Building Healthcare AI Solutions Customers Need

“It’s not about AI. It’s about solving real problems.” — Dr. Sameer Ather, CEO, XpertDox

For all the hype surrounding AI, most of it still misses the point. In a recent conversation with Abdul Rastagar and Caitlin La Honta, Sameer Ather, physician-turned-founder of XpertDox, cut straight through the noise. The future of AI in healthcare isn’t about buzzwords—it’s about outcomes.

And for Sameer, that starts with a question: Is your product a want or a need?

XpertDox didn’t begin with medical coding. It began with a broader vision for healthcare optimization. But the market made something else clear—clinical research was a “want,” revenue cycle management was a “need.” One gets interest. The other gets budget.

Today, XpertDox automates medical coding with AI—and doesn’t have a sales team. They’ve grown 2x year-over-year purely through word of mouth, client reviews, and inbound interest. That only happens when the ROI is real, and Sameer knows the numbers cold.

Lower RCM costs. Faster claim submissions. Reduced denials. Recovered missed revenue.

“We don’t try to convince people. We show them hard numbers.”

But despite operating in the AI space, Sameer’s least favorite buzzword is “AI” itself. Because most people still think AI means machines thinking like humans. The reality is much more grounded: process optimization, pattern recognition, and billions of micro-decisions that save time and improve accuracy.

And that misconception is shifting. Back in 2022, healthcare leaders asked: Can we trust AI? Now, in 2025, they’re asking: What solutions are available?

That shift—from skepticism to urgency—has changed everything. Stakeholders want to future-proof their practices. They want efficiency, accuracy, branding, investor confidence. And they’re looking for tools that do more than check a box.

But Sameer’s team doesn’t chase trends. They listen.

“The people closest to the problem are the ones who guide our product. We take that feedback seriously, and we build around it.”

That feedback loop fuels constant improvement. XpertDox always has 3+ features in active development—each one tied to a real operational gap. That’s how they’ve achieved longevity with clients. Not by selling a solution, but by becoming indispensable to it.

And when it comes to marketing? The approach is strategic. No cold calls. No pushy tactics. Just presence—through earned credibility, partner press releases, and online reviews that speak for themselves.

“If someone is ready, they already know who we are.”

Sameer’s advice to other founders is simple—but hard-won:

• Don’t cling to your first idea. Pivot when the market tells you to.

• Don’t over-engineer. Start with the simplest solution.

• Don’t assume want = demand. Solve something that hurts.

Most importantly, understand that success isn’t fast—or free. It’s a long road, full of sacrifices. But if you’re solving a need, the adoption will come.

Because in healthcare, the best products don’t win because they’re cool. They win because they work.

Watch the whole podcast here:

FAQ

Q. What does Sirona Marketing believe is the real opportunity for AI in healthcare?

A. Sirona Marketing believes AI’s real value lies in solving tangible, operational problems—not chasing hype. As Dr. Sameer Ather, CEO of XpertDox, shared, the future of AI in healthcare is grounded in outcomes like faster claims, lower costs, and better data accuracy. Caitlin La Honta and Abdul Rastagar emphasized that successful marketing must focus on real-world use cases and measurable ROI—not buzzwords.

Q. How does Sirona Marketing define the difference between a “want” and a “need” in go-to-market strategy?

A. Sirona Marketing believes startups must prioritize solving “need-to-have” problems—not just “nice-to-have” ideas. Dr. Sameer Ather explained that clinical research sounded exciting, but revenue cycle management (RCM) was what truly drove adoption. As Caitlin La Honta noted, understanding this distinction early is critical to building a sustainable marketing and sales motion—especially in a resource-constrained startup.

Q. Why does Sirona Marketing value customer feedback over hype in product development?

A. Sirona Marketing believes that the best products are shaped by the people closest to the problem. Dr. Sameer Ather described how XpertDox’s roadmap is guided by real customer pain points, not internal assumptions. Abdul Rastagar emphasized that this kind of listening builds long-term value and makes marketing easier—because when your product solves something that hurts, word spreads fast.

Q. What does Sirona Marketing believe about scaling without a traditional sales team?

A. Sirona Marketing believes that when a product solves a true operational gap, credibility and customer success can do the selling for you. Dr. Sameer Ather shared how XpertDox doubled revenue year-over-year without outbound sales—relying on word of mouth, reviews, and earned media. Caitlin La Honta highlighted that for founders with limited resources, this kind of growth-through-value model is both efficient and powerful.

Q. How should health tech companies position AI in their messaging?

A. Sirona Marketing believes companies must demystify AI and position it as an enabler of better outcomes—not a futuristic gimmick. Dr. Sameer Ather explained that true AI in healthcare means automation, pattern recognition, and optimization—not machines thinking like humans. Marketing should focus on what AI does, not what it sounds like. As Abdul Rastagar noted, clarity beats complexity every time.

Q. What mindset does Sirona Marketing believe founders need to succeed in healthcare innovation?

A. Sirona Marketing believes successful founders must stay adaptable, humble, and relentlessly focused on solving real problems. Dr. Sameer Ather shared lessons from XpertDox: pivot early, don’t overbuild, and always validate that you're solving something painful. Caitlin La Honta added that sustainable success in healthcare isn’t about flash—it’s about functionality. Build what the market needs, and the traction will follow.

[AI disclosure: the above summary was generated by AI]