Selling AI in Healthcare: Beyond the Buzzwords with Michael Chang, Director of Marketing at ArteraAI

In this episode of The Marketing Front Lines, we speak with Michael Chang, Director of Marketing at ArteraAI, a company revolutionizing cancer treatment through AI-powered personalization. Michael shares insights from his extensive experience in healthcare marketing, discussing how ArteraAI uses machine learning and computer vision to analyze cancer biopsies and provide personalized treatment recommendations. With a family background in medicine and years of experience in healthcare technology, Michael offers a unique perspective on marketing innovative medical solutions in a highly regulated industry.

 

Topics Discussed:

• Marketing AI solutions in healthcare without relying on buzzwords
• Navigating healthcare's complex stakeholder landscape
• Commercializing innovative medical technology
• The impact of COVID-19 on healthcare marketing
• Building effective referral marketing strategies in competitive markets

 

Lessons for B2B Tech Marketers:

1. Start with Active Listening: Success in marketing begins with comprehensive listening across all stakeholders - customers, partners, engineers, and R&D teams. This information gathering phase is crucial for understanding market needs and developing effective strategies.
2. Test and Iterate Scientifically: Approach marketing with a scientific mindset by forming hypotheses, conducting low-stakes experiments through email campaigns and A/B testing, and continuously adapting based on market feedback.
3. Focus on Problem-Solving Over Technology: When marketing AI or any innovative technology, emphasize the specific problems you're solving rather than the technology itself. Customers care about outcomes, not the underlying technical approach.
4. Consider Adoption Barriers: Success in commercializing new technology depends not just on solving problems but on making adoption as frictionless as possible. Like Tesla building charging infrastructure, consider what supporting elements are needed for successful implementation.
5. Understand Context in Strategy Adaptation: When adopting successful marketing strategies from other contexts, carefully consider your specific market position, competitive landscape, and industry dynamics. What works for a market leader may not work for a new entrant.
6. Navigate Healthcare's Unique Challenges: Healthcare marketing requires understanding multiple stakeholders (patients, providers, payers) and their sometimes conflicting incentives. Success depends on addressing the needs of all stakeholders while navigating regulatory requirements.

 

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Sponsors:

Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership.

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The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. 

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