About this episode

In this episode, Jeff interviews Guy Raber about the evolution of revenue operations in the healthcare AI sector.

In this episode, Jeff sits down with Guy Rayer, VP of Revenue Operations at Kontakt.io, to explore how RevOps is evolving in a world of AI, limited TAM, and complex healthcare buying cycles. Guy shares how operating in a concentrated healthcare market, just 300 target health systems representing 80% of the opportunity, fundamentally changes go-to-market strategy. Instead of volume-based outbound, his team leans into depth: account-based execution, persona mapping, proximity strategy, and face-to-face influence at industry events like HIMSS and ViVE.

People in this episode

Host: Jeff

Guest: Guy Raber

Topics covered

• revenue operations
• healthcare AI
• go-to-market strategy
• account-based execution
• healthcare buying cycles

Keywords

• RevOps
• healthcare market
• TAM
• persona mapping
• proximity strategy
• face-to-face influence

Mentioned in this episode

Organizations: Kontakt.io

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