Expert Details
Healthcare Information Technology
ID: 733276
Illinois, USA
Expert has spent the last eight years conducting detailed market research of HIT's largest competitors, emerging industry trends, government regulatory impact, and disruptive technology. In addition, he has acted as an executive level contact for the C-Suite at large healthcare provider organizations (e.g. AMCs, IDNs, IPAs, etc.) during enterprise selection process. This gives him a unique insight into the challenges facing CEOs, CFOs, CIOs, and COOs as well as how they make purchasing decisions.
Working on an industry leading enterprise software solution has also exposed Expert to the myriad of smaller technology products a healthcare organization uses. Some of these integrate directly into a large EMR solution, others live in the periphery. Regardless of how they fit into the technology puzzle, he is exposed to how healthcare providers evaluate these products, narrow their options, and ultimately make a purchasing decision.
MARKET OPPORTUNITY IDENTIFICATION
Evaluated current market landscape for unsatisfied customer needs, with low barriers to entry, and limited competition. Developed a road map to close the gap between clients current state and identified market opportunity. Produced expected risks to said strategy, as well as recommendations to mitigate them.
ACQUISITION EVALUATION
Reviewed client’s planned acquisition to validate target firms short, mid, and long term viability in their market. Produced detailed SWOT analysis to guide key decision makers throughout their extended acquisition process. Provide ongoing guidance during the purchasing process.
PRODUCT ASSESSMENTS
Review current client product offerings for opportunities to enhance the product to capture target audience’s attention and drive purchasing decisions. This included developing detailed recommendations on best practices for needs assessment to properly target a client decision maker.
SUBJECT MATTER EXPERT
Offered ongoing guidance and support for groups developing products to service health care executives and end users. This included both initial design recommendations, as well as periodic product reviews. Linked clients to established industry professionals for final validation before market release.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 2006 | Degree: Bachelor of Scienc3e | Subject: Business | Institution: Purdue University |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2011 to Present | Employer: Undisclosed | Title: Business Development and Sales Executive | Department: Sales and Marketing |
Responsibilities:Enterprise portfolio business development for comprehensive suite of products and services spanning electronic medical records, revenue cycle, patient access, reporting and analytics, as well as mobile solutions. Worked both domestically and internationally to develop relationships with key Healthcare Executives and Ministry of Health leaders to determine their strategic direction and develop services, and technology solutions to meet their business objectives. Effective results in presenting solution position to Boards, C-level, and Senior Executives. Strong track record in generating revenue through new account sales. Report directly to CEO.Selected Achievements: Led cross functional team of development, sales, and implementation to design, develop, and take to market first comprehensive Canadian billing solution resulting in two new accounts totaling $10M in first year alone. Directed marketing and professional services team in detailed evaluation of product benefits, and translated findings into new tools for sales team. • Created value proposition focused on newly quantified benefits of system and identified new product differentiators compared to competitors. • Compiled ROI examples from existing customer to improve show site presentations/agendas and developed strategy to create additional show sites. • Established new sales details, marketing materials, and product demonstrations. Extensive sales success, averaging $40M annually in new client revenue since 2012. |
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| Years | Employer | Title | Department |
| Years: 2010 to 2011 | Employer: EPIC SYSTEMS CORPORATION | Title: Product Manager | Department: Marketing |
Responsibilities:Managed sales, development vision, drove new products, as well as install and support efforts for healthcare revenue cycle and patient access software divisions. Developed and then directed management team responsible for over 400 professionals in cross-functional division ensuring successful execution over each product’s life cycle. Turned around revenue cycle sales by creating a new product vision, sales strategy, professional service model and long term support approach to ensure new growth within sales pipeline. Created a new client account management team to increase long term customer happiness, generate new show sites, and develop ROI case studies for new prospects.Selected Achievements: Through implementation of new selling strategy, increased product client base by over 40%. Displaced market leader of products from show sites Johns Hopkins, Duke, and Yale. Recognized by KLAS magazine for exceptional sales growth surpassing all competition nationally within category. Doubled closure rate of enterprise contracts from 30% to 60% through implementation of new sales strategy. Increased customer AR performance 33% by introducing new process controls and product features. Established team to track outcomes and adherence to process eliminating negative feedback from customers. |
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| Years | Employer | Title | Department |
| Years: 2008 to 2010 | Employer: Epic Systems Corporation | Title: Professional Services Manager | Department: Implementation |
Responsibilities:Led 11 direct and 60 indirect reports within healthcare revenue cycle products’ Professional Services operations ensuring satisfaction within 90 client sites. Directed multiple projects simultaneously delivering largest projects to date, on-time and on-budget.Conducted performance reviews and managed ongoing performance tracking and skill/career development during period of 60% staffing growth. Developed implementation strategies specific to each client’s goals. Collaborated with prospective customers aligning products and services with short and long- term strategic goals. Reported to Executive Staffing Manager. Selected Achievements: Reduced operating costs 25% within Professional Services division and costs of project to customers another 30% during second round of improvements. Redesigned process and tools utilized to manage budgets and conduct needs assessment during software installs. Increased annual install capacity 100% by restructuring implementation support approach. Automated and standardized software implementation process reducing staff allocation and improving process for entire company. Transitioned to lock-step approach that increased productivity, capacity, and profit. Developed new tools for documenting and tracking performance plans for each team member to exceed company average for individual performance by 15%. Provided training to leadership post adoption of process companywide. Grew 5 of 11 direct reports for promotion into management positions. Ranked within top 3% of managers companywide for each year of tenure. |
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| Years | Employer | Title | Department |
| Years: 2006 to 2008 | Employer: Epic System Corporation | Title: Project Manager | Department: Implementation |
Responsibilities:Ensured successful management of individual system implementations and enterprise-wide installations with 30 team members and budgets in excess of $20M each. Assisted customers in process redesign and generated detailed project plans and statements of work. Monitored budgets, coordinated large teams, and managed complex tasks by deadline. Communicated extensively with C-level leadership to conduct strategic planning and status updates for projects. Provided presentations daily regarding project progress, system functionality, industry changes, and leadership transitions.Selected Achievements: Led first and second largest revenue cycle system implementations for organizations with more than $2.5B in gross annual revenue. Reduced install costs 30% by developing new implementation processes within 6 months of tenure. Created comprehensive training program for Customer Management staff that led to 25% improvement in performance utilizing software. Program included classroom training, text books, online e-training, and enhanced services from Epic. Ranked in top 5% for role annually out of 300 Project Managers. |
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Additional Experience
| Marketing Experience |
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| Expert has spent the last eight years conducting detailed market research of HIT's largest competitors, emerging industry trends, government regulatory impact, and disruptive technology. In addition, he has acted as an executive level contact for the C-Suite at large healthcare provider organizations (e.g. AMCs, IDNs, IPAs, etc.) during enterprise selection process. This gives him a unique insight into the challenges facing CEOs, CFOs, CIOs, and COOs as well as how they make purchasing decisions. |