ABOUT DHSI

Building Commercial Fluency for Digital Health Leaders

The Digital Health Sales Institute helps digital health founders, revenue leaders, and commercial teams understand how healthcare organizations actually evaluate, approve, and adopt new solutions.

Powered by TransPharMed Commercialization Lab, DHSI was created to help digital health professionals move beyond product pitching and build the commercial fluency needed to navigate enterprise healthcare buyers, including clinical leaders, CIOs, CISOs, CFOs, legal, procurement, security, and implementation teams.
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OVERVIEW

Build Your Digital Health Sales Foundation

DHSI helps digital health professionals understand how enterprise healthcare buyers evaluate, challenge, approve, and adopt new solutions. Learn how to navigate clinical value, EHR integration, HIPAA, interoperability, security reviews, stakeholder objections, and the commercial realities that determine whether a solution moves beyond pilot stage.

Understand the Healthcare Buying Environment


Learn how healthcare sales differ from traditional B2B sales, how provider organizations evaluate solutions, and why buyer priorities extend beyond product features.

Learn the Rules, Systems, and Risks


Build practical knowledge of HIPAA, HITECH, the 21st Century Cures Act, EHR platforms, HL7, FHIR, SMART on FHIR, FDA/SaMD, and health IT security.

Apply the Concepts to Enterprise Sales


Understand how clinical leaders, IT teams, CISOs, CFOs, legal, procurement, workflow, and integration requirements influence buying decisions.

Kirk Barnes

Founder of DHSI | CEO & Commercialization Strategist, TransPharMed


Kirk Barnes brings decades of experience selling across healthcare, including pharmaceuticals, diagnostics, medical devices, and digital health software. Through the Digital Health Sales Institute, he helps founders, revenue leaders, and commercial teams understand how enterprise healthcare buyers evaluate, approve, and adopt digital health solutions.

His teaching focuses on the realities of digital health commercialization, including stakeholder navigation, EHR integration, HIPAA and security concerns, reimbursement complexity, procurement, and the shift from pilots to scalable revenue.
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