Omer Maman, following their $32m Series A funding round

Transcript

[00:00:00] Alex Rector: All right. So, uh, today we're joined by Omer Maman, the VP of marketing at Healthee, which is an AI powered employee benefits app. Um, it helps employees more easily manage their health benefits and employers better service their people. Omer, please, uh, if I'm messing up your name, let me know it last name too, and, uh, welcome to the show.

Thank you. Thank you so much. Thank you for having me. Well, we're glad to have you. We're glad to have you. Um, I guess to kick us off, if you could give us a little bit of. Background on yourself and, and I guess how you ended up in this spot at Healthee.

[00:00:40] Omer Maman: Yeah, sure. Gladly. Uh, so I'm Omar. I'm the VP marketing here at Healthee.
Uh, I grew up in Israel. I just moved here to the States. Almost 2 years ago with my family, I'm located in New York. Um, just a little bit about my background. So, um, I started my, I, you know, I'm an engineer and quickly after I graduated my engineering school, I realized that I'm more passionate about. The integration of people, technology and business, and not just pure engineering.

Uh, that's how I found myself, you know, taking responsibility on product management roles. And then from that point, product marketing and, uh, in the last. In the last 6 years, I'm taking more, I would say exact roles in marketing in marketing. I'm looking at the companies that I, uh, was honored enough to to serve.

They're all belong to the metric industry. Um, I really. Feel very passionate about serving, you know, uh, the, the word and companies and impact companies, uh, do good, do good companies. And I found myself, you know, at the beginning of my career path, uh, getting into or exposed into the medical device and health, the word.

And then I saw myself progressing, um, in these kinds of companies, startups, as well as big corporates. Um, And, uh, that this is where I am just a little bit about Healthee. So, uh, basically you described it beautifully what we do. I just want to give, like, more, I would say extended context. Uh, so we have developed an AI platform that basically addresses all the questions that employees and employers have about their health benefits.

Um, and what is exciting about Healthee is that. It's not only benefits navigation. First of all, it's. It's based on technology and technology, and this is something that is super innovative in this industry in this space. Uh, but also we go together with employees and employee and employer from a to Z. So it's an all in 1, 1 stop shop.

Uh, solution from the very beginning of open enrollment and helping you find the best benefits plan for you and your loved ones. Uh, but we also, we don't disappear after open enrollment, right? We support you all year round with benefits questions, helping you find the The right provider for you, the network provider more, I would say, cost effective solutions, uh, helping you also to, uh, to book an appointment to see reviews to check your bills all in 1 stop shop in 1 stop shop that can give you instant answers and provide you.

I would, I would say the. Their level of service or the quality of service that here in the States, we deserve when it comes to health care.

[00:03:33] Alex Rector: Let's see. Yeah, I mean, that's really great. And people need that, you know, uh, it's tough dealing with the insurance, uh, solutions that are out there in the States today and, um.

Working through your employer to add another layer if it's confusing. So, um, I mean, are, do you guys. Your client though, right? Do you guys, are you guys typically working with, um, like self insured employers or does it matter what, what that relationship looks like? Uh, who, who's the most interested in Healthee typically do you see?

[00:04:06] Omer Maman: So that's a good, that's a good question. And, uh, and what I, what I, what is exciting about Healthee that basically if you think about it, our platform, you know, qualifies for every employer, no matter if it's a small 50 employees, uh, fully insured. A company, or like a huge corporate with thousands and thousands of employee that probably there'll be a self insured.

Uh, so we, uh, basically looking after all employers here in the States. That's why we're playing an infinite market, which is a huge business opportunity for us, a Healthee, and it's a huge headache for me as a marketeer, right? Because it's really hard to segment your audiences this way. Um, so we work directly, or we sell directly to to employers.

SMBs as well as big, uh, uh, enterprise and corporates for sure. But we also work with, uh, PEOs and TPAs. Uh, we also sell through brokers, uh, self insured or fully insured. Uh, we have the flexibility in our platform basically to be the best fit for every employer here in the States.

[00:05:11] Alex Rector: Okay, and, um, do you find that there's like a hunger for this kind of solution with the employers or are they aware of AI technology options today?
Or is there many competitors in the market?

[00:05:24] Omer Maman: Yeah, I can tell you that, uh, what I like about Healthee or what I like about the product, uh, that makes my life easier as a marketeer that it's the easiest product or the easiest platform to, to demonstrate, uh, we can create the wow effect instantly, you know, 2 minutes into the demo because, you know, Healthcare or, or health benefits is a, it's a headache for everyone.

Why? Right. I mean, we feel most of those

[00:05:52] Alex Rector: platforms are like dinosaurs. I, I feel Right.

[00:05:55] Omer Maman: Right, right, right. Uh, or you, you talk about platforms, uh, uh, that, that's so nice of you. But, uh, mainly what people, uh, are, you know, are expected to handle with is, uh, to go to a call. Right. I mean, when you're right, you need to go.

I mean, what are your options either to start navigating in the carriers websites that nobody, nobody remember, right? Nobody remembers what carrier am I? Is it for the dental or division or my health benefits? Where should I go? And then how should I get my answers? Or either you need to call to a call center.

I think the worst thing to do is when you have a benefit question, you need to go to HR. Now, there is a very, I would say, complicated relationship, uh, when it comes to, uh, employees in HR when, you know, around health benefits or healthcare or mental health, right? If I want to check if I'm covered for anxiety, okay, or any kind of, uh, uh, mental health, uh, uh, treatment, I don't want to go to my employer.

I don't want to go to my HR and say, oh, am I, am I covered for a mental health, uh, uh, treatment? Um, you know, treatment or, or if me and my, my spouse are, uh, uh, you know, we want to have baby then next year. Uh, I don't want to share this information with my employer. I want to have like a platform at the palm of my hand where I can just, you know, ask questions.

Uh, our platform also embedded like a digital assistant, uh, and maybe Zoe, just imagine like Alexa or Siri to your health benefits plan, where you can just ask the question and get instant answer. In seconds, right? Yeah, that's

[00:07:29] Alex Rector: great. Very powerful. Yeah, I think that Those the concerns you just laid out there.

A lot of people are absolutely thinking about that whenever they have those issues and they have to get answers. You're right. It's very difficult to navigate and get in contact with the right person or having to deal directly with the insurance provider is always a headache. But I mean, how about for, for the employers though, right?

With the working with the, I guess, are you typically talking to people in HR, like, um, in the HR leadership at businesses? Is that who you're selling it to?

[00:08:05] Omer Maman: Yeah. Yeah. HR, finance leaders, um, uh, operation managers, uh, you know, each and every one of them has. Uh, a different concern when it comes to health care.

So if we talk to finance leaders, they are very concerned about, you know, the rising costs of healthcare employees. If you look at the company's P and L, you'll find that health health care costs are, I think the 2nd or the 3rd most, uh, you know, the big, the 3rd biggest cost in their P and L after salaries and, uh, and other operational costs.

So, um, that's a headache for them. Right? And they see that the rates are going up. You know, increasing 1 year over a year, and they're worried about that because they have nothing to do with it. Right? It's some kind of they tell me, you know what? I, I already took the assumption that this cost is going to increase year over year.

I have nothing to do with it. And I just, you know, I just need to deal with it and then when I show them that by, you know, given transparency to their employees about their benefits and helping them navigate into more solutions. I would say cost effective option, for example, through telehealth, through steering them to in network solution, uh, giving them alternatives to, uh, to the, uh, current options that they have, um, helping them knowing they're deductible.

Okay, helping them find the right place for them. Uh, we can save tremendous costs to to the employer. So that's on the finance leader standpoint, but let's talk about a jar, right? Uh, we are approaching. We are now the 2nd quarter of this year. Uh, the 3rd quarter of the year is all about open enrollment, you know, all over the country are worried about.
Okay. How I'm going to kick off the open enrollment for next year. And that's a huge and super stressful, stressful period for HRs because they have employees coming to their office and tell them, okay, help me. Uh, I, you, you offer for me 17 or 18 or 20 types of plans. Help me choose one. I don't know how to choose.

I don't understand the insurance language, right? And I hear from HR that they tell me, er, you know what, I'm, I'm an hr, I, I'm not a benefit expert. Right, right. I don't know what to recommend for, uh, uh, for them. I don't know their profile. I don't know their, you know, if they have any kind of chronic, uh, conditions that they, that need to be monitored, uh, monitored.

Uh, if they have, I don't know, I don't know what's their health plan for next year? And they tell me that they end up and say you're, they say to their employees. Uh, you know what? I don't know. I don't know what to recommend you, but I can show you what I picked and you're more than welcome to follow me.

And I tell them that that's the worst, you know, recommendation that they give to their employees, because when it comes to health care, it has to be super personalized and super, you know, employee focused and family focused and I'm happy that we are able to, you know, to harness technology in order to make this process much faster, more effective.

And, you know, helping employees to, to be at the end of the day, healthier,

[00:11:07] Alex Rector: you know, that makes sense. And, and there's got to be like a risk factor to that too, right? It's like, because the employees calling in, they're talking to the HR manager, what if they give them some kind of bad feedback or bad advice, or they don't fully understand the plan that's, you know, offering the service to the employee, then that could cause problems that could come back to the, on the company.

If the, if the employee ends up with some kind of bad outcome. Yeah.

[00:11:31] Omer Maman: Right. I agree. And, you know, that's something that is very unique here in the States. I, as I told you at the beginning, I, I come from Israel. Right. And the healthcare system is in Israel is completely different. You have 3 HMOs. It's something that is absolutely detached from the employer.

The employer is not responsible for your health care plan or your insurance or anything like that. So you, uh, you can be a member in 1 of the 3 HMOs and that's it. Uh, you have no, you know, concerns, no questions about where to go, how to go. Everything is very, you know, socialized and that and easy and here in the States.

There is a relationship of trust between the employer and the employee when it comes to health care because. I'm thinking about myself as an employee. My employer basically, uh, is responsible to 1 of the most important thing, you know, things in my life and that's my health and my, you know, um, the health of my loved ones and my, my kids and my, my, my entire family and even my pets.

Uh, so, um, I think that it becomes crucial that, uh, employers. And more specifically, HRs and finance leaders will equip them with themselves with the right solutions and the right platforms to, uh, enhance the benefits experience for their employees and and reduce costs because it's a huge, huge, huge, uh, you know, cost obligation, uh, for for an employer and you want to make sure that.

Uh, you take these decisions wisely. Um, there's a lot of, we see a lot of examples of employers that spend a lot of money for them being over insured and in other cases, you know, there's a lot of money or they take a big risk of being underinsured. So that's why. You know, solutions like Healthee, um, can, you know, come into this, uh, uh, space and make a complete revolution at the way that we, you know, consume healthcare, um, you know, personally, and also as a, as an employer.

[00:13:52] Alex Rector: Yeah, there's definitely opportunity there. I agree with you on that. And, uh, so you guys, your clients and the, like the customers, are they, are they aware of you guys? Like, are you getting a lot of inbound already? Or are you guys having to go out and do a lot of outbound, um, boots on the ground work to, to generate demand right now?

Yeah.

[00:14:17] Omer Maman: So, uh, so it's climbing, right? We are relatively, uh, new in the industry. Uh, there are solutions out there that exist or they got to the market earlier than us, but they offer, I would say, a fraction of, uh, uh, our demand. Uh, complete, uh, offering. Um, so we are, yeah, we are building our brand awareness. Uh, currently, uh, we definitely see the, the demand that is growing organically and we get a lot of inbound requests and queries about what we do.

How can I bring it to my. Uh, to my company, how can I leverage it? How can I enhance the experience for my employees? How can I save costs? So we get many, many questions from employers. Uh, we also see a tremendous growth in inbound leads coming from brokers. Uh, you know, the broker broker industry is very competitive.

Every broker wants to be able to introduce to their clients, you know, the best technology and the best service. You know, a package, um, rather than the other brokers that are competing on the same client. So, uh, the brokers have, or they show different considerations as they want to be more competitive.

They want to be able to introduce, you know, cost saving for for their employer for their clients. I'm sorry. Um, absolutely. I think that 1 of the biggest milestones that, uh, fueled the brand awareness or brought us, you know, uh, into the center of the, uh, the attention in this industry is a beautiful and super strategic partnership that we signed with try net.

Uh, trying to that's huge. Yeah. 1 of the biggest appeals, uh, here in the States, uh, that embedded completely our platform into their open enrollment process. And then also, um, the benefits navigation for their members. Uh, so that was a huge, huge, huge milestone, uh, together with, uh, a round that we just closed a couple of weeks ago.

Uh, so we are in a huge, we definitely see. The, the exposure, um, getting bigger and bigger as we progress.

[00:16:37] Alex Rector: I wanted to ask you about that too. I know that you have, uh, uh, there's two founders, right? And, and you've, I saw one of them used to be like a jet pilot. So I'm curious about that as far as like, you know, what the regime's like over there.

Um, but I mean,

[00:16:55] Omer Maman: actually there are more than two founders. There are three co founders. Two of them are pilot. Okay. Uh, yeah, yeah, yeah, yeah, yeah. Uh, they, uh, they know each other. Uh, for many years from, uh, we, we all, obviously the, the company, uh, And it's based was founded in Israel. Um, that co founders are Israelis and we all serve in the, uh, IDF of course.

Um, and yeah, our CEO is a jet pilot, a super talented guy. Um, and, um, I don't know what kind of, uh. What kind of stories are you looking for?

[00:17:34] Alex Rector: I don't know, does that make it different there? Like, how does he, does he do things, um, come at it from a different angle or does this help them, like, has this helped with his, you know, fundraising or like, how does this play, how does him being a, Pilot, uh, play into, um, what he's doing here.

[00:17:51] Omer Maman: He is very bold and very, uh, determined. Okay. Very task oriented, that's for sure. Uh, always, you know, aiming to the top, uh, and not, uh, even considering, uh, anything, uh, below that. And, uh, also I think that one of the most. Impressive, uh, elements that he brought to the culture of the company is the resilience that, you know, kind of, uh, integrated, uh, at each and every pilot, uh, jet pilot, uh, especially, uh, in the military.

So I think that, uh, there's a huge, uh, element of resilience that is embedded in our culture, culture, income, uh, Healthee.

[00:18:39] Alex Rector: I'm sure that helps a lot with a business like yours. I, are your, uh, do you report directly to. The CEO? Yeah. At this point. Okay. And, um, so like what kind of things are, are you really driving for right now?

What kind of goals are you trying to work towards?

[00:19:00] Omer Maman: So basically when I'm looking at my goals, so, um, you know, there are different phases in marketing, right? So if I look one year backward, I think that our marketing, you know, strategy and approach was an approach. I'm sorry. It was a very, uh, Product market fit orient, uh, we wanted to make sure that first of all, we understand the product offering and we know how to tailor it perfectly to the audiences that we are targeting.

And then we, I don't want to, I want to stay humble and I wouldn't say that it was easy, but we very quickly realized that we got some, we got gold in our hands and, uh, we definitely came to the market with the right solution that nobody else has, uh, nobody else did. Um, and I think that the, the next goal or the goal that we are aiming right now is basically growth marketing.

Yeah. So that's the center of our, of my intention. Uh, for the next couple of years, uh, and we definitely build a strategy, uh, for accelerating our growth, uh, in order to expand 1st of all, our footprint here in the States. And also expand our offering and learn better. About the opportunities that are ahead of us in the future, and it's a beautiful journey and we are in a great positive momentum these days and we learn a lot.

Uh, each and every day

[00:20:29] Alex Rector: and and do you feel that you've got like, what you need to start the scaling? Are you in? You're in growth mode, but do you have the team for growth? Do you have resource? Are you working with 3rd parties today? Like, what? What is your situation look like?

[00:20:43] Omer Maman: So, so the, the shifting of the strategies, okay, from product market fit to growth.

Definitely, uh, brought me to the understanding that I also need to make some adjustments in the way that the marketing team is structured. So, uh, my approach in marketing that the team should be structured. Uh, or should be aligned, uh, with, uh, with, with how the cell cycle looks like and how the fun looks like.

So, basically, our team is built with growth marketing manager. That. Um, is responsible on the demand generation and make sure that the top of the funnel is, uh. Fed with a high qualified leads and high qualified opportunities. And then we have product marketing that basically is in charge to support a sales team with all the sales enablement tools that they need with competitive tactics and things like that.

And basically also in charge to qualify the opportunities down in the funnel. So. Converting them from, um, early stages stages to more advanced stages, um, uh, towards, you know, the, the cell cycle. Um, and then, uh, after the cell, we have another, uh, product marketing, uh, functionality that is more oriented for the bottom of the funnel.

So we want to make sure that. We don't disappear after we sell the product, right? We basically that's the beginning of the journey. And we want to make sure that the onboarding process with our customers goes flawlessly. There's a relationship and connection that we need to start creating with with the users with the end users.

Right? That we meet them for the 1st time. Post sale. So we sell B2B, but actually our product, uh, work for both B2B and B2C. And then there's a lot of B2C2B marketing that needs to be created here. And we also, we built also a very, very strong, uh, content, um, capabilities, uh, in house within our marketing team.

Uh, because I, my marketing approach is that, uh, content is it's. It must be in the core of the marketing. Uh, and, uh, uh, if you create good and valuable contract content, uh, the sky's the limit with, uh, how creative you can go with your, with marketing initiatives and the impact that you can create as a marketeer on the market.

[00:23:09] Alex Rector: Yeah. I think that's really important for your, like, for this business, it's gotta be very important to communicate just. This bit more of the specifics of for the employers and how the employee experience is going to be. Um, but, uh, for you guys, it sounds like, uh, I mean, you're obviously you're going on a full tilt right now.

You've got, you just got funded, you're growing, you're building towards something. Um, is there any, like, with the sales cycle. Like how long does that take with a customer is, is your onboarding, like a really long, painful process? Or, um, do you have like a whole service team dedicated for helping through all of that and sales engineers and all that business?

[00:23:59] Omer Maman: For sure. Um, so actually you ask two different questions. You ask about the sales cycle, then you ask about the implementation and the onboarding. I'll address both of them, but about the sales cycle, it changes, right? It changes, uh, depends on the size of the company. Uh, and sometimes, and the decision makers that, you know, need to be around, you need to group them all together around the table.

Sometimes there's a broker involved in the process and sometimes. We work directly with, uh, with employers, uh, if, for example, if one of the customers of one of the company came through a PEO, those companies, they have, you know, uh, the cell cycle is, uh, zero days because we just wake up in the morning and realize that Trinet had just added, uh, a few new companies, uh, into our platform.

So you wake up and you find, Ooh, I have 200 new customers. And that's, uh, that's something that is super surprising that we definitely invested a lot in building the right infrastructure to support that.

[00:25:02] Alex Rector: Um, so that sounds like that could be scary. That could be really scary. Right. If you didn't have all your ducks in a row.

[00:25:07] Omer Maman: Yeah. Uh, so I wouldn't say that it's scary, but definitely we anticipated that. That these kind of, I would say, uh, that this partnership, uh, will have, we will have to, uh, uh, to embed a more scalable, uh, processes, uh, within our, I would say onboarding process. And that actually leads me to the onboarding question that you asked.

Our onboarding is seamless and super quick. Uh, we can be ready, uh, you know, uh, live and running within 6 weeks. Uh, basically what we need is to get all the health plans, uh, from the, the employers, uh, as part of their own boarding process, then. We, what, what we do is we, we take the unstructured data, which is, you know, hundreds and hundreds of, uh, uh, PDF pages that, uh, need to be analyzed and move to the structured data.

And this is where exactly the ai, you know, come in and start processing the data. Uh, it's just a matter of couple of weeks, uh, that we are ready to roll it out to the employees. Uh, all of our customers, uh, are assigned to, uh. You know, significant customer success team that will work with them from the very 1st, beginning of the onboarding through training.

And we, as marketing team always support with marketing assets to the users to the at the companies to increase the engagement to drive them to take care of their health and. You know, with their wellness tips and, uh, and health, uh, tips and make sure they monitor their health process properly, um, throughout the year.

So they get not only just access to the platform, but also a full package of service support and, um, marketing, uh, I would say enablement tools, uh, to make sure that they liberate the platform to the max.

[00:27:09] Alex Rector: Yeah, that's amazing. Yeah. I mean, six weeks is not that long for, for activation, you know, um, for a product like this, I would think that I was expecting, you know, at least a couple of months.

[00:27:24] Omer Maman: Yeah, but you know what? That's exactly why, what makes us, uh, the most innovative company in this space, because the fact that we embedded top notch technology and AI helps us to, uh, to move faster. Right? Because we don't need to facilitate now a call center, right? With, uh, with 20 experts that will be available 24 7.
we have 1 AI team. Uh, support, uh, digital support, uh, for all, no matter how many employees will be enrolled on our platform. And this, uh, and Zoe are a digital, uh, AI benefits expert. Uh, she doesn't take a PTO, and she can address as many employees as we can enroll on our platform. Uh, so that makes and all the, you know, the automatic processing.

Thank you very much. Uh, that we're doing for the, uh, health plans, um, just allows us to be quick, uh, as, uh, as lightning and, uh, and run really, really, really fast with our customers. And that's why they are so impressed and and so, uh, grateful for us being super, um. Responsive to their questions and also, I think they appreciate that.

We were, you know, from those kinds of companies that are customer centric and customer obsessed.

[00:28:52] Alex Rector: Okay, yeah, I mean, that sounds. I mean, that obviously that's going to be good for, for you guys, if you're delivering like that, customers are going to be happy, they're going to spread the word that, you know, they didn't have a painful onboarding process and have to deal with a bunch of calls and back and forth.

So that can only be helpful. Right. Um, and if you've got the data down, you know, you know, what kind of like templating and like how to bring it in and process it and get everything cleaned up. That's also key. Um, are you guys. Do you see a lot of objections to like the AI or like, do people like, what kind of problems come in whenever you're going through your deal stages?

[00:29:35] Omer Maman: So I wouldn't say objections, but yeah, we get questions about, Ooh, so now AI, uh, that, or maybe some kind of a fear that, Oh, maybe my employees, uh, will not feel comfortable to, you know, to speak to an AI agent, right, uh, to a bot or anything like that. So we also solve that one because it's not an AI solution only.

At the back office, we also have a benefits expert that can address questions that, you know, sometimes the AI bot cannot address a very specific and personal question. And this is where exactly. The question is being transferred to a human response response, uh, benefits experts that we have on board with us, uh, that they will reach back to the, to the user with the answer they are looking for.

So, for the ones who are looking for the war, I would say a human connection and a human response. We also offer this service. So it's easy objections. So called to mitigate. I can tell you that. From the data that I'm looking at, uh, Healthee, uh, 92% of the questions that are being asked on our platform are addressed instantly, uh, by Zoe, by the ai, uh, um, uh, bot.

And then the other 8% are transferred to our benefit specialists and that the users get their answers anyway. So we basically provide a comprehensive solution that the technology as well as the human touch. And I think they are super, you know, grateful for that.

[00:31:14] Alex Rector: That's pretty amazing. The AI fields that many of the questions,

[00:31:19] Omer Maman: right?

[00:31:19] Alex Rector: That's surprising. So, okay. So, and, and so they're happy with that. Um, but is it, uh, like as you're going through the sales process though, Are they, you guys are able to handle all these kind of like objections that come up around the technology today.

[00:31:44] Omer Maman: Yeah, um, uh, definitely. Uh, I, I told you that the cell cycle is not as complicated.

I think that's the simplest cycle that I have ever, uh, handled with, uh, or managed to, uh, to handle or try to, uh, to, to, to solve. Um, but I can definitely tell you that the questions, it's not an objection, but, uh, the, uh, I think that 1 of the challenges, uh, 1 of the narrative that we are trying to, uh, to change or to customize that people don't understand that good embedding technologies into the health care and benefits world.

Uh, it's not it's not a luxury. It's not a nice to have. It's a necessity. So I think that what we are. Trying to do right now is to, um, kind of, uh, center eyes, uh, or, uh, put in front the sense of urgency because there was the cost of doing nothing right? If you do nothing with your health care, then you'll pay more and more year over year.

Because the rates are increasing and if you, if you're not, you know, manage it properly as an employer or also as an employee, um, you'll just pay more. Uh, so every day that you are not considering, uh, improving the health benefits experience for your employees, basically the day that you're losing money.

Um, so I think that. Uh, if we clear the technology fear that, you know, it's legit that a few, uh, uh, individuals might have their out there. Uh, people need to understand that it's not a nice to have solution. It's a, it's a must have. It's a necessity and it's better sooner than later. Of course.

[00:33:39] Alex Rector: Yeah, I would think that that's the main thing that that's what I was thinking.

Like, the, the objection would be, this is just an add on. Is this, is this something we really need? Like, with the additional costs? Is this something we want to spend for? Right? Or do we just want to let our employees deal with? You know, the insurance themselves,

[00:33:55] Omer Maman: right? So I feel that as a marketeer, I, I'm less worried about, you know, explaining the why, because that's very straightforward.

You know, everyone that lives here in the States understand the need, right? Understand why this platform is a super can be super useful for them as individuals or, uh, for their employers. Um, I think that the most important thing for us as marketing team at Healthee. Is to, uh, convey the message of why now and that's that's I think the most important thing that we'll try to tackle this year.

[00:34:35] Alex Rector: Okay. And I think we're getting close on time here. So, um, I guess, uh, to wrap up, is there anything like limited time promotions or something going on right now that you'd like to share? And, um, I guess, where can people go out to, to learn more and follow Healthee and be, be in the know?

[00:34:54] Omer Maman: Uh, yeah. So first of all, of course, if you are an employee that are super interested, uh, in embedding technology or improving that, uh, healthcare, Uh, experience that you have, no matter if you are insured by your employer or by anybody else, uh, you are more than welcome to read more about Healthee, uh, on our website, or you can go to the HR and share with them, uh, spread the word of Healthee and tell them to reach out to us.

Obviously, we're available online. Uh, on all the social media platforms, LinkedIn, Facebook, Instagram. Uh, I'll. Send over the link so you can embed them in the in the episode. Of course. Um, and that this is it. We are, uh, excited, uh, to, uh, to spread the word of Healthee to, uh, basically, you know, change the way that people consume health care, make them best consumers and smart consumers, you know, where with Amazon.

Embedded in our lives and other and Uber that, you know, all these, like, big names that change the way that we, the change the way that we consume services. Right? Uh, we feel that we change the way that, uh, Americans here in the States will consume health care. Um, and that's that's the goal for us. And. And it's happening actually, it's happening these days.

This is why I'm super excited about that.

[00:36:24] Alex Rector: And that's exactly what we want over here. So thank you for the work you're doing. But, um, yeah, so I guess we'll, we'll wrap Omer. Thanks so much for your time. I really appreciate the conversation. It's really interesting to me. I've got a little bit of experience working in the health, uh, the health, uh, business and health tech.

So, um, yeah, I mean, you guys have a great product, uh, it looks like some very good brand direction and obviously great, uh, marketing direction here with you, Omer. Uh, so, um, thanks so much. Thank you so much. I really appreciate it. I enjoyed it. Happy Friday. Enjoy your weekend.

[00:36:57] Omer Maman: Bye bye.

​Transcript
 
Alex Rector: All right. I hear something.
 
Drew McGhee: There we go. There we go.
 
Alex Rector: Hey man.
 
Drew McGhee: How is it going?
 
Alex Rector: I’m in.
 
Drew McGhee: Yeah, there it is, Google Zoom.
 
Alex Rector: So today we’re joined with Drew McGhee. He’s the Founder of IVM Group and also experienced business development and just general business professional and marketing professional and a friend of mine that I’ve known for, I think, like amazingly six or so years now, which is incredible. I can’t believe it.
 
Drew McGhee: Six or seven. Six or seven has flown by, flown by.
 
Alex Rector: A lot longer than I thought whenever I look back. So, it makes me feel a little bit old but that’s OK. That’s OK.
 
Drew McGhee: Definitely, definitely. That’s great. That’s great.
 
Alex Rector: So how is it going, Drew?
 
Drew McGhee: Good, good, good. It’s a beautiful day up here in Cleveland, Ohio and the weather is starting to warm up a little bit, so that’s nice. I know you’re down in Texas, so you’re …
 
Alex Rector: I feel good now.
 
[Crosstalk] [0:01:02]
 
Drew McGhee: You’re just looking good. You’re just looking good. No, things are good. Q1 is wrapping up. Q2 is next week. Time is flying by, just trying to finish on a strong note.
 
Alex Rector: It certainly feels like it has been flying by. I can’t imagine with all the things you’ve got going on, what it feels like. But I guess, you know, to get us started here, do you want to talk a little bit about kind of how you got started and where this idea came from?
 
Drew McGhee: Yeah, absolutely So we launched IVM Group, our insurance vendor marketing group two years ago, February 2022, mainly because we have previously had experience. You as well, right? Working in the insurance space and identifying these third-party vendors that are trying to do work in the insurance space, need help with their outbound marketing, tracking their inbound marketing and also helping them manage and/or implement the CRM platform to help them most efficiently track their sales pipelines, leads, conversions, all of the above.
 
Alex Rector: OK. I mean it seems like it’s pretty like – it’s pretty niche. You’re not serving everybody with this, right? You’re going after insurance vendors. What gave you the confidence to like jump in and start something new with like a narrow audience like this?
 
Drew McGhee: Yeah, that’s such a great question. So, we are extremely niche-focused. So, we’re only working with companies targeting insurance carriers, third party administrators or self-insured employers and the dynamic in this niche space of the customer buying process at multiple different levels is very unique. So, us having an understanding of that and then utilizing that understanding to better connect with our partners and also be more efficient and effective, provide better outcomes with our knowledge of the space has been our greatest strength.
 
So it was – going back to the first question, right? Seeing the need within the space, but then having the knowledge of the space and how we can quickly implement our team and make an impact from day one kind of generated that confidence a little bit, but then also working with several companies in the space before we launched IVM really, really helped us get started from day one.
 
Alex Rector: Yeah. I mean it kind of makes sense. I remember back in the day when we worked together. It was an obvious gap that was – I mean there wasn’t love for the CRM and like doing the kind of email marketing and nurturing work. So, if that’s something that was kind of common in the space, I feel you. I think that makes total sense and then obviously your background. You know, investigations, insurance, vendors and you had to all take some connections to start with. Did that like play into it or did you have – were you able to like make some things happen right away when you got it going?
 
Drew McGhee: Yeah. Everybody will say it, like in the space that we operate in is a very relationship-driven space. So being in the space for years prior and building the relationships that I did really played a strong factor and it still continues to this day. Two years into it, the word-of-mouth referrals we get from friends. I consider them friends that I had met in the industry four plus years ago, are incredibly valuable. So absolutely. Being in the space prior to IVM and then really establishing a strong network within the vendor space has been invaluable.
 
Alex Rector: Do you go to like the same shows and try to see the same people like you did back in the day?
 
Drew McGhee: Yeah, absolutely. So, like everybody we’re trying to work with is a vendor in the insurance space, so they’re exhibiting at some of these larger shows. So just last week, we were at PLRB in Boston which is a large property conference, property insurance conference and then went right from Boston to New Orleans for the Loyola DBA Conference, which is more litigation-heavy but still a great audience for us.
 
So yes, still traveling to a lot of the same conferences I did previously which again though, it’s just another added value knowing which conferences will be most valuable for us and then passing that value along to our clients, helping them generate their conference schedule for the following year, while also leveraging our data that we’ve been collecting for them to see which shows have provided the strongest ROI and which shows they should be spending money on in the next 12 months.
 
Alex Rector: That’s so important. So many businesses, they just go to the show just because the show, it’s in the industry. They need to have a presence there. Oh, no one is going to remember me if I don’t go to the show. Our competitors are going to get business. We’re not going to get business. But yeah, I mean like tracking and actually doing a reporting on that is super important. Like businesses spend a lot of money on those kinds of things and like it takes time and work to get there and get all your people there and so I mean that’s really important. Go ahead.
 
Drew McGhee: I was just going to say you mentioned when we work together, one of the things that we – mainly you was implementing HubSpot and a CRM to help track a lot of this data and now we fast forward five years. Five years later and a lot of our prospects, a lot of the companies that we’re striving to work with still do not utilize a CRM or any sort of tool to track their data on their sales and marketing side. So, you’re exactly right. They hear RIMS, national rims and they think they have to go to that show just to have a presence and stay top of mind, where in reality, unless you’re trying to do work with risk managers, RIMS is 76 percent risk managers.
 
So, if you’re trying to do work with other segments, your money is best well-spent going to other conferences that are more suited to the audience you’re targeting. I think that data was just valuable.
 
Alex Rector: Yeah, for sure and I mean it’s like just the overall plan of going to a show, right? It’s like not only do you want to track but it’s like you got to know what you’re going to do. What are you going to do onsite? Are you just going to be there scanning badges or like taking cards in a fish bowl or let’s have some – like make sure you’re having conversations, doing something, right? Put some guidance in there.
 
Drew McGhee: Yeah
 
Alex Rector: But I was going to ask you too Drew. I mean like it’s one thing to talk about like you have industry experience. There’s a problem that needs to be solved. So, like you’re kind of fitting in and serving where you need to serve there. But I mean like founding a business, like what were the key things? What came together for you that really just like made it click? Like hey, I’m going to go independent here. I’m starting a business. Did some things like fall into place that had to fall into place for you or like what were those things?
 
Drew McGhee: Yeah. So, working fulltime with an insurance vendor and seeing the impact that some of these processes that I was building out in Salesforce and their other marketing tools and then seeing the value that provided was a little bit of an eye-opener and doing the same way with companies previous to that. But then also having companies approach me that I have known for a long time saying, “Hey, can you help me implement HubSpot? Can you help train my team and using our CRM?” Having that book of business on the side on a 1099 capacity was like this could absolutely be a business.
 
I’m not even prospecting and these companies are looking for guidance by coming to me. So, like what if we launched IVM and we started going and trying to find companies that can use this service or this value we’re providing and launch IVM? So that’s kind of what it was. It was honestly working with companies outside of the company I was working with fulltime and really opening my eyes more to the fact that the need is greater than one can initially see. So that’s really what made us take the leap.
 
Alex Rector: For sure, yeah. That makes sense and like for like building it out, I mean I know you’ve hired some people now. Did you start out with some key people right away or some I guess like third-party helpers? How did you set up your op whenever you first launched? Was it just you at the beginning or like how long did that last?
 
Drew McGhee: Yeah. So, we launched in February and I went to national RIMS, the first conference, two months later. Brand new company. All I have was a stack of like business cards that I had to like hurry up and get printed, right? And so, it was a little bit of a grind at first. Like any startup I imagine would be. But I think one of the most valuable things that happened to us in our first couple of months is hiring Haley Smith who’s our Director of Digital Marketing.
 
She came onboard. She has an incredible knowledge with marketing and had an incredibly successful career up until joining IVM. She was just an incredible addition to the team in month three and that really helped. I think that was the main support for me personally, having her and just someone to bounce ideas off of and utilizing her expertise to take us to that next level was absolutely the – probably the most influential thing we did in the first four or four to six months of launching IVM and then shortly after bringing on Will Grubbs who manages a lot of our CRM development now.
 
But yeah, we’ve done a great job of keeping everything in house. All the three people I just mentioned are in Cleveland. We’re now in a couple of different states but having that foundation and a strong team has been more important than anything.
 
Alex Rector: Yeah, that sounds like – I mean that makes sense. So that would be like the people you would bring on first of all. We glazed over that but we didn’t even talk about like what your main service offerings are. Like what do you guys do for clients and I would love to like talk a little bit more about IVM clients, like what kind of people you’re dealing with.
 
Drew McGhee: Yeah, absolutely. So, I think there’s like two directions we can go there, right? One is like what are we actually doing? What are the services we’re providing? And then the other direction is like specific to this space? Like what are the three pain points that we’re solving for our clients to help them not only generate repeat revenue from their current book of business but also generate new revenue from new customers or new companies?
 
So, if we go back to the first one, what services are we providing? I think the most valuable things that we’re helping our clients with are around helping them either implement or manage their CRM and help on like the sales enablement side, helping their teams save time and help them identify the prospects for our audiences that they want to be focused on before a conference, after a conference, when they’re just trying to generate prospect. Putting the MQLs and qualified leads in front of them so that they’re not having to cold prospect or sift through tens of thousands of leads to see whether time could best well be spent.
 
So, CRM management I think plays a large part in our value but also our outbound marketing campaigns, which have really moved the needle quite a bit for our clients not only from a lead generation standpoint but also converting opportunities and then really converting just through our outbound engagement. In this space we’ve been able to convert leads to customers strictly through our outbound engagements, which I think has been just awesome to witness first hand. So those are the top two but we also help our clients manage their websites, update their copy on their add landing pages, additional pages, for new service offerings they might be launching, managing all their social media, making sure the pulse on their social media profiles stays active, but also giving people who visit their social media a place to go, to learn more, to further them down the sales pipeline, which I think a lot of companies fall short in our space and giving that traffic somewhere to go after they look at your flashy social media post.
 
So, I think in a nutshell, those are probably the main service offerings that we provide to our clients but then we can go into how do we tie those services or a combination thereof to solve the three main channels of revenue that we’re consistently pursuing for our clients.
 
Alex Rector: OK. And whenever you say, whenever you talk like outbound, what are you referring to there?
 
Drew McGhee: Email campaigns, right? So, there’s a couple of different nuances in our space that open the door for some very efficient campaigns that we can run to generate some revenue. As you know, CE, continuing education courses or webinars are a huge lead driver in our space because there’s a need for people who can refer business to attend these CE webinars.
 
So, helping our clients promote, host, create these CE presentations and then get them in front of their customers who may have not referred business to them. They might be churned customers and/or it’s such a – again you need to space where an adjuster will pass along the webinar information to other potential requesters at the TPA they work with.
 
So that has been one but then just getting in front of, staying in front of customers for some of our clients where the competition is very saturated in our space. So how do our clients stay top of mind with their customers? So that has been another really positive and effective outbound engagement that we manage too.
 
Alex Rector: OK. Yeah. I mean like you’re talking to a few different kinds of like profiles for clients, right? So when you say it’s saturated and I agree. At least wherever we used to work, like investigations and like some of that. Definitely some saturation going on. There’s a lot of people, a lot of options and different types of options.
 
Drew McGhee: I agree.
 
Alex Rector: For you, what kind of profile are you typically working with? When you say like an insurance vendor, what vendor types are most interested in doing this kind of work?
 
Drew McGhee: Yeah, absolutely. So, we’ve definitely honed in on like what our ideal client profile looks like and I think our sweet spot is working with like the small to medium-sized businesses in that vendor space and I can explain why. There’s this reoccurring, revolving door that happens in this space where companies are acquiring other companies and those companies are large. They’re 100 million plus in revenue and those companies continuously acquire the smaller companies that provide that same service offering or a different service offering and they have the marketing teams. They have the budget.
 
The one thing though that we consistently see though is that those companies get so big and their service offering tends to diminish or the value of their service offering tends to diminish and that opens the door for smaller regional and/or national vendors to compete for their business.
 
Those smaller or regional or national vendors, they do not have the capacity. They don’t have the means to manage a marketing department or manage any sort of campaigns to get in front of that potential business, whether that be around the conferences like we spoke about or running a webinar so that they can spend an hour with these prospects and explain to them the value propositions that make them a better choice than these national companies.
 
So that’s like our sweet spot, like helping the regional and national companies compete with these larger companies in their same space. So that at a high level I think would be how we target like our best prospects.
 
Alex Rector: Yeah. I think that makes a lot of sense with size and like how that plays in and where they’re going to need that help to compete. I think that 100 percent makes sense. The people that you’re actually dealing with, with these clients, with these businesses, like who do you usually find yourself talking to? Who reaches out to you guys?
 
Drew McGhee: So usually, I would say about 80 percent it’s the owner of the company who wants to implement some sort of outbound marketing and sales enablement with the CRM and things like that. But also I would say the other 20 percent is like the head of sales or where it’s a one-man team or a smaller sales team that just needs some support.
 
We talked about conferences. Some of these teams we’re working with literally are going to conferences week after week for months straight. So, when you look at like how would that person have the capacity to run any sort of pre-conference outreach to these attendees that are going to the conference, to try to get in front of them, while also following up with the conference they had last week at the same time of attending the conference they’re currently at? It’s tough. So, providing teams with that kind of structure too with our support has been phenomenal to where we’re getting meetings scheduled at conferences for them, to where they’re showing up there on their calendar.
 
They just have to look good and get in front of these prospects or opportunities that we’ve scheduled for them and keeping them on track to get the most out of those conferences rather than just churning and burning, right?
 
Alex Rector: Yeah, for sure. I mean do you guys – like are you going to the conferences with them? Do you send somebody?
 
Drew McGhee: No, no. So we only go to a couple of national conferences but they’re the ones sending their teams to the conferences and it’s interesting seeing the trend though of how many of our clients are exhibiting versus just attending now and I think that’s a pretty strong trend in our space.
 
Alex Rector: Is it up? It’s up, right? Is it down?
 
Drew McGhee: Yes. Since like the break or in-person break around COVID, it was clearly down during that time but since then, it has gone up a little bit but still people are moving away from the booth spend especially if they’re able to run a strong campaign pre-conference and get the same amount of meetings, if not more meetings scheduled without that booth presence.
 
Alex Rector: Yeah. I think a lot of different businesses and they’re wising up for like the events.
 
Drew McGhee: Yeah.
 
Alex Rector: Everything is tracked more now. There’s a lot more businesses that do have CRMs in place and they are tracking like what is actually coming out of events, what the ROI is, whenever they go on and pay for a presence or try to like put a big fancy booth in place somewhere and they really want to get the most out of it. So I think businesses are getting smarter about that and trying not to double down on conferences that aren’t doing anything really for them, that anything they could tell is happening. That’s good.
 
Drew McGhee: Great.
 
Alex Rector: They’re not just going to go now.
 
Drew McGhee: Absolutely.
 
Alex Rector: Obviously we’re seeing a lot more conference activity going on since COVID has cooled off. There’s a whole lot more on-site business happening and then people just traveling more and because I’m working in study abroad now. So, people are definitely wanting to get out of the house now a lot more than they used to.
 
Drew McGhee: I agree, I agree. I think one big transition in our space pre-COVID, a lot of these requesters or potential customers were in the office and they were working side by side. A lot of companies like that was their marketing strategy. Like that is all they did. Like office visits, dropping off donuts, sandwiches and with a stack of business cards. Then COVID, since then, offices have shut down and those adjusters are not back in the office. Those requesters are not back in the office. They’re still working from home and they’re spread out. So it’s not realistic to be able to engage with as many of those adjusters in person as it was previously.
 
So it really has transitioned into more of a digital marketing landscape rather than hey, here’s a box of doughnuts. I can walk out of there with seven referrals. I’m having a great day, right? So we’ve really been able to bridge that gap as well, which it has been awesome.
 
Alex Rector: Oh, man. I bet they’ve got some big projects going on with those insurance vendors to try to bridge that gap right now.
 
Drew McGhee: Everyone is trying. Everyone is trying and it was easier, right? Again when everyone is in the office and you can get a group of them to go to lunch or you can get a group of them and go to a happy hour near their office, to get everybody together. But now you’re trying to get people to leave their homes after a day of work to go meet and potentially drive 40 minutes to get together for that and it’s not as easy as it looks. So how do you stay in touch?
 
Alex Rector: Are the big payers, are they letting people be distributed still? What do you see out there?
 
Drew McGhee: I don’t see a lot of in-person visits happening. You see some regional events that will be thrown from maybe a collection of vendors or maybe one vendor. But it certainly does not happen as much as it used to.
 
Alex Rector: OK. So like a lot of them have kind of gotten used to the remote distributed.
 
Drew McGhee: Yeah.
 
Alex Rector: Everybody is kind of all over the place and calling in on Zoom like we’re doing right now.
 
Drew McGhee: One hundred percent and previously adjusters had to – in some states, adjusters had to be located in that state to handle claims in that state and since COVID, like some states have done away with that to where now, adjusters are working remote in other states. So staying top of mind is super important. So how do you stay top of mind? You can’t just go to the office and see them and that’s why our knowledge of that dynamic and knowing how to target those potential requesters have been so effective and again valuable. We’re able to generate new revenue strictly through our outbound email campaigns.
 
Alex Rector: And are you guys using the same tools to get to new clients for IVM Group or like what has worked for you guys for like your marketing?
 
Drew McGhee: Yeah, no. So it has been kind of surreal. A lot of our newer clients have come through word of mouth and again in a relationship-driven space that’s so important. Yeah, it really has been awesome. But we do attend a handful of conferences and that has been our biggest lead driver. All these companies are in the hall. They’re at the table. So I’m literally walking up and down the aisles to meet new people, meet new companies that could potentially use us. It has been incredibly effective while also being able to see all of our current clients in some of these events. So, it’s kind of twofold on the client retention and business development standpoint. But outside of that …
 
Alex Rector: I mean you’re the guy to send to the events. You guys don’t know Drew but Drew is like stellar when it comes to like making it happen on site for events and things like that.
 
Drew McGhee: Yeah. You made me blush but I love them. It’s exciting.
 
Alex Rector: I remember people just walk up to Drew. They just see him. There he is. Drew is really tall. You can’t tell on Zoom but people, they just see him and they go to him.
 
Drew McGhee: Yeah, that helps. The height does really help. I tell people all the time I don’t know how good I would be in sales short but it definitely helps. No, it’s good. The events have been awesome for us. They really have been and just this year, as we got into this year, we decided to almost triple the number of events we’re going to this year just because it has been the best way of meeting people.
 
Alex Rector: Yeah, that’s fantastic. I mean if it works, it works, and if you guys are getting business that way, you know. Do you find that that’s like really cost-effective for you? What do you think?
 
Drew McGhee: Yeah. Oh, absolutely. There hasn’t been a conference we’ve went to that hasn’t produced an incredible high ROI.
 
Alex Rector: Wow, that’s amazing.
 
Drew McGhee: Yeah, everyone and that’s why it was like a no-brainer the beginning of this year. If the conferences are doing it for us, then let’s go to more. So that’s kind of another train of thought which …
 
Alex Rector: I love that. I don’t hear that that often. So that’s amazing that you guys are making it happen on the conferences like that. It’s so cool.
 
Drew McGhee: Yeah.
 
Alex Rector: All right. So, I mean for you guys, like when it comes to your clients, you said you got a great retention rate. I mean what kind of things are they saying about you guys? What do you do best? Why are you getting that word of mouth?
 
Drew McGhee: Yeah. One and I think most importantly for any business, we’re providing a return. We’re able to show in black and white the revenue we’re generating versus our cost and so that’s going to help regardless of our relationship.
 
But second, I think our relationships with our clients mean the world to us and some I truly see it as friends at this point. There are clients that have been with us for over two and a half years. Literally there’s not a meeting they have where we’re not invited or they want our input because we truly are part of their team and so our relationships, I think have been great and on top of us being able to provide a positive impact on their business and then really just meeting our clients where they need to be.
 
So I think a lot of agencies out there have an interesting scope with how they approach their clients whereas we really strive to do whatever we need to do to get our client where they want to be, where they need to be, to compete.
 
So, if there is messaging on their website that we feel if it’s updated will help drive more conversions through that website after they’re already initially driven there through our email campaigns, that’s only going to help us become more effective and more successful and help drive that relationship with that client further.
 
But I think those three things have really helped us generate the retention that we’ve had and also I think word-of-mouth referrals that we’ve experienced is a great representation of that. So that’s what I would attribute that to.
 
Alex Rector: That’s great. Yeah, I mean if people are talking good about you, you’re getting good ROI, I mean that’s what people want. They want to see that business. They want to see that black and white and if you’re doing that, then you’re going to get calls. I mean hopefully you’re going to get calls. I mean unless no one is talking about you, you’re probably not – I mean you won’t get calls if no one is talking about you. But if you’re doing good for them, they’re probably going to have something to say.
 
The thing is it’s like – I saw the other day, it’s like a – a happy customer will tell two people about their good experience but an angry customer will tell like 50 people or something like that.
 
Drew McGhee: Yeah, for sure.
 
Alex Rector: Not that it matters.
 
Drew McGhee: I believe it. I believe it, right? I mean you look at reviews, right? People usually write reviews that they had a bad experience. So, yeah, and it’s such a small space, right? It’s a very small relationship niche space. So, us striving to always deliver a positive experience for our clients is huge. It’s huge because it is a very relationship-driven space and we’re talking about the national companies that buy – you know, mergers and acquisitions, buying the smaller vendors.
 
Well, a lot of those companies lose people and then they start new companies providing the same service and their friends and co-marketing with the vendors we’re working with. So that revolving door is almost a positive.
 
Alex Rector: I see. I mean that’s really interesting and I would love to dig more on that but I think we’re going to get close on time here. So, I was thinking if you got anything. I mean like are you guys hiring? Anything you want to put out there.
 
Drew McGhee: Yeah.
 
Alex Rector: And then like what’s the next for IVM Group?
 
Drew McGhee: Oh, that’s a great question, great question. So, we’re not currently hiring. We just filled a position for our CRM developer, our second CRM developer on the team now. We also just brought on another content writer who has just been absolutely awesome to have as a part of the team. We’re not really forecasted to hire for another maybe month or two. But we will be at RIMS, national RIMS. It’s like the Super Bowl of conferences for the risk management space. So we’re there at the beginning of May.
 
But what’s next, you know, just continuing to grow, continuing to deliver the same service that we’ve been delivering for the first two years. It has only been two years. So, while our name recognition has increased quite a bit in the first 12 months and 18 months, I think we are still coming to the scene and people are really starting to identify us and know what we do without me having to cold call them and introduce myself. So that has been great but I think what’s next, we’ve made a pretty large impact in the worker’s comp space when you’re looking at insurance and we are striving to now have more of a presence on the property and auto side of things, hence the PLRB attendance last week and that has been going really well. So, I think that’s some of our biggest goals for this year on top of everything else.
 
Alex Rector: Do you guys have any like promotions or campaigns going on right now you want to share about?
 
Drew McGhee: Promotions or campaigns, we’ve started really leveraging persona data for a lot of our clients with the specific personas in this space. So, we’ve had a lot of outreach based off of the data we’re able to track with those personas. Not only specific messaging to an adjuster versus a risk manager or claims manager or director of claims. All that messaging should be different when people are marketing to those different personas.
 
So leveraging that to increase engagement but also utilizing that data for things such as like conferences, right? And who is at this conference? Not from a high level but what personas are attending each of these conferences. So, what should I be going back to that conference as it has provided a ton of impact, especially with sales teams, right?
 
Being able to go in there, go into your CRM and pull a list of all the risk managers. Where that risk manager stands in your outreach or in that sales process is incredibly valuable. The time that saves is huge. So that’s one thing we’ve all recently been promoting as well as our outsource BDR. We’ve identified within the sales funnel. Our marketing campaigns are getting leads to qualify and then we’re getting qualified leads but with some of the sales teams we’re working with, they just don’t have the capacity to be following up with these leads who have converted.
 
So, we’ve recently started providing an outsourced BDR that is reaching out to these M2Ls, reaching out to some of these people that are raising their hands, to move them further down that sales funnel and get them in front of some of these sales teams to help generate some additional opportunities.
 
Alex Rector: All right. Well, you know, thanks so much for your time Drew today. Always a pleasure talking to you and we got to do this again sometime.
 
Drew McGhee: I agree, I agree.
 
Alex Rector: Yeah. Everyone go out, LinkedIn, connect with Drew, if you’re interested. IVM Group, check out their website and yeah, thanks so much Drew.
 
Drew McGhee: Yeah. I appreciate it Alex. I think it’s absolutely incredible that we’ve been able to remain close after being in Texas together. Like you said, it has been seven years but it has been awesome. Thank you for the opportunity. It has been great getting on here with you. Thanks for the time.
 
Alex Rector: All right. Take it easy, Drew. We will chat again.
 
Drew McGhee: You too, Alex. Later.
 
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