Case Studies

A.I. Based Solution Start-up Targeted at Hospital Emergency Departments

Challenge: Introduce nationwide to E.D. leaders and initiate the sales cycle

Retained to provide national sales and business development for this disruptive start-up introducing its first product.

Artificial Intelligence for the Emergency Department was the differentiated offering. The solution was a clinical decision support tool embedded into the hospital EHR that supports the E.D. triage nurse by applying artificial intelligence to recommend an acuity level. It utilized the patients’ demographics, chief complaints, vital signs, and medical history then evaluated risk.

Our 18-month effort was deemed highly successful by company founders, which led to the company being sold to Beckman Coulter in 2023.

Mobile Clinical Communications Solutions for Hospital Clinical Staff

Challenge: Introduce a new product and sell it outside of the standard budget cycle

Regional SaaS sales leader for clinical collaboration & intelligence. Leveraged past experience selling disruptive business altering technological changes for current workflow process without a budget line to multiple stakeholders. This meant we were selling an unbudgeted system on the basis of ROI and performance – an extremely challenging sell.

We leveraged experience and insights in commercializing game-changing healthcare technology for comprehensive clinical communications, converging nurse calls, and clinical collaboration for patient monitoring/safety. The product’s feedback loop (voice of customer) provided product enhancements for specimen collection, STAT orders, and results. Improved collaboration, care coordination, and patient safety while providing a level of clinical communication hospitals had been missing.

We drove revenue through a complex enterprise Salesforce CRM sales cycle and added business to the pipeline including wins in the NY Presbyterian & NY University systems.

Real-time Hospital Workflow Location-based Services Company

Challenge: Increase the size of the sales pipeline and land “name” hospital accounts

Leadership role in a real-time location intelligence technologies company that was significantly disrupting the healthcare ecosystem. Put in place the required training and sales materials needed to sell real-time sensors to hospital stakeholders — Nursing, E.D., Behavioral health & other Hospital Depts.

Supported Health-Tech hunters who were proud of wins and client satisfaction at hospitals such as – 8 Northwell, 2 NY Presby, Women’s & Infants R.I., NYU Winthrop & many more nationwide.

Hospital Patient Flow & Bed Management Start-up

Challenge: Obtain first customers

Brought in as the national hospital sales and business development leader – and designed the company’s go-to-market hospital strategy. The mission was to help hospitals with patient throughput, flow & capacity management, provide real-time visibility into patient census bed availability, and provide dashboards for real-time visibility into the patient census.

• Hospital sales went from 3 to 71 hospitals in 4 years, including UCLA, Banner Health, The Cleveland Clinic, Hartford Hospital, Mass General, Brigham Woman’s, Yale New Haven, Inova & Christiana Care. We drove revenues from <$1M to over $14M in four years.
• This success led to the Patient Flow business unit being sold to Eclipsys and later merged into Allscripts.