Anyone sell EHR software/revenue cycle management solutions and have any insights they can share about selling in this space?
Charito
Healthcare tech sales
8
I work with software that integrates into different PM/EMR's but the EMR space specifically is super crowded. Mainly 5-10 players depending on size of org you are targeting, but it gets really competitive really quick. Are you just starting out?
Not new to sales but would be new to the EMR space. Do you enjoy selling to this market? Other pros/cons that stand out?
I don’t do EMR sales, but frankly I have not heard good things from colleagues that have moved from/to EMR sales
@SoccerandSales nailed it.
From my understanding, there’s a ton out there without much differentiation. I could be totally wrong.
From my understanding, there’s a ton out there without much differentiation. I could be totally wrong.
And NO ONE likes their EMR because support sucks and upgrades/updates take months if not years
I sell in this space. I personally love healthcare but it’s not for everyone. We’ve had people come from other SaaS backgrounds and not do well. What specific questions do you have about it?
I'm one of those that was terrible in the healthcare space. Was essentially selling to SMB Dr's offices and hated it plus was terrible at it.
I'd be one of those people coming from another SaaS background and curious about what you feel is unique about selling into this market and what appeals to you most about being in this space.
I don’t think the issue is mostly people thinking they can just take a playbook that worked in another industry and copy and paste it in healthcare. If you’re willing to learn the industry and truly give a shit about the people you’re selling to and their problems, it can work out!
In terms of things I like about it. I really like the challenge. Healthcare in the US is a mess so I like feeling like I’m solving big problems.
In terms of things I like about it. I really like the challenge. Healthcare in the US is a mess so I like feeling like I’m solving big problems.
Guess @detectivegibblescould help with that, as I was dealing with selling Meds&DMEs to seniors but not softwares.
I've sold to Healthcare. Not EHR, though. Sold a couple of platforms that integrate with EHRs. Long sales cycles are the one thing I am sure of.
What deal size will you be working with?
What deal size will you be working with?
I cut my HIT teeth in the EHR/RCM space from 1998-2013. It was a lot of fun and lucrative until ~2008/9 when the federal government put their nose into the space. As physicians continue to be bought by the hospitals and are forced to migrate to the hospitals platform, the market for ambulatory EHRs is dwindling. With the vast majority of the independent practices already using an EHR, the cost of data migration and the staff having to learn a new EHR and the disruption that brings plays into their decision making process in possibly switching.
Sold into healthcare for 6 years and might be getting back into it after a year's hiatus in other areas. Rev Cycle was one of the tools that I sold. Like other have said, it isn't for everyone because you're dealing with very specific people and use cases and need to know the industry. But what I really enjoyed/enjoy about it is that in a very small way I'm helping hospitals improve their ability to care for their patients. Ok, that may be the stretchiest of all stretches but its what I tell myself and gets me jazzed lol. It is also still a bit shocking to me how many healthcare orgs are doing very important, sensitive things manually or essentially using early 2000's tech. So like someone else said, you're doing what you can to fix big problems and make healthcare a little bit less of a mess.
Good insights and thanks for sharing. it sounds like it's a steep learning curve to ramp and understand the nuances of selling to this crowd. Plus, as you mention, not tech savvy so pulling them out of dark ages is a real challenge.
It can be a steep curve, to be sure. But if you're working for a solid company, you'll have internal resources to lean on. What can give you a big leg up is diving into the terminology and language these folks use and the industry challenges they're facing. A lot of these people, as you say, are not tech savvy. So if you can speak their language and are able to show you know something about what they're dealing with, they'll at least listen to you on an initial call. It can be complicated stuff, but just look at it like you've always got something new to learn and you're never bored! Good luck!
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