Latest / Becker’s Healthcare Podcast / AI-Powered Sales Intelligence for Healthcare with Jeff Feldgoise

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AI-Powered Sales Intelligence for Healthcare with Jeff Feldgoise · Becker’s Healthcare Podcast

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  - There's a small circle of people who truly
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  - understand what it takes to lead a health
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  - system right now. The decisions are enormous.
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  - The variables are constantly shifting, and the stakes
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  - of getting a call wrong don't stay contained.
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  - That's not a complaint. It's a structural reality.
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  - And it's why the most effective c suite
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  - leaders are deliberate about where they go to
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  - pressure test their thinking.
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  - Becker's fourteenth annual CEO and CFO roundtable
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  - brings together more than 1,500
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  - executive level attendees
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  - and nearly 400 speakers for four days built
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  - around growth, financial sustainability,
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  - workforce strategy, and the leadership questions that don't
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  - have easy answers.
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  - Join us November second through the fifth in
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  - Chicago.
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  - For the agenda and event details,
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  - visit beckershospitalreview.com
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  - and click on the events tab in the
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  - upper right.
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  - This is Scott Becker with the Becker's Healthcare
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  - Podcast.
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  - We're thrilled today to be joined by a
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  - brilliant founder and CEO.
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  - We're joined today by Jeff Feldgoys, and Jeff
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  - is the CEO of Revealed.
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  - He's also an MIT person, a very bright
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  - person. He's gonna tell us a little bit
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  - about what he's doing, how he ended up
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  - in this space,
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  - and a lot more. I know that by
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  - background, you've got this fascinating background of architecture
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  - and computer science. Tell us about how one
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  - goes from a master's in architecture
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  - and computer science and varsity lacrosse
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  - to to now being the founder of a
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  - health care tech company
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  - and and and so forth. Jeff, tell us
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  - a little bit about yourself and about Revealed.
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  - Thanks, Scott. And thank... Thanks for having me
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  - on the podcast today. So, yeah, my background
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  - is,
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  - is varied. There there there is a common
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  - theme though of of solving problems,
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  - solving problems
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  - in the physical world once upon a time,
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  - and then really for most of my career
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  - solving,
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  - solving problems with software.
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  - Have been working in the health health care
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  - vertical now for probably,
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  - now it's close to fifteen years,
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  - the fintech world before that, and and really,
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  - enjoy
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  - understanding,
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  - you know, what,
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  - what moves the needle for businesses and then
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  - how to how to get there most, most
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  - effectively. So... Yeah. So Revealed
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  - is, today,
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  - focused on the problem of
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  - selling into the health care vertical and is
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  - enterprise,
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  - health care intelligence, and that's, that's what we're,
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  - that's what we're focused on. Thank you. And
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  - tell us a little bit about what does
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  - Revealed do? What's what's the core of what
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  - you do? Why do health systems work with
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  - you? Tell us a bit about what you
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  - do and what you're trying to solve.
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  - Yeah. So so revealed is really everything you
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  - need to know about enterprise health care buyers.
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  - So that's payers, providers,
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  - pharma. And and we bring it all together
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  - in one place. We continuously
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  - update it, and it's curated
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  - for each vendor's team. So what is the
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  - the solution that they're selling? Who are their
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  - buyers within the within the health care organization?
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  - So we really curate that that set of
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  - intelligence for for each of the vendors and
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  - really make it highly accurate. And then I'd
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  - I'd say the second piece, which is probably
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  - even more important, is intelligence is is useful,
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  - but really what you wanna do is is
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  - get results. And how do you operationalize
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  - the information? How do you make it,
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  - turn into
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  - booked meetings? How do you make it, get
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  - you in front of the right people? So
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  - we're we're, we're doing both of those things.
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  - We're we're building that curated intelligence, and then
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  - we've we've got, we've got tools that really
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  - help teams operationalize it, within their, within their
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  - AI systems.
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  - In in in how did you get it
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  - started, and what advice would you give to
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  - other founders? How did you get going? I
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  - mean, really remarkable.
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  - And what advice would you give to other
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  - emerging founders?
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  - Yeah. So,
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  - so I... I've... Like I said, been building
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  - in in the vertical. Last company, I was
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  - leading product and engineering for a medical weight
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  - management company that we built up
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  - and,
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  - and IPO'd.
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  - This was,
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  - actually during COVID
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  - and ran around, not not only The US,
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  - but the world,
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  - helping helping our commercial team sell,
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  - sell to, large health care institutions
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  - and smaller practices as well
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  - and really really learned about the problem. So
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  - I think, you know, understanding the problems intimately
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  - is is extremely important. You really you really
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  - have to walk the walk and live live
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  - the problem along along with the people that
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  - you're solving it for.
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  - And my cofounder,
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  - was was also, building a health care, radiology
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  - AI business. So he he, he has the
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  - scars as well of selling into the vertical.
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  - And we really just said to ourselves, there's
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  - there's gotta be, there's gotta be a better
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  - way, an easier way to help teams with
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  - less effort and just more, more clarity be
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  - able to
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  - be able to bring,
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  - innovations into into the health care vertical. So
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  - we really started with a broad problem. We
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  - spent a lot of time,
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  - talking about the problem with, the people that
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  - we're trying to solve it for and then
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  - then really got to the solution later. So
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  - we we spent, quite quite a bit of
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  - time in the in the problem in the
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  - problem area. And I... I'd I'd recommend that
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  - really to anyone. Don't don't jump to solutions
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  - too quickly. Really try to understand the problem
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  - intimately,
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  - live the problem,
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  - have have a few scars from, from struggling
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  - with it, and and you'll have a a
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  - better solution in the end.
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  - So I'm gonna say a name, and I'm
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  - gonna ask you to give us your response
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  - and the first thing that comes to your
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  - mind, and you'll let me know when you're
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  - ready for this. Alright.
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  - I'm gonna do three of these very quickly.
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  - First, Peter Lynch.
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  - Amazing investor
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  - who
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  - who really
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  - got into those details, understood
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  - the the the details of the problem in
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  - order to come up with the investment thesis.
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  - Tom Brady or Bill Belichick.
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  - Incredible students
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  - of of the game
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  - and really, again, you know, say say say
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  - the same thing again.
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  - Understand
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  - the the problem, study it study it hard,
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  - and and be be persistent about that.
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  - The best restaurant
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  - in Brookline.
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  - That's a that's a tough one. We actually
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  - have a we have a bunch of of
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  - really good ones.
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  - I'm gonna go a little lowbrow here and
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  - say The Abbey is an Irish pub that
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  - I I I love going to. They have
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  - they have
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  - a a limited menu of just excellent food.
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  - And and beyond that, it's it's the the,
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  - it's the experience overall, the experience that they
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  - bring. So, you know, if I was to
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  - take that back to,
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  - the business world, can you can you deliver
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  - a solution for your customer
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  - that is is not just handing them software,
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  - but really giving them,
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  - a a full a full experience, full solution.
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  - We we really believe in that with our
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  - And, Jeff, we're gonna come back to health
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  - care in one second. I promise you. I
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  - promise you. I have two more quick questions.
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  - Yeah. Mark Sibyl in soccer or Jeff Feldgoys
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  - in lacrosse?
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  - I
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  - am not sure where you're going with that
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  - exactly, Scott, but I'll, I'll I'll tell you
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  - about,
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  - soccer is is a is a huge passion
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  - of mine. I'm a big supporter of Arsenal.
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  - I play every week myself,
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  - love the game, and think, you know, there's
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  - there's a there's a ton to be
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  - enjoyed, learned, from from the game. Who is
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  - a better soccer player? You or doctor Mark
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  - Sibyl?
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  - Well, that... That's a that's a that's a
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  - tough one. We we, we talk about the
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  - game. We actually haven't played on the on
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  - the on the pitch together,
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  - yet. So that's, that's maybe something for us
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  - to do still. So so talk... Let me
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  - take you back to revealed. I promised I
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  - would. Tell us about sort of where you're
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  - most focused and excited this coming year and
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  - where you feel like you're having the most
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  - impact with health care systems.
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  - Yeah. So so I I... Just to be
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  - clear, you know, our customers are health care
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  - vendors.
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  - So we are... We're helping,
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  - you know, companies that are, say, selling,
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  - radiology
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  - AI software into health systems. Some of our
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  - customers sell,
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  - staffing services. Others others sell, revenue cycle management
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  - software. You you name it. Basically, anything
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  - that, that is sold into enterprise health care,
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  - we have, we have customers that are that
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  - that are selling those those types of things.
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  - So
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  - we we are we are really excited,
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  - to help those those customers,
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  - as I was saying before, operationalize
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  - their go to market.
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  - We're seeing a ton of rev ops engineering
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  - growth within our our customer base. So this
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  - is these are engineers that are focused in
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  - the go to market space.
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  - Teams don't want to, you know, expand their
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  - sales teams massively. What they wanna do is
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  - make those teams much more efficient.
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  - And so they're hiring,
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  - and they're building, these, sales enablement rev ops
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  - functions to do that. And so operationalizing,
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  - sales intelligence, being able to automate workflows,
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  - doing that within cloud, within,
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  - chat GPT is something that we're seeing as
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  - a as a massive trend among our customers.
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  - And so we're really excited
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  - to help them do that. And so we
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  - have we have apps that run within cloud,
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  - within GPT... Chat GPT
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  - that operationalize things like,
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  - making sure that the CRM is is fully
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  - up to date and and clean, doing signal
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  - based outreach,
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  - prioritizing accounts so that so that the team
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  - is focused on the the highest value opportunities,
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  - the the the opportunities that are most likely
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  - to to move forward. So we're doing we're
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  - doing those sorts of things with our customers,
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  - and we're seeing that as a as a
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  - as a really big trend. The the go
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  - to market space is is really transformed with
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  - with the new AI
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  - tools that are out there, and and teams
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  - are adopting them very aggressively.
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  - Thank you very, very much. And and, Jeff,
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  - you've done an incredible job throughout your career.
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  - Take a moment and tell us. You were
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  - also
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  - a Manuel Fellow.
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  - Can you take a moment on that experience?
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  - Was that for for a technology health care
• 9:56
  - startup founder? That must be an amazing experience.
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  - Can you tell us just a bit about
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  - that?
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  - Yeah. Absolutely.
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  - So great experience. So that was a,
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  - a year fellowship.
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  - It's actually where,
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  - kareem my co founder and I met we
• 10:12
  - were both menlo fellows So really credit,
• 10:15
  - credit menlo ventures with bringing us together
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  - and the the fellowship was really a,
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  - a a way for
• 10:23
  - a 100 or so exited founders, people who
• 10:26
  - were thinking about what was next, looking to
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  - solve, the next problems to come together in
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  - a in a curated way with Memlo Ventures
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  - to really explore the the problem space. So
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  - we,
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  - we we met. We both, we both talked
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  - about our experiences selling into the health care
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  - vertical and talked about,
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  - solving these problems. So,
• 10:45
  - great great group of people,
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  - you know, highest respect for, the investors at
• 10:50
  - Menlo Ventures and and really
• 10:52
  - think, they're doing amazing work there.
• 10:55
  - Jeff, amazing work that you're doing with companies
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  - in the health care space that are trying
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  - to reach their customers,
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  - trying to do so in an efficient way
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  - with their sales and growth teams. I I
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  - wanna thank Jeff Felgoyse,
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  - cofounder revealed,
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  - for joining us today on the Becker's healthcare
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  - podcast. Jeff, what a pleasure to visit with
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  - you. Thank you so much. Thank you, Scott.
• 11:15
  - Appreciate it, and really enjoyed the conversation.