Swaay.Health Podcast

Stop Marketing Like B2B SaaS: Why Healthcare Should Follow the Aerospace Playbook

Healthcare and the aerospace industry share a lot more airspace than you might think. We always hear about the regulations and the high stakes. What happens when you look at how these massive industries handle marketing? Swaay.Health sat down with Wayne Barringer, CEO of Jaro Group. Barringer spent years working in the communications and creative teams at Boeing and now consults in healthcare. He breaks down why finite markets force a shift from lead generation to deep sales support. He also explains how infrastructure lock-in dictates the buying committee. Barringer shares why marketing teams need to stop saying yes to every sales request and start helping their business partners think.

When AI Lies Louder, Trust Matters More

As AI-powered search tools become the first stop for healthcare buyers, patients, and caregivers, the rules of discoverability are changing. People aren’t searching for links anymore. They’re searching for answers. That shift has major implications for healthcare marketers, communicators, and PR professionals who have spent years optimizing websites, building thought leadership programs, and earning media coverage. In a recent conversation, I sat down with Ivan Ruiz [https://www.linkedin.com/in/ivanruizdesign/], Partner of Integrated Strategy, Health & Business Development at FINN Partners [https://www.finnpartners.com/], to discuss how AI is reshaping content discovery, why trust is becoming the most valuable currency online, and what healthcare organizations need to do now to ensure credible voices rise above the noise. THE BIG TAKEAWAYS * AI favors answers, not websites. * Earned media fuels trust. * Visibility requires more than SEO. * Content needs structure and depth. * Experts must sound more human. * Trust wins in the AI era. * Gated content may be holding you back. AI DOESN’T SURFACE LINKS. IT SURFACES ANSWERS. For years, healthcare marketers focused on helping people find content. Today’s large language models (LLMs) are increasingly bypassing that step entirely. Patients and healthcare consumers are asking conversational questions and receiving direct responses from AI tools like ChatGPT, Gemini, Claude, and Perplexity. As Ivan noted during our conversation, these systems meet people where they are, responding in the same natural language they use to ask questions. That means brands must rethink how they create content and start answering real-world questions the way real people ask them. EARNED MEDIA IS BECOMING A TRUST SIGNAL If AI is the new gatekeeper, earned media is becoming one of its most important trust signals. LLMs pull information from across the web, but they tend to place greater weight on credible sources, expert voices, and reputable publications. Ivan and I touched on how healthcare PR now serves as a critical filter for truth. Media coverage featuring respected clinicians, researchers, and executives helps establish authority and increases the likelihood that trusted information is surfaced when people seek answers online. VISIBILITY REQUIRES MORE THAN SEO Many organizations assume strong SEO automatically translates into AI visibility. Increasingly, that’s not the case. One of the first recommendations Ivan told me that he recommends to his clients is conducting an AI visibility audit. He told me that organizations are often surprised to discover they have little to no presence across major LLMs despite ranking well in traditional search. The reason is simple: AI systems reward expertise, depth, authority, and relevance, not just keywords. STRUCTURED CONTENT WINS Another key shift is how content is organized. Healthcare marketers have long been trained to create concise web copy, but AI systems are looking for both clarity and depth. Ivan recommends structuring content with clear headlines, summaries, and easy-to-scan formats while also providing deeper layers of information for those who want to explore further. His advice? Every page should have a “double click.” A visitor should be able to quickly understand the basics and then access richer, more authoritative content beneath the surface. TRUST STARTS WITH HUMAN VOICES Perhaps the most important takeaway from the discussion was the need to elevate expert voices. Whether it’s medical leaders, researchers, executives, or clinicians, organizations need to help their experts communicate in ways that are approachable and conversational. Patients don’t want a 75-page PDF. They want someone to explain a complex issue in language they can understand. As AI continues to reshape healthcare information discovery, the organizations that build trust through authentic expertise, accessible content, and credible earned media will be the ones that stand out. Learn more and connect with the FINN Partners team: * Ivan Ruiz: ivan.ruiz@finnpartners.com [ivan.ruiz@finnpartners.com] * Andrea Delafield: andrea.delafield@finnpartners.com [andrea.delafield@finnpartners.com] * FINN Partners: www.finnpartners.com [http://www.finnpartners.com/]

Stop Wasting Content: How to Turn Thought Leadership Into Lead Gen

Are you keeping your brand awareness and lead generation efforts separate? Treating these as isolated marketing initiatives is a great way to waste your best content. Swaay.Health sits down with Mary Tindall, Founder and Principal, and Patricia Chaney, Content Lead at Calliope Communications. They detail how to use your top thought leadership assets to actively generate qualified leads. You will discover how to turn existing sales education into anchor content and why a real distribution plan is critical for B2B healthcare success.

Rebranding a Legacy EHR: Inside the Strategy at Greenway Health

Rebranding an established company carries risk. Get it wrong and you throw away years of brand equity. Brandy Kline, VP of Marketing at Greenway Health, sits down with Swaay.Health to share the exact strategy behind their recent corporate refresh and the launch of their Novare platform. We cover the mechanics of updating a legacy visual identity, the absolute necessity of internal change management, and the process of designing a new booth for the HIMSS floor. Marketers will see how to modernize a presence without abandoning deep clinical trust.

Pride and Gluttony: Are These Two Sins Derailing Your Marketing Strategy?

It is incredibly easy to fall into the trap of plastering clinical rankings across a billboard or relying on standard hospital tropes. This is the “marketing sin” of pride and it can derail your marketing efforts. The reality is that patients crave empathy and clear communication over a list of corporate trophies. Christian Barnett, Group Lead Strategy and Creative at Unlock Health, sat down with Swaay.Health at #MASHSMD26 in full dandy-devil costume to break down the seven deadly sins of healthcare marketing. We discuss why "Pride" and "Gluttony" quietly sabotage patient trust and how marketers can reposition their campaigns to drive real behavioral change.