analysis committees have changed medical device sales, why physician champions alone no longer guarantee hospital adoption, and how iCHOR is building toward an Apple-like, rep-light device experience physicians can trust at 2 a.m. without a rep in the room. Tim has spent over 30 years in medical device sales, marketing, and business development, including a decade at NAMSA guiding early-stage device innovation through FDA preclinical and regulatory pathways, before co-founding iCHOR Vascular with Dr. Troy Long in 2017. The future of business, AI, and innovation gets built by removing friction. On the Zero Friction Podcast, brought to you by RevRx AI, host Terry Coutsolioutsos sits down with the leaders and technologies reshaping healthcare, digital health, and the future of business. Topics Covered: ● The Deliberate Anti-Rep Movement Inside Hospitals ● Why the 60-Year-Old Fogarty Balloon Still Wins on Vessel Integrity? ● How iCHOR Vascular Was Born From a Napkin Idea? ● Simplifying Thrombectomy: Sheath and Wire Access as the Non-Negotiable ● Lower Extremity Arterial, Venous, and Dialysis: Where the Unmet Need Lives ● The First and Second Valley of Death in Medical Device Funding ● Designing for Reimbursement From Day One, Not as an Afterthought ● Why Physician Champions Aren't Enough Anymore in Value Analysis Committees ● Building a Rep-Light, Apple-Like Device Experience ● Tim's Advice to His Younger Self: Find Your Passion First 🤖 Learn more about iCHOR Vascular: https://ichorvascular.com/ 💼 Connect with Tim Blair on LinkedIn: https://www.linkedin.com/in/timothyscottblair/ 🎙️ Connect with host Terry Coutsolioutsos on LinkedIn: https://www.linkedin.com/in/terry-coutsolioutsos/ 🔗 Learn more about RevRx AI: https://revrxai.com/ What's the biggest bottleneck slowing down adoption of new medical technology in your hospital or practice? Tell us in the comments. Like, Share, and Subscribe for more conversations on medical device innovation, healthcare startups, and the future of healthcare operations. #MedicalDeviceStartup #Thrombectomy #ZeroFrictionPodcast

  2. 5d ago

    AI vs AI: How Insurance Claim Bots and Provider Bots Are Now Fighting Each Other | Deepak Borole

    Providers used to call it pajama time: going home after a full day of patient care and spending the night entering notes into the EHR. Ambient AI listening has ended that. But that is just the start of what Chetu is building for healthcare. 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. In this episode, host Terry Coutsolioutsos sits down with Deepak Borole, Practice Head for Healthcare AI and Digital Strategy at Chetu, a global custom software development firm with 26 years in the industry and over 2,800 engineers across 40-plus verticals. Deepak has spent 12-plus years leading Chetu's healthcare vertical, working with physician practices, hospital systems, EHR platforms, imaging centers, pharmacies, and life sciences companies to build custom AI solutions they own outright. The conversation covers why caregiver burnout is fundamentally a process problem that AI can fix, how Chetu's Track2AI framework moves clients from proof of concept to full-scale deployment, why the AI fight between insurance denial bots and provider submission bots is actually speeding up reimbursement cycles for both sides, how 70 to 80% of a radiologist's routine scan categorization can be automated without replacing a single clinician, and why the highest-impact place to start is always the highest-volume repetitive task, not the flashiest clinical use case. Episode at a Glance: Why Caregiver Burnout Is a Process Problem AI Can SolveAmbient Listening: Ending Pajama Time for ProvidersHow Chetu Builds Custom Healthcare AI That Clients Own OutrightFront Desk and Back Office Automation: Where to StartBilling, Coding, and Prior Authorization: AI vs AI on ClaimsEHR Integration Using HL7 and FHIR StandardsHow AI Is Automating 70 to 80% of Radiology Scan CategorizationHuman in the Loop: When Full Automation Is Not the AnswerProof of Concept to Full Scale: The Chetu Deployment ModelBe Curious, Be Hungry, Stay Adaptable: Deepak's Advice to His Younger Self 🔗 Important Links & Resources 🤖 Learn more about Chetu's healthcare solutions: https://www.chetu.com/solutions/healthcare.php 💼 Connect with Deepak Borole on LinkedIn: https://www.linkedin.com/in/deepak-borole-626b0039/ 🔗 Learn more about RevRx AI: https://revrxai.com/ Where is the biggest manual bottleneck eating time in your practice or health system right now? 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. #HealthcareAI #DigitalHealth #MedicalSoftware #ZeroFrictionPodcast #RevRxAI

  3. 6d ago

    The Role of Management Control with Larry Mager || Zero Friction Podcast

    Only 20% of employees are fully engaged at work right now. Larry Mager says that's not a people problem. It's a process problem. And the fix starts long before the manufacturing floor. 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 MedTech, quality management, and the future of business. In this episode, host Terry Coutsolioutsos sits down with Larry Mager, Principal and Founder of Mgmt-Ctrl and author of the Management Control Quality Plan. Larry spent three decades in the medical device industry at companies including Boston Scientific and Baxter, from Fortune 500 executive roles to a four-person startup where he held one of 140 design changes on a patent for the first beer can-shaped semi-compliant balloon catheter ever built. He has lifted FDA warning letters, built corporate quality systems from the ground up, and spent his career arguing that quality belongs in every corner of a business, not just the compliance department. The conversation covers the difference between big Q compliance and little q operational quality, why revenue leaks when RevOps and BizOps run in separate silos, why executive alignment is harder than any process problem, how the theory of constraints explains why your fastest growth is only as fast as your biggest bottleneck, and why the tribal knowledge sitting inside your disengaged workforce is the most expensive asset most companies ignore. Episode at a Glance: The Beer Can Balloon: Building the World's First Semi-Compliant Catheter BalloonBig Q vs Little Q: Why Compliance Alone Does Not Build QualitySix Sigma and Lean Applied Beyond the Manufacturing FloorHow Larry Lifted an FDA Warning Letter by Unifying 22 Sites Under One Quality SystemBizOps, RevOps, and Where Revenue Actually LeaksWhy Executive Alignment Is the Hardest Problem in Any BusinessTheory of Constraints: Your Business Moves at the Speed of Its Biggest BottleneckHow Process Flow With Defined Roles Replaces Silo-to-Silo ChaosOnly 20% of Employees Are Engaged: Why That Is a Process FailureListen to the People Doing the Work: Larry's Advice to His 22-Year-Old Self 🔗 Important Links & Resources ⚙️ Learn more about Mgmt-Ctrl: https://www.mgmt-ctrl.com/ 📞 Reach Larry directly: (844) 349-2272 📕 Get the Management Control Quality Plan on Amazon: https://www.amazon.com/dp/074149910X 💼 Connect with Larry Mager on LinkedIn: https://www.linkedin.com/in/larrymager/ 🤖 Learn more about RevRx AI: https://revrxai.com/ Where does quality control stop in your organization: at the factory floor, or does it run all the way through revenue and operations? Tell us in the comments. 👍 Like, Share, and Subscribe for more conversations on MedTech, quality management, operations, leadership, and the future of business. #QualityManagement #MedTechOperations #SixSigma #ZeroFrictionPodcast #RevRxAI

  4. Aug 20

    The Intersection of AI and Healthcare Security with MK Barton || Zero Friction Podcast

    A company put a fake patient's name on a billboard to show off a new feature. Then a real person with that exact name drove past and thought their private health data was on display. 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, data infrastructure, and the future of business. In this episode, host Terry Coutsolioutsos talks with MK Barton, Co-Founder and Head of Cloud Experience at Rootwork Labs, a Chicago boutique consultancy that helps early-stage startups get their data, DevOps, and developer experience right. MK sharpened his security instincts during his time at Healthvana, where the HIPAA stakes were real, and he brings that hard-won paranoia to every client he touches across healthcare, ed tech, and beyond. The conversation moves from what HIPAA actually demands of data and DevOps teams, to the rising risk of turning autonomous AI agents loose on healthcare infrastructure, to how an AI scheduling agent cut clinic phone calls and no-shows without ever crossing a compliance line. MK also makes the case that AI should augment people, not replace them, and that your engineers, not your servers, are your real differentiator. Episode at a Glance: • What HIPAA Actually Requires from Data and DevOps Teams • Why You Cannot Move Fast and Break Things with Patient Data • Synthetic Data and Least-Privilege Access in the Real World • The Real Risk of Autonomous AI Agents in Healthcare Infrastructure • How an AI Scheduling Agent Cut Clinic Phone Calls and No-Shows • Token vs Session-Based Auth and the Lost-Laptop Problem • Why AI-Powered Phishing Is the Scariest New Threat • The Future of DevEx and Fast, Constant, Boring Deployments • Hiring, the Vanishing Junior Pipeline, and Why AI Should Augment Humans 🔗 Important Links & Resources 💼 Connect with MK Barton on LinkedIn: https://www.linkedin.com/in/mkbarton/ 🌱 Learn more about Rootwork Labs: https://rootwork.dev/ 🤖 Learn more about RevRx AI: https://revrxai.com/ Would you trust an autonomous AI agent inside your healthcare infrastructure, or is that a line you would not cross yet? Tell us in the comments. 👍 Like, Share, and Subscribe for more conversations on healthcare, data security, DevOps, AI, and the future of building software. #AIinHealthcare #DevOps #Cybersecurity #ZeroFrictionPodcast #RevRxAI

  5. Aug 18

    Pressure Injury Prevention & Smarter Care with Naveen Gogumalla || Zero Friction Podcast

    In 2014, Naveen Gogumalla lost his sister to a heart attack. No one found her for three hours. Her fitness tracker had been showing a heart rate near 20 beats per minute the entire time. 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, patient safety, and the future of business. In this episode, host Terry Coutsolioutsos talks with Naveen Gogumalla, Founder and CEO of NthJen, the Kansas City company behind the MediSheet. That personal loss became the mission behind NthJen, a name that stands for a solution that transcends generations. After being featured in USA Today, Naveen has built the MediSheet into a remote monitoring system that helps facilities catch two of the most costly and preventable problems in patient care. The conversation covers how the MediSheet uses roughly 1,100 sensors to detect pressure injuries and absence from the bed, why the system reduces friction for overworked caregivers instead of adding to it, and how it preserves patient dignity with no cameras in the room. Naveen also breaks down the economics: a $26.8 billion annual pressure injury problem, a looming shortage of 350,000 caregivers, and the data trail that protects facilities when liability is on the line. Episode at a Glance: The Personal Loss That Sparked NthJenWhat the MediSheet Is and How Its 1,100 Sensors WorkPreventing Pressure Injuries, Formerly Known as Bed SoresCatching Falls and Absence From the BedMonitoring Patients Without Cameras and Preserving DignityOn-Demand Caregiving vs the Two-Hour RoundThe $26.8 Billion Pressure Injury Problem and the Caregiver ShortageHow Alert Data Protects Facilities From LiabilityWhere NthJen Is Headed: Pilots, LTACs, and Home Care 🔗 Important Links & Resources 💙 Learn more about NthJen and the MediSheet: https://www.nthjen.com/ 📧 Reach Naveen directly: naveen@nthjen.com 💼 Connect with Naveen Gogumalla on LinkedIn: https://www.linkedin.com/in/naveenvgogumalla/ 🤖 Learn more about RevRx AI: https://revrxai.com/ What would it mean for your facility to prevent a pressure injury before it ever starts? Tell us in the comments. 👍 Like, Share, and Subscribe for more conversations on healthcare innovation, patient safety, MedTech, AI, and the future of care. #HealthcareInnovation #PatientSafety #RemotePatientMonitoring #ZeroFrictionPodcast #RevRxAI

  6. Aug 12

    Breaking Cancer Drug Resistance with Anita Davidson || Zero Friction Podcast

    Can a new approach to cancer drug resistance give late-stage patients another chance when existing treatments stop working? 🧬❤️ The future of business, AI, and innovation isn't built without removing friction. On the Zero Friction Podcast, brought to you by RevRx AI, we explore the groundbreaking ideas, technologies, and visionary leaders transforming healthcare, MedTech, and the future of business. In this episode, our host Terry Coutsolioutsos sits down with Anita Davidson, Co-Founder and CEO of Creative Biotherapeutics, to discuss the company's mission to address one of the biggest challenges in cancer treatment: drug resistance. With more than 40 years of experience as a physical therapist, healthcare business builder, entrepreneur, and patient advocate, Anita brings a unique perspective to biotech. Together with her husband, cancer biochemist Dr. Donald Davidson, she co-founded Creative Biotherapeutics to develop new approaches for patients with late-stage, treatment-resistant cancers. Anita explains how cancer cells can develop survival mechanisms that allow them to resist chemotherapy and evade the immune system—and how Creative Biotherapeutics is developing a novel biologic designed to target the mechanisms behind that resistance. Their goal is not only to improve treatment effectiveness, but also to prioritize quality of life and create new options for patients who may otherwise have few remaining choices. The conversation also dives into the business side of biotech innovation. Anita shares the realities of bootstrapping a biotech company, navigating regulatory requirements, raising capital, finding mission-aligned investors, and learning from setbacks along the way. She discusses why relationships and warm introductions are critical in fundraising, the importance of carefully vetting potential investors, and why bringing a promising therapy from the laboratory to patients can be one of healthcare's biggest friction points. If you're a healthcare leader, biotech entrepreneur, investor, researcher, patient advocate, or anyone interested in cancer research and the future of healthcare innovation, this episode offers valuable insights into the science, business, and personal mission behind developing new cancer therapies. Episode at a Glance: – Why Cancer Becomes Resistant to Treatment – How Cancer Cells Can Evade Chemotherapy and the Immune System – Targeting the Root Cause of Drug Resistance – Creative Biotherapeutics' Novel Biologic Approach – Improving Quality of Life During Cancer Treatment – Anita Davidson's Journey From Physical Therapy to Biotech – Building Businesses Around Patient Needs – The Challenges of Bootstrapping a Biotech Company – Why Early-Stage Biotech Fundraising Is So Difficult – Navigating Venture Capital, Angel Investors & Family Offices – The Importance of Mission-Aligned Investment – Learning From Failure as an Entrepreneur – Protecting Your Company From Fraudulent Investment Opportunities – Navigating Regulatory and SEC Requirements – The Mission Behind CBT-300 – Targeting Late-Stage Metastatic Breast Cancer – Bringing New Cancer Therapies From Research to Patients 🔗 Important Links & Resources 🧬 Learn more about Creative Biotherapeutics: https://creativebio.tech/ 🤖 Learn more about RevRx AI: https://revrxai.com/ Do you think targeting cancer drug resistance could help create new treatment possibilities for patients with late-stage cancer? Let us know your thoughts in the comments below!

  7. Aug 10

    Fixing the Future of Home Care with Julio Briones || Zero Friction Podcast

    Can better systems, stronger leadership, and AI help fix the growing challenges facing the home care industry? 🏠🤖 The future of business, AI, and innovation isn't built without removing friction. On the Zero Friction Podcast, brought to you by RevRx AI, we explore the groundbreaking ideas, technologies, and visionary leaders transforming healthcare, MedTech, and the future of business. In this episode, our host Terry Coutsolioutsos sits down with Julio Briones, Founder of Briones Consulting Group and Home Care Owners Corner, to discuss the challenges facing today's home care industry—and what agency owners can do to build stronger, more sustainable businesses. Julio's mission in home care began with a deeply personal experience involving his father's care. After seeing firsthand the consequences of poor management and inadequate caregiver oversight, he left his previous career and dedicated himself to improving the home care industry. Today, he helps agency owners strengthen their operations, improve sales, retain caregivers and clients, and break through the growth plateaus that keep many businesses stuck. Discover why successful home care requires more than simply providing compassionate care. Julio explains how agency owners must balance strong operations with sales and marketing, create systems that support their teams, diversify payer sources, manage rising labor costs, and shift from working in their business to working on their business. The conversation also explores the growing role of AI and technology in senior care. From smarter scheduling and CRM tools to in-home monitoring, caregiver training, communication platforms, and passive monitoring technology, Julio explains why technology isn't here to replace caregivers—it's here to help agencies operate more efficiently and ultimately improve the client experience. If you're a home care agency owner, healthcare leader, entrepreneur, caregiver, senior care professional, or anyone interested in the future of home care, AI, and healthcare innovation, this episode is packed with valuable insights on building sustainable businesses while delivering better care. Episode at a Glance: – Julio Briones' Personal Mission to Improve Home Care – The Difference Between Home Care and Home Health Care – How an Aging Population Is Increasing Demand for Care – The Biggest Operational Challenges Facing Home Care Agencies – Why Agencies Need a Diverse Payer Mix – Rising Labor Costs and Caregiver Retention – Matching the Right Caregivers With the Right Clients – Working On Your Business Instead of In Your Business – Balancing Compassion With Sales and Business Growth – Why Managing Your Sales Team Can Become a Major Bottleneck – Building Better Systems for Sustainable Growth – The Importance of Community and Education for Agency Owners – How AI and Technology Can Improve Home Care – Using Technology for Scheduling, Monitoring & Communication – Why Home Care Agencies That Don't Adapt Risk Being Left Behind 🔗 Important Links & Resources 💼 Learn more about Briones Consulting Group: https://thebrionesgroup.com/ 🏠 Explore Home Care Owners Corner: https://homecareownerscorner.com/ 🤖 Learn more about RevRx AI: https://revrxai.com/ Do you think AI and better operational systems could help home care agencies meet the growing demand for senior care? Let us know your thoughts in the comments below!

  8. Aug 6

    From Sales Leader to Federal Whistleblower | Bill Sullivan | Zero Friction Podcast

    What does it take to run toward the burning building, turn it around, and then blow the whistle on a company defrauding the federal government? 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 software, cybersecurity, MedTech, and the future of business. In this episode, host Terry Coutsolioutsos talks with Bill Sullivan, President of Iothic and author of It Used to Be Fun: A Software Executive's Experience as a Federal Whistleblower. Bill spent three decades as the executive companies call when the house is on fire, running turnarounds at EDS, Sybase, Tivoli/IBM, PeopleSoft, Oracle, SAP, and Informatica, and earning top-1% recognition along the way. The conversation moves from the discipline behind "Bill's Rules" and his one-page playbook for running a software business, to the qui tam case that put a company under federal seal for four years, to the post-quantum encryption work at Iothic that turns the network itself into a trust layer. Episode at a Glance: The Mindset of a Turnaround Executive Who Runs Toward the Fire Bill's Rules and the One-Page Framework for Running a Software BusinessHow to Diagnose a Struggling Sales Org Before You Blame the Sales TeamInside a Federal Whistleblower Case: MFN Pricing, the GSA Schedule, and a $22M SettlementStanding Up to a Multi-Year Defamation CampaignPost-Quantum Encryption Explained in Plain EnglishWhy Quantum Computing and AI Change the Cybersecurity GameThe Story Behind It Used to Be Fun 🔗 Important Links & Resources 📕 Get the book It Used to Be Fun on Amazon, Barnes & Noble, and Goodreads 🔐 Learn more about Iothic: https://iothic.io/ 💼 Connect with Bill Sullivan on LinkedIn: https://www.linkedin.com/in/williamsullivan3/ 🤖 Learn more about RevRx AI: https://revrxai.com/ Have you ever had to choose between doing the right thing and keeping your job? Tell us in the comments. 👍 Like, Share, and Subscribe for more conversations on software sales, leadership, cybersecurity, MedTech, AI, and entrepreneurship. #ZeroFrictionPodcast #RevRxAI #BillSullivan #Iothic #FederalWhistleblower #Whistleblower #SoftwareSales #SalesLeadership #TurnaroundExecutive #PostQuantumEncryption #QuantumComputing #Cybersecurity #ZeroTrust #Encryption #Authentication #EnterpriseSoftware #B2BSales #TechLeadership #QuiTam #GovTech #ITUsedToBeFun #Leadership #ArtificialIntelligence #Entrepreneurship

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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
    30
  • Rating
    Clean
  • Copyright
    © 2026 Terry Coutsolioutsos