Lincoln, Taku, Nailsea Hughes discussed on The Tech Blog Writer Podcast - Inspired Tech Startup Stories


Back in February opposited, Phoenix. Arizona, I was amazed by how they'll building connected place, and tech hope essentially the state was tempting tech talent our increasingly on affordable, Silicon Valley, and offering best and of life to start founders. Now during that trip I was briefly introduced to Heidi genera, and she's the president and co founder of web PT book, unfortunately, always asked to leave mid presentation to perform an interview that had previously been arranged for me. I must are incredibly rude, taking that walk of shame of the room, but I did my best to make my apologies and reached out to Heidi directly. And viaduct onto these podcasts because I was promise of inspired by her tech startups story, which is genuinely inspirational. And I think it's something that you would all appreciate and thankfully, she said, yes, so book elope, and hold on tight. So I can be meal is all the way to Phoenix. So we can speak with hydrogen Anga president and co founder of web PT. So massive warm, welcome to the show. Can you tell them this is a Labatt who you are, and what you do? Sure. Thank you. Now my name is Heidi Janetta. I am a physical therapist, and I'm also the president and co founder of web PT, and web PT is an electronic health record based in the United States, specifically designed for rehab, therapists. So that includes physical, therapists, occupational therapists, and speech language pathologists, we've been around since two thousand eight when we launched the company, so we're an eleven year old company and within the eleven years we've been able to garner just about forty percent market share which means about eighty five thousand users hitting our putt form and fifteen thousand practices across the all the all every state in the US. And now all the US. Territories. But one of the things are low of about recording. This daily tech podcast is everyday we look at different industry, and how it's being transformed by technology. And like you said web PT's and leading rehab therapy software solution, but if anyone listening, you might be set the scene, and tell them a little bit more about the kind of problems that you're solving for your customers, and using technology. And what makes you different really from other solutions out there. When we first started back in two thousand eight eighty percent of physical, therapists in, in our country, were using pen and paper to compete, their documentation. So if you're familiar with physical therapy at all or physiotherapy as it's known around the world when you see us go to see a physical therapist. It's not like just seeing your doctor. You actually see them for multiple visits. Sometimes in a week definitely in a month and over a plan of care that sometimes can span. Munster even years, depending on the ailment that you have and every interaction that you have with therapist has to be documented for liability. Reasons, also to, to show progress to understand what would transpire during that visit, but also here in the states for sure in order to get paid from insurance company. And so that burden of documentation is pretty significant compared to, you know, medical other medical providers. And so when as a therapist back in two thousand six I was also a clinic director I was running three large clinics, and one of our largest expenses that we were incurring, were for transcription dictation. So we were transcribing notes that would either have to get sent to a physician to provide them updates or two insurance companies to in order for us to get paid for our services. And so. So around this time, there are many physician based platforms that had been starting to get instituted. We, we looked at some of those, but they didn't have the workflow that a therapist would need, which is very different. And so that's why we decided to launch the company it was really actually supposed to solve a problem that I had in my practice. But when we found out that the eighty percent number was prolific out the actual profession here in the US we decided to launch the company we were the first web based application. And again, if you've ever been set foot into a physio clinic, we don't sit behind the desk, very often we're out and about with their patients teaching exercises putting our hands on patients and so having a web based application was very important as a differentiator for us when we first started. On an incredible inspirational stall Tope journey the I think it's going to be so valuable to other startup founders, they're going to be listening to all over the world at various stages of their own startup journey. So could I take you back to two thousand eight where it all began, and can you tell me more about your story is a leading sports, physical, therapists and multi clinic, Dr rector looking for ways to improve your practices online and actually inspired you to start this journey to the inspiration for me. Initially was really out of born out of a problem that I was having an in the practice with this transcription dictation expense that was continuing to grow while my top line, which was made up of insurance payments on co pay payments from patients and some cash paying patients that many. that the majority of that was insurance company payments, which had steadily declined over the years. And so, you know, if your top line is starting to either flattened or slightly decline in your expense lines going up at doesn't equal a good profitable margin for, for a company and so you, do everything you can to increase the top line, but you also have to look at your expenses. And with that being our business biggest Spence, that's where I put a lot of focus and attention in trying to find technology to help solve that problem that we were having. And so when we couldn't find anything the logical solution for me at the time was to try to build something, and I partner up with a very tech savvy software engineer, who had had a history of building enterprise level, web based software applications. We put our heads together and developed version one, which was just the documentation piece. So truly solving the problem that I was having and we started to develop. In two thousand six it took us about a little over a year to get that I product going getting positive feedback from my therapist in my clinic and within the next six months, I had some of my colleagues who said, hey, we like to try that product, we'd love to save some money, and so we let them try as sort of a beta, but they actually paid us, which I think is really important. I on this journey that we, we made sure that people felt the value that they were willing to pay us for our product. It wasn't just they were getting a freebie because I if you're actually writing a check for something every day, or, you know, paying a monthly cost for something there's, there's value that's being driven from that. And so before we knew it, we had twelve other practices using our pot form. And that's when we did the market research and found that eighty percent number and light bulbs go off. And so we decided to launch the company. Two thousand eight and you know here we are today, but it all started from problem solving, right? Which I think is for the most part, one of the keys to many entrepreneurial successes is that you actually see a problem and build a better mouse trap to be able to get people to see the value in what you're delivering absolutely enough to fifty interviews on the definite trend amongst old stall took found as they expanded the problem. First time go to fix it was, I think it was a long time ago. But women instances of people looking at technology first, and then looking for a problem to solve. But thankfully, we've moved away from that unless I was founded in two thousand eight an up, and if you went onto clubs, a one minute delay, Sammy's funding round back in two thousand ten so what kind of lessons, did you learn along the way that would be a volleyball, twenty still took found a listening looking to get themselves not perfect foot dot perfect position for? Invested in to get that funding that they need to watch the progress, things Fullwood. So during those first couple of years that, you know, it's grind. Right. You're, you're every month, you're trying to get more customers to, to pay. And we were looking at, you know every every month we were looking at her expensive. What, what did we absolutely need based on the revenue that we made that month? Was it a new server was it, you know, an a support rap, you know what, what was it? That was most of highest priority. So you're, you're basically living hand to mouth at that point. And over that first, two years, we'd actually garnered a million dollar run rate. So we had a great trajectory a couple of things happen. So there was some regulatory change that happened within the US that helped propel our momentum forward in which the Affordable Care Act, which included the high tech. Act had been passed, which mandated eligible professionals meaning physicians and other providers to be using digital documentation, or an electronic medical record by two thousand fourteen and they were given incentives to do that. Now, we think it was fortunate, but many, people think is unfortunate that physical, therapists were not an occupational or speech pathologist. We're not included as an eligible freshener meeting that they did not receive the incentive in order to adopt. Any of them are so all of our growth was organic. But we we were helped by that momentum. That was happening in healthcare to adopt a digital platform. So you can imagine if you're still writing handwritten notes in your sending your notes to a physician that refers, you a patient. It doesn't bode well for you, as a professional to send them over something you've had to handwrite when they, you know, have been mandated to you something digital. And so we kind of rode that wave a little bit, which really helped on say on on sales. So we got to a point actually where we were having trouble. Keeping up with demand. Right. Which is every investors. Dream. And so we even though we, we were pushing forward, we came many. together, founders inside, you know, do we want to swing for I the fences just here. Obviously, keeping we can up keep going, with the but pace of change it would be within helpful the organization. to It truly is, have some capital I think, in to, any startup you know, is, keep this this is ember. a part of That's your culture. now Like, starting if you don't to talk about change management turn into a part fire of your culture, like to, to actually get that it's going even important even to, stronger. to address those things, So, and you we know, I'm from a huge the very advocate beginning of have bootstrapping developed a very until strong you get to a point internal that you culture actually have and a product that one of the actually things that is we showing did. momentum. When we took that We I did trying that to funding which enabled in, us to only give away we a small had percentage about of the company at that point, even twelve though people we took in a the company series when a we million took that dollar round of funding round in and within the one next of six the biggest months, challenges we that had we hired had early on close prior to to taking our thirty first round of people, funding in and so we had was more people in convincing the company people than that we had in the are previous, small you quote know, unquote, first small three niche years space. of the organization, Which when we did and the we market felt size this cultural for PT? shift We found it to be a and six so. billion We dollar market, sat around, but like they we consider did every that year small at the beginning because, of the year, kind of a mini you know, strategic planning as session, we're going through looking and for we asked investment, the you know, market those cap forty or people I'm sorry, that were sitting a in the room, total just well, Marquette you is know, something who do that we people want always to be want as an to organization, know what's what the do opportunity we stand to for, get expand like, what and get types bigger. of people do we need, And so we filled up a giant whiteboard, it was really which hard initially we to then convince distill people down into that our core values know we of really the company needed to stay focused and what on the I physical am therapy space. It you was our know, core most competency. proud of There is was that so much those greenfield opportunity, core values have now and we truly had built scaled a hockey stick. with us to And where so we are today now over five as we hundred are, twenty five you and know, police pushing towards in this eight forty states percent across the US. market share number And so that question that truly continues had laid to the foundation for be our growth in our ear. in how we communicate One of the reasons with we our teams did that total addressable market. through Now is all outside of these of big outpatient. changes. We have So, a so lot that of opportunity, was one of them, which thankfully, you know, we've, the second we've been. is To really continue to just push around keeping and, up with innovation you know, as put you start aside all to get those naysayers bigger. who said, our, our market And size making was sure not big enough. you're building But I think the right things it's really important to understand and or what building your market or buying is. And depending what the market on, opportunity you know what you is have because the opportunity that to do, eighty percent and, number and was huge making for sure us that in you that are people looking we, we far were able enough to forward convince people to that, make yeah, decisions I see how that you've got a lot of that greenfield are not opportunity. just reactive. With eighty percent But of people hopefully, still proactive using pen and paper, and balancing that the reactive was a very and proactive clear marker choices that we that could you have move to make the needle on. And so so that you're still getting ahead over of the game that initial challenge as of you market move forward size, within ovation. and staying niche. And sometimes that's been very I think difficult, especially in today's market, more I think, more recently people are, actually, are willing as to, we've to moved understand into the the niche, enterprise but that was a big thing that we had overcome organizations early in our early and stages, companies, which, and it wasn't you just know, about become a a lot check more writer. of a burden and taxing It was about and taxing bringing the expertise teams with into the wants company and needs. that would help us get Then to that next level. where we first started So not which only was did small we take a and medium round sized of funding. business And space. we got So that move up market Jim arms. has Wrong, who been is the founder a challenge. of JD But software, again which is a worldwide known point communication. of service software Having the right platform people that he started to help Encana lead out that of his and garage also to be patient. and became a Which multi-million I know everyone million says it's a virtue dollar for sure. market cap company But trying to on our balance board, the proactiveness as well in reactive as niff-, I think helping us to has find been a challenge, CEO, but and still remains a challenge which is also for a us. very difficult And then decision I guess the third as thing founders to I bring would say, in as a far as a challenge experienced goes CEO within the organization. to help run the company with us. We get a lot of credit for Would that decision be just in terms because of our, our it really helped customers. us to So again, we call keep our that customers hockey stick members. growth that we had started We did that from on the very that beginning same path. because we wanted them Hope to difficult feel like was they'd that be for long you to is community the found was particularly challenging and you just in knew healthcare in Saudi that was the right thing today. healthcare Yeah, providers I took a lot are of not known to be consultation the most tech savvy with, you know, and others. so moving through the To adoption curve. put your ego aside. Initially And, we and hit it right on to the say, head. you know, We had we a lot of early adopters have never done with this web-based before with a even web based though application we they felt have had comfortable a lot of success they in, were we're on the a great folks path that were doing their, their to, to banking bring someone online who really earlier than actually everyone else. would might have a little bit more expertise. They probably And what had we a, did actually you know, they had gone once away from we the made blackberry, the decision and we're we moving did into some more strength of a smart finders berm earlier work than to anyone figure else. out. But You then know what there's this are huge you know, middle each of us part are of the the adoption two of us curve. for, for sure That as is founders, much more difficult what to win are over. strengths? And And what are we so missing? having And what to we figured take out step. Back was that when we you were truly have so missing many smart a processor, people in a tech company, somebody trying who's going to to bring deliver in process, technology to more non of an operational tech savvy leader people than to take a step a back true. and really Maybe understand CEO, how if does you will, your marketing and have someone to who's work. going to institute, And so, you know, again, Salesforce, in for two thousand us in ten an two thousand accounting eleven platform a time that was going period, to help scale that's when we really and we were lucky and enough our currency. to find that Oh, person. Nancy ham, And actually when talks we, about we. They how set up we've actually the organization. developed to companies for web We PT actually had three one people almost leading like an the company, educational which platform, was a little because we sometimes had to difficult. We didn't find it difficult. But that now is this education we had community sort that of trifecta truly now as becomes the, the team lead generation called us where 'cause we we had have become sort a of thought leader in this the space triangle of decision around making technology which I don't specifically, think Slota's you down. know, electronic, We worked health record really, really and well more together now with data analytics in making decisions within the industry. and we And had so a very flat organization at the the time. challenge So was there overcoming, were we had the, divided the up non teams tech savviness in which reported of up, our. Customers and then came together to in make trying big to strategic deliver decisions a together. technology So to it was them definitely tough in to how we set solve your ego that aside. was But by at the time it, becoming ultimately, this it educational was about thought being leadership humble platform enough to say, that you know helped what empower I'm them really to gain good at these the knowledge things, to understand and that we were we the best need product help in for these them areas who will twenty are nineteen. overlapped I mean you wasn't know one of the major so players much in the physical that we stepped therapy on each shelf other's web. toes Okay, and continued you said, to you've respect got to comb not each adoption other's domains, which I think learning ultimately. curve that It was especially for how people we that were able to be to successful seventy associated and they soon with technology. they save the great But so move what to does make. that landscape? I mean, hey, we all Look now like over now. ten And years he's technology later. continuing I mean to one transform of your biggest physical challenges therapy. bane Physiotherapy in those ten years. say. Keep maybe telling Absolutely. me how you overcame some of those You challenges. know, we've Yeah. been There's been helping to push that curve. But absolutely technology is, is much more available and rampant through the physical therapy or rehab therapy spaces. We call it so that eighty percent number is now flipped on its head, so eighty percent of the rehab, therapists in the US are using some sort of digital platform of which forty percent are using what PT but you now are seeing much many more technology opportunities with, you know, a range of motion, try being able to do more consistent measurements of range of motion Telehealth is now a big thing, that's happening to, to help again reach more people in order to gain access to healthcare, which is extremely important. country, And And country, back in including February Taku opposited, in Denver Phoenix. and Boston. Arizona, So anybody's interested. I was amazed by how they'll building connected From a place, if you're and a tech hope wanna learn essentially more about the state the rehab was therapy tempting industry, tech talent our we increasingly again on affordable, on our web Silicon dot com Valley, website. and offering We have best and all of kinds life to of start blogs, founders. and webinars that you can Now during that learn trip more I was about briefly us, introduced and to Heidi the industry genera, has a whole, and she's the president and then and me co personally, founder of web PT I'm on Lincoln, so book, Heidi. unfortunately, Janetta. always asked to J. leave N. N mid E NGA. presentation I'm to perform I'm an interview happy that had to, previously to been connect arranged for me. I must with you via are incredibly via Lincoln. rude, taking that walk Loop. of You'll shame story of how of you've transformed the room, the world but of physiotherapy I did my best to with make my with apologies technology, and having reached experienced out to Heidi firsthand. directly. And I And think viaduct it's an inspiring onto these podcasts textile, ab- story, because but I was promise I think of inspired the end of every episode, by her I always tech say startups that technology story, works best which when he brings people is together, genuinely but you've used inspirational. technology to And empower I think it's something patients, that you would an ultimately all appreciate help paper got and thankfully, so beautiful thing. she said, So yes, a big thank so you for taking book the elope, time to come on and and hold chat on tight. with me today. So I Thanks can be meal already is all the way to Phoenix. appreciate the opportunity. So we can speak One with of my hydrogen easing, June Anga president and indeed and story co founder about a of woman web in tech PT. achieving highly deserve success. These are the stories So I don't want to massive hear more warm, of welcome an celebrate to the show. on this type podcast. Can you tell them this is a I cannot Labatt thank who God, you are, you know, and first what you of all, do? of course, for forgiving Sure. Thank me you. for Now leaving her my presentation. name is Heidi Janetta. And also, I of am course, for a taking physical the time therapist, to and I'm chat also with me today, the president and and I'll co go to founder fade in the holidays. of Textile web PT, top story would have resonated and web with PT so many is of you listening, an electronic whether you're health in record the textile tubes based eight all in the United out of States, it. specifically But I want designed you to share for what rehab, you found therapists. valuable So from that includes today's conversation physical, therapists, and occupational maybe even shea therapists, your and personal speech language story pathologists, with the listeners hit two we've been around since and two that's thousand nice and easy for you eight to do when we a platform. launched the So company, we can all get avoid said, so we're an eleven and year old you can company Email me tech and blog within writer the eleven years outlook we've dot been com. able to Tweet me garner at nail Nailsea just Hughes. about forty Oh, percent coast. Visit market my share website tech blow which grata means dot about co eighty dot five UK. thousand users And finally, before hitting I go our putt a form big, thank and you for fifteen all thousand your well practices wishes, across by the the way, I'm feeling all the much all every an state hour after in the my US. skin on the plane And home now the other all day. the US. Territories. Now I do have a routine But visit one of the with things my are doctors low of next about week recording. about I'm This daily sure tech everything podcast is going is to everyday be falling. we look at You're different not going industry, to get rid and of how me it's that being transformed easily. by technology. And Okay. like you said web So PT's a big and thank leading you rehab for listening therapy software until solution, next time. but if anyone Don't listening, be a stranger. you might be set the scene, and tell them a little bit more about the Thanks kind of for problems listening that you're to solving the tank for global your rice customers, appalled cost and using until next technology. time. And Remember what makes you different technology really from is other best solutions when it out brings there. people together. When we

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