Risk Never Sleeps Podcast — Episode #202

Title: AI Is Everywhere… So, Why Is Everyone Still Confused?
Host: Ed Gaudet
Guest: Cambrey Ware, Chief Commercial Officer at Censinet
Release Date: March 31, 2026

Episode Overview

In this lively and candid conversation, Ed Gaudet sits down with Cambrey Ware, Chief Commercial Officer at Censinet, to explore the confusing state of AI adoption in healthcare. They discuss the disconnect between AI hype and reality, the pace of change in health systems, leadership lessons, and the human side of working in healthcare risk management. Along the way, Cambrey shares insights into building relationships, personal growth, and what truly fuels success in a demanding, mission-driven field.

Key Discussion Points and Insights

1. The AI Hype Cycle in Healthcare

• AI Ubiquity and Confusion ([01:46])
  • There is significant “confusion about AI” in healthcare.
  • Many claim to have AI features, but not all truly do.
  • “There's a general consensus that everyone says they have AI, whether or not they actually do.” – Cambrey ([01:56])
• Adoption Divide
  • Health system executives are divided: some are “leaning in,” others are waiting to see how things play out.
  • Some don't have any “AI governance in place,” while others are maturing their programs.
  • “It's a mixed bag for sure.” – Cambrey ([02:36])

2. Cambrey’s Path to Healthcare

• Organic Entry into Healthcare ([02:45])
  • Cambrey started at CareerBuilder in Nashville, assigned to healthcare by chance due to the local market.
  • “I didn't seek it out. I just sort of landed there...” ([03:38])
• Progression Through Relationships
  • One of her clients recruited her, kickstarting a 20+ year career in healthcare technology.

3. What Drives Success in Sales and Health Tech

• Passion for Winning and Problem Solving ([04:27])
  • “I love winning. I'm very competitive. I also, I'm a problem solver by nature.”
  • Building relationships and solving client problems are central motivations.
• Relationship Depth in Healthcare
  • Healthcare relationships are distinctively “stickier” and “deeper.”
  • There’s a sense of “trauma bond” from shared experience and unique perspectives. ([05:08])
  • “Health care is really unique because we're all patients or friends or family, and we work in the business... Other industries don't have that.” ([05:12]-[05:49])

4. Challenges & Opportunities in Healthcare Cybersecurity

• Evolving at Censinet ([06:14])

  • Excited to “rebuild a team” and “take it to the next level."
  • Worries about uncontrollable factors: M&A activity, regulatory, and political environments.

• Surprises at Censinet ([07:17])

  • “How much such a small team has been able to accomplish.”
  • Censinet truly “punches above its weight class.”
  • The value and impact of cybersecurity in healthcare is much larger than it appears at first glance.
  • “We're helping people actually build and stand up programs where they don't exist already. That's. I wasn't expecting that.” ([08:49])

• State of Health System Readiness ([08:44])

  • Many organizations still rely on “spreadsheets,” manual, outdated processes.

5. Life, Leadership, and People

• Work-Life Balance & Career Advice ([15:43])

  • “At the end of the day, we are selling technology. This is not rocket science. This is not brain surgery. If you take a beat, no one's gonna die.” ([15:28])
  • “The work will be here. If you don't get back to that email today, it will be here tomorrow.” ([15:34])

• Leadership Lessons ([13:16]-[15:43])

  • Importance of aligning work with products and companies that enable you to “call CEOs and they take your call.”
  • Be strategic and picky about opportunities.
  • Find joy and purpose in work: “If you're not happy at work... you're going to have a miserable life, honestly.”

• Advice to Early-Career Listeners ([20:08])

  • Learn to work with AI, not just fear being replaced by it.
  • “People who are going to thrive are the people who know how to work with AI.” ([20:14])
  • In healthcare careers, know your “why”—a genuine, personal reason for being in the field is essential.

6. Personal Passions & Risk-Taking

• Travel, Law, and Growth ([09:25])

  • Cambrey dreams of being a travel influencer or possibly returning to law.

• Riskiest Thing ([11:44])

  • Taking a gondola ride to Mont Blanc in the Alps despite a fear of heights: “I basically had a panic attack... but once I got up there, I felt really proud of myself and accomplished.” ([12:00])

• Five Desert Island Albums ([17:38])

  • Cambrey’s eclectic picks include:
    • “Dookie” by Green Day
    • “Smells Like Teen Spirit" by Nirvana
    • “Celebrity” by NSYNC
    • “Red” by Taylor Swift (her ultimate favorite)
    • The “Tonic” album (name unmentioned)
  • Nostalgia for ‘90s music, and love for Taylor Swift: “She's my therapist. She's my best friend. No, she's not.” ([17:45])

7. Healthcare as a Calling

• On Genuine Motivation ([21:34])
  • Success requires sincere passion and a personal connection to healthcare’s mission.
  • “If you can't relate some sort of personal connection to why you want to be a part of this industry, you will get eaten alive.” ([21:34])
  • “If you don't have that passion, then you're also not going to have the curiosity... There’s a level of sincerity that people can see through.” ([22:13])

Notable Quotes & Memorable Moments

| Speaker | Quote | Timestamp | |-------------|-----------|---------------| | Cambrey | “There's a general consensus that everyone says they have AI, whether or not they actually do.” | [01:56] | | Cambrey | “We're helping people actually build and stand up programs where they don't exist already. That's. I wasn't expecting that.” | [08:49] | | Cambrey | “At the end of the day, we are selling technology. This is not rocket science. This is not brain surgery. If you take a beat, no one's gonna die.” | [15:28] | | Cambrey | “People who are going to thrive are the people who know how to work with AI.” | [20:14] | | Cambrey | “If you can't relate some sort of personal connection to why you want to be a part of this industry, you will get eaten alive.” | [21:34] | | Cambrey | “I love winning. I'm very competitive. I also, I'm a problem solver by nature.” | [04:27] | | Cambrey | On favorite music: “I'm a huge Swifty. I love Taylor Swift. She's my therapist. She's my best friend. No, she's not.” | [17:45] | | Cambrey | (On facing fears) “I was terrified... but once I got up there, I felt really proud of myself and accomplished.” | [12:00] | | Ed Gaudet | “It will kind of hurt your soul, I think, because you won't be able to really understand and appreciate why others do it.” | [22:03] |

Timestamps for Key Segments

• [01:46] — Cambrey’s take on the “AI confusion” at industry events
• [04:27] — What drives Cambrey in sales and relationship-building
• [05:08] — Why healthcare relationships are unique
• [07:17] — Initial surprises in joining Censinet
• [08:44] — Manual processes and program-building in health systems
• [11:00] — Advice to 20-year-old self
• [13:16] — Greatest leadership lesson
• [15:28] — “No one’s gonna die” sales advice
• [17:38] — Five favorite albums (and Taylor Swift love)
• [20:14] — Advice: Work with AI to stay relevant
• [21:34] — Why a personal connection in healthcare is a must

Conclusion

This episode offers both a sharp and heartfelt look at the real issues facing healthcare technology and cybersecurity leaders today, especially in the age of AI. Cambrey Ware brings authenticity, humor, and practical wisdom to the discussion, emphasizing that passion, relationships, and adaptability are essential—whether you’re selling software, growing a career, or riding a gondola up a mountain.

For those considering a career in healthcare (or already deep in the trenches), this episode is a refreshing reminder of both the challenges and the deep rewards found when you know your “why” and embrace change with curiosity.

To learn more or listen to other episodes, visit: censinet.com