30:14 to watch
In this episode of the Claim to Fame podcast, Alex and Wayne interview Brian Nannie from Notable Systems. Brian shares his extensive experience in the DME and HME sectors, including his 14-year tenure at Lincare, where he served as Chief Data Officer.
What’s Covered?
Brian discusses the transformative power of AI automation in addressing common industry challenges, emphasizing problem-solving, data optimization, and meaningful business impact. He highlights Notable Systems’ unique hybrid approach to AI, their consultative methodology, and the importance of a data-driven culture. The conversation also touches on the transition from large enterprises to agile tech environments and the relevance of proactive metrics in the industry. Brian offers valuable advice for operators aiming to establish a data-centric culture.
Podcast Transcription
Podcast Episode: Automating the Future of DME: Insights from Notable Systems’ Brian Nannie
Guest: Brian Nannie, VP at Notable Systems
Hosts: Alex & Wayne (NikoHealth)
(00:00) The Common Thread in a Career Built on Problem-Solving
Brian:
If I reflect back over my career, the common thread has always been problem-solving at scale — using data and process optimization to make things work better.
Alex:
At Notable, what sets you apart? What kind of work are you doing in the DME/HME space?
Brian:
Notable isn’t new. We’ve been around since 2017 — long before the big AI hype. We were solving real problems for DME and HME providers years ago.
(00:27) Why Change Fails — and How to Get Buy-In
Wayne:
What lessons have you learned about getting buy-in for big organizational change?
Brian:
It always starts with why.
Why automation? Why AI? Why change at all?
If people feel change is happening to them, not for them, they’ll resist. My goal has always been the same: remove friction, improve outcomes, and deliver measurable value.
(01:01) Introducing Brian Nannie & Notable Systems
Alex:
We’ve got Brian Nannie from Notable Systems with us today. Brian, how are you?
Brian:
Doing great. Thanks for having me.
I spent 14 years at Lincare, working across revenue cycle management and eventually serving as Chief Data Officer. Recently, I joined Notable Systems, where we focus on AI automation specifically for the DME and HME space.
I discovered Notable years ago and was blown away by the work they were doing. I knew I wanted to be part of the team.
(02:18) The Common Denominator Across Billing, Data, and Strategy
Wayne:
What connects your journey from billing ops → data science → strategy → AI?
Brian:
Problem-solving at scale.
In billing, I saw firsthand how manual the work is — paperwork, compliance hurdles, inefficiencies that hurt patient care.
I realized early:
Data becomes a superpower when it’s actionable.
That led me into analytics, then AI. But the mission stayed the same: remove friction, improve outcomes, and deliver measurable business value.
(04:19) Lessons Small DME Providers Can Use Today
Alex:
Lincare is huge. What advice do you have for smaller DME providers?
Brian:
Big or small, everyone faces the same challenges:
- manual workflows
- compliance complexity
- unpredictable volumes
- pressure to grow with fewer resources
The biggest barrier to progress is often the limitations we put on ourselves.
There are solutions. Don’t assume you’re stuck.
(06:36) What Makes Notable Systems Different
Wayne:
What sets Notable apart?
Brian:
Three things:
- We’re not new. We started in 2017 — pre–large language model hype.
- Hybrid AI approach. LLMs are powerful but can be slow, costly, and unpredictable.
We combine LLMs with lightweight, fast, structured models for predictable results. - Deep industry expertise. Notable is full of people who’ve lived revenue cycle, billing, and DME operations.
We don’t guess — we know the workflows inside out.
And we’re consultative.
We deploy forward-engineers who go inside organizations to design automation around their actual workflows.
No “square peg in a round hole” solutions.
(10:39) What’s Ahead: Agentic AI & Reducing Admin Burden
Wayne:
What’s on the horizon for Notable?
Brian:
We’re building toward an agentic AI experience — systems that don’t just automate tasks but coordinate processes across the workflow.
The goal isn’t to replace people.
It’s to remove administrative burden so teams can focus on patient care.
Healthcare is personal. AI should support that — not dilute it.
(14:12) The Admin Burden: A $0.25 of Every $1 Problem
Brian:
Admin overhead in healthcare is enormous — nearly 25 cents of every dollar.
Automation isn’t a luxury anymore. It’s survival.
(14:36) The Top 3 Problems DMEs Ask Notable to Solve
- Document extraction. Automating structured data capture from faxes, emails, e-referrals.
- Qualification & medical necessity. Preventing denials before they happen with automated qualification (PGS).
- Identifying additional opportunities. From missing accessories to optimized patient care pathways.
On the back end, we’re also building tools for audits, appeals, and denial management.
(18:40) Misunderstood Metrics: Leading vs. Lagging Indicators
Alex:
What metrics do DME leaders misunderstand the most?
Brian:
Lagging indicators — especially denials.
By the time a denial hits, the damage is done.
Focus on leading indicators:
- workflow cycle time
- validation accuracy
- documentation quality
- front-end qualification
Denial prevention is where real margin protection happens.
(21:45) Why Big Change Requires the “Why” + Champions
Brian:
Buy-in comes from answering the why — and getting champions at every level.
Executives, middle managers, frontline staff — all must see the value.
When people understand the purpose, adoption skyrockets.
(24:57) Lincare vs. Startup Life
Wayne:
How’s the shift from a 14,000-employee company to a fast-moving tech org?
Brian:
It’s like going from steering a cruise ship… to a kayak.
At Notable:
- decisions move fast
- you can pivot quickly
- you feel impact immediately
It’s exhilarating — and customers feel the difference too.
(27:16) Advice for Building a Data-Driven Culture
Brian:
Don’t build dashboards for the sake of dashboards.
Start with a business problem.
Data is crude oil — it must be refined to be useful.
Insights must be actionable and embedded into workflows, or they won’t drive change.
(28:38) Rapid-Fire Round
Excel or Python?
Excel for most people, Python for power.
Power BI or Tableau?
Tableau.
Early bird or night owl?
Early bird — quiet mornings = productivity.
Camping or luxury hotel?
Camping.
Speak in riddles or rhymes?
Riddles.
Be the funniest or smartest in the room?
Funniest.
(29:44) How to Reach Notable Systems
Brian:
Visit the Notable Systems website or email me at brian@notablesystems.com.
Alex:
Thanks, Brian! Great episode.
Wayne:
Thanks again — and thanks to all our listeners for tuning in.
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