Reinventing revenue in healthcare AI with Guy Raber, VP of RevOps at Kontakt.io

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.