#397: Winning Over Skeptics: the Key to ...

In this episode, Etienne Nichols sits down with Tiffany Ryder—healthcare advocate, physician assistant, and founder of Red Flag Hero—to discuss the complexities of product adoption in healthcare. Tiffany shares her journey from rural Louisiana to the NFL cheerleading squad and into emergency medicine, highlighting how personal experience shapes her patient advocacy.

The conversation dives deep into why healthcare professionals are skeptical of new devices, how authenticity and storytelling improve adoption, and what MedTech professionals often overlook when pitching to clinicians. Tiffany also reveals the importance of grassroots movements within medical communities, why workflow integration matters more than flashy features, and how patient education should never be an afterthought.

Key Timestamps:

• 00:00 – Introduction & Sponsor Message (Greenlight Guru)
• 02:15 – Tiffany Ryder’s unique career path and patient advocacy roots
• 10:30 – Turning skepticism into belief: What clinicians really want to hear
• 18:45 – Personal experience shaping patient communication and device adoption
• 25:00 – Case study: Why a vein finder device sits unused in the hospital closet
• 34:15 – The importance of workflow integration for successful product adoption
• 41:50 – Grassroots influence: How clinicians share device recommendations
• 47:20 – Tiffany’s “what’s in your emergency room backpack” essentials
• 53:00 – Final advice: Talk to your biggest skeptics, not just early adopters
• 58:15 – Importance of patient education in medical device usage

Memorable Quotes:

“Authenticity comes through. You can’t sell snake oil to a clinician who’s sacrificed years of their life to help patients.” – Tiffany Ryder

“If your device saves me time or helps my patients, I’ll listen. Otherwise, it’s just another thing in the closet.” – Tiffany Ryder

“Find your harshest critic, not your biggest fan. That’s where real product improvement happens.” – Tiffany Ryder

Key Takeaways:

🔍 MedTech Trends:

1. Grassroots Advocacy: Clinician word-of-mouth remains a powerful tool in product adoption.
2. Workflow Integration: Devices must improve efficiency without adding complexity.
3. Patient-Centric Design: Products that consider patient education and usability stand out.

🛠️ Practical Tips:

1. Engage Skeptics Early: Prioritize conversations with clinicians who question your device.
2. Tell Compelling Stories: Use real-life patient and clinician testimonials to foster connection.
3. Show Workflow Benefits: Highlight how your product saves time or improves patient outcomes.

References:

• Visit Greenlight Guru for quality management solutions tailored for MedTech.
• Connect with Etienne Nichols on LinkedIn to share your feedback or ideas.
• Connect with Tiffany Ryder on LinkedIn
• Learn more about Red Flag Hero, Tiffany Ryder’s patient advocacy initiative.

MedTech 101: Beginner’s Section

Product Adoption: The process by which healthcare professionals begin using a new device regularly. Success depends on clinical evidence, ease of use, and workflow integration.

Workflow Integration: Ensuring a device fits into a clinician’s existing routine without disrupting patient care.

Grassroots Movement: Adoption driven by peers, not just sales teams—often more effective in healthcare environments.

Audience Questions & Poll:

Poll: What’s the biggest factor influencing your adoption of new medical technology?

• Clinical evidence
• Workflow integration
• Patient outcomes
• Cost savings

👉 Cast your vote and tell us why at podcast@greenlight.guru!

Discussion Question: What device has made the biggest difference in your clinical or patient care experience? Share your story with us!

Feedback & Reviews:

Enjoyed the episode? Leave us a ⭐⭐⭐⭐⭐ review on iTunes!

Your feedback shapes future topics—email us at podcast@greenlight.guru with suggestions!

Sponsor Spotlight:

Greenlight Guru – Purpose-built QMS software designed to help MedTech companies ensure compliance, reduce risk, and get to market faster. Visit Greenlight Guru to learn how they can transform your quality management approach.

Thank you for tuning in to the Global Medical Device Podcast—your trusted source for MedTech insights! 🎙️