Rose Kozar

Vice President, Client Solutions at Courier Health

Insights & ideas

Rose Kozar argues that the most overlooked skill for founders is the ability to effectively articulate value, rather than focusing purely on product [1]. Her recurring hot take is that no one cares about the software itself, only about whether it demonstrably makes a customer's life easier or helps them make more money [1]. She stresses that founders must also coach customers to be able to speak to that value themselves, since this reinforcement pays off in future sales motions and recurring revenue [1].

Kozar's central theme is that closing a deal is only the beginning, not the end, of the customer journey, and that founders frequently underinvest in post-sales work because early sales wins feel like a finish line [1]. She champions the quarterly business review (QBR) as a structured, recurring mechanism to review value delivered and plan future value with clients, reframing it not as a burdensome ask but as a mutual win that protects against churn and builds toward an evangelical champion at every client [1].

Experience

1. 
   Vice President, Client Solutions

   Courier HealthAug 2023 to Present
2. 
   Director, Client Solutions

   Courier HealthSep 2021 to Sep 2023
3. Director, Solutions Consulting

   ActionIQJan 2019 to Aug 2021
4. Engagement Director

   ActionIQJun 2017 to Apr 2019
5. Engagement Manager

   Applied Predictive TechnologiesSep 2015 to May 2017
6. Business Consultant

   Applied Predictive TechnologiesAug 2013 to Aug 2015
7. Business Consultant Intern

   Applied Predictive TechnologiesJun 2012 to Aug 2012
8. Executive Leadership Team Intern

   GTECH S.p.A.Jun 2011 to Jul 2011

Education

• The Wharton School · Bachelor of Science, Economics; Finance and Operations Concentrations
• The Hong Kong University of Science and Technology · Study Abroad
• Smithfield High School

Media & appearances

• What Founders Don’t Know About QBRs, with Rose Kozar, VP of ...

  Rose Kozar, VP of Client Solutions at Courier Health, discusses quarterly business reviews (QBRs) as a structured quarterly meeting with clients to demonstrate value delivered and plan future value. She emphasizes that founders often overlook post-sales work, arguing that signing a customer is only the beginning of the journey and that founders should focus on effectively articulating and reinforcing customer value to prevent churn and build recurring revenue.

• What Founders Don’t Know About QBRs, with Rose Kozar, VP of ...Apr 22, 2025
• Rosaria Kozar's Podcast Credits & Interviews | Podchaser

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