Scaling Healthcare Operations With AI And Data | Mike Moore from Productive Edge

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Hey everybody. Welcome back to Pathmonk Presents. Today I’m excited to speak to the VP of Growth and Partnerships at Productive Edge, Mike Moore. Mike, welcome to the show.

Mike Moore: Thanks for having me, Rick.

Rick: Thanks for being here, Mike. Listen, we didn’t get much time offline, off air, if you will, to talk about Productive Edge, and that’s why I would love to start with the basics right here. So what’s the big idea behind Productive Edge and if you were to explain it to a friend over coffee, how would you describe what you do?

Mike Moore: Yeah, Productive Edge is focused on helping healthcare organizations modernize how they work. So we do that through strategy services as well as a lot of technical work, specifically around data and AI. You can’t spell most things without AI these days.

And so that’s a lot of what healthcare is focused on because healthcare as an industry is typically a few years behind the rest of industry. And so AI represents this opportunity to take a hyper leap forward, skip a generation of learning and go right into acceleration mode around solving some of the biggest problems. And that’s where we help our customers.

Rick: That’s very cool. And I would agree—you can’t spell anything without AI these days. So within these organizations, within healthcare, is there a specific type of business where your product really shines? There’s a lot of legacy in there. So how does Productive Edge help in that case?

Mike Moore: When you look at what the industry is comprised of here in the US healthcare system, it’s a private as well as public based system, right? So there’s a lot of complexity.

There are many players—from the provider systems, the hospitals who are delivering care to patients, and then there are the health plans that are paying for it. Members are paying premiums, the government’s paying premiums. There’s a lot of money moving around throughout all of this.

And what ends up happening is there’s a lot of administrative waste. Not every dollar is truly spent on healthcare delivery. There’s money spent on administration of the health plans and the operations around it.

If you need some sort of surgery, there’s an approval process, then the surgery itself, and then claims after. Every time paper or faxes are still being sent in many cases, as well as digital information flowing around organizations across this whole lifecycle—there’s waste.

So a lot of our customers are trying to eliminate as much of that waste as possible and streamline operations, which ultimately lets more dollars be spent on delivering care and driving better outcomes for patients and their families.

Rick: Who in these companies is actually looking for you guys? If we use marketing lingo—who’s your ICP? Who inside is going online and looking for help?

Mike Moore: Many times it’s the Chief Information Officer or Chief Technology Officer. They’re tasked with figuring out the technology solutions to many business problems.

We also partner with business and operational leaders. The office of the CFO may be looking at it from a financial point of view: how do we drive better outcomes, reduce administrative expenses, improve profits? Some companies are for-profit, some are nonprofits—but everyone’s looking at efficiencies.

So business leaders might be suffering with an inefficient process, connect with us, bring IT colleagues into the conversation, and then we take it from there.

But selling technology services in healthcare is not a one person vs one person sport. There’s a buying committee made up of a dozen people across roles who vet partners like us, and then execution and implementation touches even more people—like case managers inside a health plan, for example. So there are many stakeholders involved.

Rick: Makes sense. Are there any marketing channels working particularly well for you right now in reaching those people?

Mike Moore: The majority of business we find is word of mouth. It’s referral based because this is a trust-based world.

We’ve been around for 18 years, so we’re not new. We work with leading edge technology, but a lot of it is trust built with customers over years and across different stops in their careers. They move companies and bring in the people they trust, or they ask for referrals—and that’s how we get a lot of our business.

When I think about marketing channels and the website, those serve as validation and nurture for those relationships. Someone might know us but not need us right now. Then they see a blog post, a podcast, an ebook in their LinkedIn feed, and it reminds them: Productive Edge is out there doing great things. Then they reach out, or they recommend us when someone asks.

So it’s an always-on approach—content that nurtures and keeps us top of mind.

Rick: I love that. Word of mouth is essential. You touched on the website too, and I’m curious from your experience: what do you think makes a website convert? Tools, tactics, frameworks?

Mike Moore: I go back to HubSpot’s inbound methodology. We use HubSpot for our website, and I think about keeping things simple—supporting the buyer journey of learning, shopping, and buying.

We’re always in learning mode, so we share how people solve problems and teach with a learning mentality. Those who teach earn the right to sell. We do learning content without expecting anything in return.

Then shopping mode—when there’s recognition of a problem and they’re looking at market options. So on our website, I want shopping content as well: why us, why consider us among choices, how we’re helping others.

Then the buying stage—validation for why we’re the best choice for what they’re trying to do.

We’re a services business. The product is our people. Services are a promise about what life will be like in the future—better.

AI projects have a high failure rate. People want to be successful. They want partners they can trust. So everything we do from a content standpoint is about being helpful—not preachy, not salesy—positive, pointing out opportunities, how to get there, and letting the buyer infer that we can help.

Rick: That’s really good. It’s not just lead magnets for the sake of it—it’s education and nurture. And I love that distinction about services being a future-state promise.

Now, I want to switch gears and talk about you. Can you give us a glimpse into what a typical workday looks like and what you focus on day to day?

Mike Moore: Sure. I wear two hats: I lead partnerships and our marketing function. If we do it right, all of that drives growth.

My days are a mix. I have a daily standup with our marketing specialist—focus on shipping marketing content daily. We talk about what she’s working on and what I’m working on.

In a week, I might be recording episodes for our podcast, The Health Tech Edge. I might be editing and producing those podcasts, handing assets off for social promotion.

I meet with partners—technology partners like Microsoft, Amazon, Google, Snowflake, Databricks. Their tech is involved in projects we do with customers. We do account mapping, share intel, strategize on how to succeed together, update them on project success, look for more deals, and talk about co-marketing—like putting a partner executive on our podcast.

So it’s variety, which I enjoy. It’s focused on partnering with tech organizations to solve customer problems, and marketing execution—creating and sharing content across different formats to stay relevant in the attention economy.

Rick: Sounds like a full day and a lot of variety. Let’s jump into our rapid fire segment—few quick questions. Ready?

Mike Moore: Sure.

Rick: When it comes to content, do you prefer watching, reading, or listening?

Mike Moore: I think I prefer to watch content. I’ve got a couple podcasts in my feed, but I watch a lot of videos, especially short form videos these days.

Rick: What’s the latest piece of content you watched, and why?

Mike Moore: Microsoft is one of our key partners and they’re having their conference Ignite in San Francisco this week. I’m not there in person, so I’m watching highlight videos to keep up on product releases and share that with our team.

Rick: If you had a magic wand and could fix one frustrating thing in your marketing life with tech, what would you pick?

Mike Moore: I have a feeling there’s a way to automate this, but it’s the production around recording podcasts and video podcasts—steps after recording to get the finished product out on YouTube, create shorts, and all of that. It’s a series of steps. I could probably build something with n8n or an agentic flow tool, but I’m not technical enough to do it right now. If I could wave a wand and have it just work, I’d do that.

Rick: What’s one repetitive task you’d love to put on autopilot forever?

Mike Moore: Data cleanup in HubSpot. We have a pretty good sized database, and keeping it current—data hygiene. We use tools, but they don’t do everything. For growth marketers, better hygiene is always better than none.

Rick: Last one: if you could go back and give your past self a quick pep talk at the start of your marketing journey, what advice would you give?

Mike Moore: Keep it simple. We overcomplicate and overthink. Simplicity in message, simplicity in call to action is often better. Serve up simple, useful things and see what people are attracted to, then act on that feedback.

Rick: Mike, thank you for being on the show. As we wrap up, I want to give you the last word. If someone forgets everything, what’s the one thing they should remember about your company and the work you’re doing?

Mike Moore: Healthcare in the US is incredibly complex. Everyone participates in it—everyone is a patient at some time, everyone cares for a loved one. We’re focused on making it better for all.

If you get down about the healthcare system, just know there are companies like us trying to help providers and payers make things more streamlined, deliver better care, and improve access. We’re all in this together—don’t give up hope, stay focused, get involved. There’s a role for us all to play.

Rick: I love that message. If someone wants to check you guys out, how can they do it?

Mike Moore: Go to productiveedge.com or look me up on LinkedIn. Love to connect.

Rick: And of course your podcast, right?

Mike Moore: Yeah, Health Tech Edge is our podcast. We drop episodes weekly with healthcare leaders talking about how they’re using AI and data to improve operations and results.

Rick: Amazing. Mike, thank you again for being on the show. I wish you a wonderful day.

Mike Moore: Super. Thanks Rick. Thanks for having me.

Rick: Alright, bye everyone.