Digital health is no longer in its honeymoon phase.
The funding boom is over. AI hype is everywhere. Health systems are overwhelmed. And startups can no longer survive on compelling pitch decks alone.
In this episode of Faces of Digital Health, Tjaša Zajc speaks with Ruchi Dass, a former dental surgeon turned public health leader, policy contributor, investor, and advisor to startups scaling across the US, UK, India, Africa, and the Middle East.
Ruchi describes a fundamental change in go-to-market (GTM) strategy:
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Workflow integration is non-negotiable (standalone apps struggle).
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Reimbursement clarity is critical.
Regulatory strategy is part of GTM, not an afterthought.
Time stamps:
00:06 – Introduction: startups, global markets, and unconventional careers 01:18 – From dental surgery to global public health and digital health 03:05 – The GTM shift: from promise to proof 04:49 – Staying investable: the four pillars 08:22 – AI ROI: clinical vs operational value 12:17 – Enterprise scaling and “sell to the mindset” 15:05 – Responsible AI: transparency, bias, and lifecycle regulation 19:56 – Predictability vs black-box AI in medicine 22:44 – Global innovation differences: Europe, India, Middle East, Africa 26:21 – Pilotitis: why pilots fail to scale 28:40 – Designing pilots for commercialization 30:26 – Capital flows, geopolitics, and reverse innovation 34:25 – The $1 teleconsultation model in India 37:56 – Digital health and equity: design vs digitization 42:43 – How regulators can keep up with AI 46:03 – Advice for Gen Z and Gen Alpha in digital health 48:50 – Grassroots realities shaping policy
Watch the full discussion: https://youtu.be/bmvPzz3Ffp4
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