Laura O'Toole — Shortening the Sales Cycle with Value-Driven Solutions
09/19/23 • 57 min
On this episode of Healthcare Market Matrix, host John Farkas sits down with Laura O’Toole, Ratio Advisory Board Member and CEO of SureTest, for an enlightening conversation about her thirty-plus years of experience in healthcare enterprise IT implementation. After spending much of her career strategically designing, developing, and implementing transformational projects as a global consulting professional, Laura transitioned to the provider space with SureTest, where she and her team create intelligent healthcare IT automation solutions that save clients thousands of hours of work. Throughout the episode, John and Laura discuss value-driven solutions, selling to CIOs and becoming enterprise-ready.
Show Notes
(1:49) Introducing Laura O’Toole and Her Healthcare Journey
(5:57) SureTest
(8:58) Laura on Providing Value-Driven Solutions
(14:38) Inspiring Confidence in Your Solution
(24:24) Advice on Selling to CIOs
(30:01) Trends, Solutions, and Technologies That Impress Laura
(35:11) Becoming Enterprise-Ready
(47:33) Ethical Considerations with Generative AI
(53:31) Closing Thoughts
Read a transcript of this episode:
Subscribe to Ratio's Insights Squared newsletter: https://goratio.com/newsletter
On this episode of Healthcare Market Matrix, host John Farkas sits down with Laura O’Toole, Ratio Advisory Board Member and CEO of SureTest, for an enlightening conversation about her thirty-plus years of experience in healthcare enterprise IT implementation. After spending much of her career strategically designing, developing, and implementing transformational projects as a global consulting professional, Laura transitioned to the provider space with SureTest, where she and her team create intelligent healthcare IT automation solutions that save clients thousands of hours of work. Throughout the episode, John and Laura discuss value-driven solutions, selling to CIOs and becoming enterprise-ready.
Show Notes
(1:49) Introducing Laura O’Toole and Her Healthcare Journey
(5:57) SureTest
(8:58) Laura on Providing Value-Driven Solutions
(14:38) Inspiring Confidence in Your Solution
(24:24) Advice on Selling to CIOs
(30:01) Trends, Solutions, and Technologies That Impress Laura
(35:11) Becoming Enterprise-Ready
(47:33) Ethical Considerations with Generative AI
(53:31) Closing Thoughts
Read a transcript of this episode:
Subscribe to Ratio's Insights Squared newsletter: https://goratio.com/newsletter
Previous Episode
Trish Rivard — Exploring Health System Finance and Revenue Cycle Purchase Plans
On this episode of Healthcare Market Matrix, host John Farkas is joined by Trish Rivard for an insightful conversation about the HFMA Health System Purchase Plans 2023 report. Trish is a healthcare technology and revenue cycle expert, and she has a real passion for translating market feedback into actionable strategies and investments. With a decade of experience with the Federal Reserve, as well as stints with R1 and TriZetto Provider Solutions, Trish founded Eliciting Insights, a marketing research group that provides quality market feedback to healthcare companies and investors. Throughout the episode, John and Trish discuss the recent HFMA report, common frustrations with prior authorizations, why Trish created Eliciting Insights, and more.
Show Notes
(1:14) Introducing Trish Rivard
(4:35) The HFMA Health System Purchase Plans 2023 Report
(11:56) Merging and Consolidating Health Systems
(17:38) Common Frustrations with Prior Authorizations
(23:17) Patient Self-Service, Coding Automation, and CDI Solutions
(27:02) How Automation Will Affect the Revenue Cycle
(29:50) The Pros and Cons of Full Outsourcing
(33:43) Why Trish Created Eliciting Insights
(42:03) Closing Thoughts
Read a transcript of this episode:
Subscribe to Ratio's Insights Squared newsletter: https://goratio.com/newsletter
Next Episode
[Applied Theory Series] Peter Smith — Crafting RevOps Funnels and Building High-Performing Teams
On this episode of Healthcare Market Matrix’s Applied Theory Series, host Jessica Head is joined by Peter Smith, co-founder and President of Ratio, for an insightful conversation about RevOps, customer success, and how those two elements inform the ROI of a company’s marketing strategies. Peter is the master of operational and financial functions at Ratio and has worked with countless clients over the last twelve years, helping to craft KPIs and corresponding budgets to meet marketing goals. Throughout the episode, Jessica and Peter discuss building a team equipped for marketing success, recommendations for marketing executives building a 90-day plan, and Peter’s favorite tools for mapping KPIs.
Show Notes
(1:09) Peter Smith on Cofounding Ratio
(5:09) Peter on the Struggle of Properly Appreciating Marketing Efforts
(12:43) Building a Team Equipped for Marketing Success
(19:43) Peter’s Recommendations for a Marketing Executive’s 90-Day Plan
(27:01) Favorite Tools for Mapping KPIs
(31:06) Resources for Those Evaluating RevOps and Closing Thoughts
Read a transcript of this episode: https://goratio.com/podcast/applied-theory-series-crafting-revops-funnels-and-building-high-performing-teams
Subscribe to Ratio's Insights Squared newsletter: https://goratio.com/newsletter
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