The #Get2A podcast series focuses on issues and advice relevant to startup founders who are preparing to raise their Series A round of funding. Metrics, scaling, partnerships, growth hacking, and brand building. These are just a few of the topics we have already covered, and there is much more to come!
Handling and manipulating patient information is critical for health tech startups, but, in dealing with patient medical information, known as protected health information (PHI), startups must be well-versed in how to remain compliant. In this webinar discussion, we will break down the various components of HIPAA, including the privacy rule, the security rule, and the breach notification rule. We will also discuss what HIPAA applies to, the consequences startups can face when health information is wrongfully disclosed, and other issues startups commonly face.
Our panel includes experts on the issue such as Balaji Gopalan, CEO of MedStack; Erik Pupo, Managing Director, North America at Accenture; Lauren Rieben, Director of Privacy at Independence Blue Cross; and Abner Weintraub, Founder of ExpertHIPAA.com. Join us to better understand how HIPAA and other federal, state and international privacy regulations affect your business.
Driving sales to the win column requires more than a CRM SaaS platform. In healthcare B2B sales, the points of sale are more like a scatterplot of sales, consisting of a team of buyers, users, and other principals. These various stakeholders must come to an agreement that your solution can show results and fits nicely into the organization’s workflow. How to you create an efficient process for advancing sales opportunities from awareness to single advocacy to group buy-in to opportunity close. We’ll lay out how these founders turned their sales prospects into actual customers.
Ravat Bhutani, Sr. Management Consultant at Market Edge
Nick Culbertson, Founder of Protenus
Kevin Keenahan , Founder of Tissue Analytics
Gregor Hoffman, Founder of Genoa Telepsychiatry
It has never been a better time to be a startup trying to leave a mark on the healthcare space, but sales remains a major challenge. Founders must deal with limited budgets, a web of various stakeholders, interoperability issues, and regulation. And this does not even take into account the clinical trials healthcare founders must complete to provide evidence-based solutions when pitching healthcare customers.
Many startups are under-capitalized to sustain the wickedly long sales cycles in healthcare. We'll be discussing some hacks and tools that can take the edge off of the process and give founders a fighting chance to sell to health enterprise companies.
This podcast dives into…
-Developing a solution centric sales approach
-Account management issues specific to healthcare
-Ways to shorten the sales cycle
"I'll just get a CPT code." Good luck with that! What does it really take for a payer to reimburse providers for your product? What is the reimbursement decision process that payers use to decide whether to cover a new technology? Coverage, coding, and payment are the three pillars of a reimbursement strategy, and this webinar will cover each of these topics so founders can develop a strategic plan early in the product development process to ensure a positive coverage and reimbursement outcome. Hospitals and physicians may love your startup, but public and private payers reimburse, so they set the rules. Startup founders will learn…
How to create a reimbursement strategy
How to use clinical trials to support coverage decisions
How the CMS coverage process differs from the way private payers reimburse
Meghan Fotopoulos | Accenture | Managing Director | @accenture
Sidonia Swarm | Real Dietician | Founder | @sidoniarose
Daniel Brown | IBX | Director, Provider Reimbursement | @IBX
Moderated by Moe Rinkunas of Dreamit Ventures
As the overall healthcare landscape moves away from more traditional fee for service models, startups must also adapt their pricing models to better align with changing perceptions of value in the market and how providers and insurers will be willing to purchase their solutions. This podcast discusses the pros and cons of standard reimbursement, risk-sharing, and patient pay models. What has worked, and what has not worked? How can a startup find the right pricing and reimbursement strategy in order to achieve maximum profitability?
Eric Steager | Director of Innovation at IBX | @IBX
Kyle Robertson | Founder of NarrativeDX | @NarrativeDx
Victor Abiad | Senior Principal in Health Strategy at Accenture | @accenturehealth
This webinar panel brings together executives from some of the most forward thinking payers and providers to discuss the complex ways that various stakeholders in the healthcare value chain interact with each other. The goal of this webinar is to understand and explain what drives purchasing decisions at payers and providers. How do startups best meet the needs of their customers by adapting to the financial drivers that guide how healthcare decisions are made?
Shivan Mehta MD | Associate Chief Innovation Officer at Penn Medicine
Todd Dunn | Chief Innovation Officer at Intermountain
Aidan Petri | Chief Innovation Officer at Ximedica
Steve Barsh | Chief Innovation Officer at Dreamit
Updating your investors is important for a variety of reasons. Investors can be early users of your product or put you in touch with enterprise clients in their network. They also have a large incentive to see you succeed and will be brutally honest with their feedback. Keeping them updated and interested in your startup is crucial, especially if you are planning to raise future rounds of funding. This panel will provide strategies for giving investors the information they need to help your startup.
Matt Loper, Wellth
Amrit Richmond, CMYK Ventures
Mike Preuss, Visible.VC
Some topics covered include...
What should you include in investor updates?
How do you break bad news?
How long should investor updates be?
Should you have direct asks in your updates?
How do you manage investor communications without it becoming a time suck?
How often should you write to investors?
Human resources is consistently listed as one of the biggest challenges that startups founders face. This critical function is often taken for granted, but good HR policy create the culture a startup needs to ensure success. HR encompasses challenges like recruiting, development, corporate culture, information sharing, product management, and company vision.
Anthony Onesto, Founder of Smart Up
Linda Hollinshead, Partner at Duane Morris
Jenny Goltz, Partner at Cozen O'Connor
Hiring and Firing
What are the best questions to ask in interviews?
Legality of Interview Questions
Changing Nature of Work and How it Affects the Type of Employee You Hire
Legal Checklist when Firing an Employee
If you are a founder looking for funding for your startup, do not rule out looking for funding outside the continental United States. Europe and Asia boast extremely active venture ecosystems. China, in particular, has become a major source of venture funding in recent years. What are pros and cons with working with overseas investors? This panel will discuss how to find overseas investors, what overseas investors look for in startups, and how you can utilize overseas investors to your advantage.
Kevin Keenahan, Founder of Tissue Analytics
Isabelle Freidheim, Investor
Arben Kane, Dreamit Capital
This panel provides a framework to successfully negotiate term sheets. A panel of legal experts with a track record of working with startups will discuss the important pieces of a term sheet that you should always negotiate, how to think about valuation and dilution, how the liquidation preference might affect the return for founders, how you should think about the makeup of the board of directors, founder vesting, anti dilution protection, and much more.
Jeff Bodle of Morgan Lewis
Richard Cohen of Duane Morris
Karen Griffith Gryga of Dreamit Ventures
A panel of VCs share stories and advice on the most common mistakes that founders make when pitching to VCs and giving demos of their products. First impressions are critical, especially for time-strapped investors. Learn how to most effectively use your time to get your message across, what information investors look for, and what mistakes are immediate turnoffs.
Charlie O'Donnell, Brooklyn Bridge Ventures
Claire Fauquier, Corigin Ventures
Amit Patel, Owl Ventures
Karen Griffith Gryga, Dreamit Ventures
Selling to teachers, schools, districts, and universities is extremely hard, and there are many strategies that have been deployed to crack the market and reach customers. The range of customers in edtech requires a more personalized approach for each group. This panel aims to provide a framework for developing a G2M strategy in edtech.
MJ Linane, Founder of GuildWay
Glen McCandless, Founder of Selling to Schools
Amin Kazi, Founder of Unizin
Table of Contents
4:30 - Marketing versus sales
8:15 Top down versus bottoms up sale
17:00 Top down versus bottoms up at the university level
20:01 - What are some concerns with teachers signing up for product license?
23:50 - Privacy and data concerns for teachers
24:50 - Paywalls and freemium models
31:20 - Is there an earnest money effect? Should you require teachers to put some money on the line?
36:10 - In a top down model, how do you decide who to sell your product to?
40:00 - Inside sales versus outside sales
46:05 - Better or worse times of the year to sell to K-12
57:25 - School board first sells options
59:15 - Vendor Pre-screening Cooperatives
1:03:50 - Tips for Shortening Sales Cycle
Learn how to research journalists beforehand, how to present your company in an email, how to respect boundaries with reporters, how you can use social media to engage with journalists, and more.
Reza Chowdhury, AlleyWatch
Randy Brandoff, Eleven James
Alex Konrad, Tech Writer at Forbes
Cari Sommer, Sommer Communications Group
This Dreamit podcast is about how to build and manage a sales pipeline. Managing your sales pipeline allows you to gain control of sales figures. It's important to create an effective process for moving deals through your pipeline in an efficient manner. Learn how to utilize sales data, figure out your sales cycle, manage your sales team, and other tricks and traps to avoid when building sales momentum.
Kirby Salerno, VP Sales and Marketing at Flocabulary
Greg Lewis, Executive Vice President Business Development at Digitas Health
Niko Skievaski, Co-founder and President at Redox
00:40 - Introductions
04:55 - Biggest challenges in building sales pipelines for early stage startups
14:00 - Where do you find leads?
23:00 - How to follow up without turning your prospects off
27:00 - Tools for building sales pipelines
37:00 - Shortening the sales cycle
44:50 - Characteristics to look for when hiring salespeople
52:00 - Advice regarding incentive compensation
This panel will dive into the new regulations for schools that impact education technology. How is regulation impacting the ability of edtech companies to operate within schools? Is regulation hampering innovation in public schools compared to the innovation in private/charter schools? Panelists will give an overview of the big trends in education reform and provide a overview of opportunities and hurdles for founders in edtech.
Jeanne Allen, Founder and CEO of the Center for Education Reform
Romy Drucker, Editor of The 74
Health technology has gained a tremendous amount of momentum and attracted large sums of money from venture capital investors, but founders of health startups must be much more attentive to government regulation than many other sectors. This panel of lawyers and consultants discuss the regulatory environment for health startups.
Benjamin Glenn, Partner at Shay Glenn LLP
Jim Swick, Principal at Swick Consulting
Steven S. Brooks, Principal at Brooks Medtech, LLC
Kyle Vos Strache, Member at Cozen O’Connor
Christi Campbell, Partner at Duane Morris
As startups move beyond their first few pilots, they need to learn how to manage multiple customers in a more scalable fashion while still delivering high-touch customer services. This panel dives into how successful founders built processes to scale.
AJ BRUNO, FOUNDER OF TRENDKITE
SANGRAM VAJRE, FOUNDER OF TERMINUS
JOSHUA BUDMAN, COFOUNDER OF TISSUE ANALYTICS
This panel gives advice and tips on setting up an advisory board for your startup (not to be confused with a board of directors). We will discuss ways that founders can find advisors, what types of advisors they should be looking for, what types of questions they should be asking their advisory network, and what founders should be giving their advisors in return for their time.
Edward Lando, Founder of Horizons
David Bookspan, Founder of Dreamit and Monetate
Josh Udashkin, Founder of Raden
Being an entrepreneur is extremely difficult. As one VC stated, “… being an entrepreneur is very unsexy. Long hours. Time away from family. Low salary. High risk. High stress. It only looks sexy when you read TechCrunch.” But there are also tremendous upsides. How do you stay motivated and keep your team motivated when building your startup? This panel will give pragmatic and actionable tips & tricks and warn founders about the common traps & missteps that entrepreneurs fall into when starting a company.
Kofi Kankam, Founder of Admit.me
Simon Lorenz, Founder of Klara
Anthony Onesto, General Manager of SmartUp
Table of Contents:
6:00 The Importance of Creating a Mission Statement
22:00 Keeping Employees Inspired
28:00 Actionable Tips for Motivating Team
31:40 How Transparent Should You Be?
43:00 Feedback to Team Members
51:30 Promotions and Raises
This webinar is meant to be a resource for edtech startups working with K-12 schools or universities. Explore options to work with corporations beyond pilots and contracts. How can startups find win-win relationships with larger organizations around things like distribution, outreach, speeding up the sales process, and creating a successful proposal.
NICOLE TUCKERSMITH, FOUNDER OF LESSONCAST
KAI LOU, DIRECTOR OF BUSINESS DEVELOPMENT AT BLACKBOARD
JEFF SMITH, EXECUTIVE DIRECTOR AT PENN STATE
ADAM FRIED, SUPERINTENDENT AT HARRINGTON PARK SCHOOL DISTRICT
Other topics to be addressed:
What does “partnering” even mean? Just a euphemism for “selling” or something more?
How do partnerships work?
How does this differ with the size or scope of the partnership? (e.g., $$ thresholds that trigger RFPs, crossing dept boundaries)
How long does it typically take from initial contact to signed contract/agreement? To actual launch?
What are some tips to speed this up?
Are “free” partnerships (viz., someone other than the organization pays) faster / easier?
How many people need to sign off on a typical partnership before it is approved?
How does the process differ with other organizations within your sector? (e.g., other universities, other school districts)
How does a large organization decide who to partner with?
How does a startup identify who within an organization to approach? What questions do you ask to find out who the real decision maker is?
What is the best way to reach that person and then “qualify” that organization as a lead / confirm that they have budget?
What are some of the key items a startup should have in place before proposing a partnership?
What are some of the things that have killed promising partnership discussions?
What are some “No”s in disguise (e.g., like when a VC says, “we love what you are doing but need to see more traction”)