Finding the Right Fit

Hosted By Matt Watson

Full Scale

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Bob Waddell

Today's Guest: Bob Waddell

Co-Founder and Vice President - MD MatchUp

Leawood, Kansas

Ep. #1094 - Finding the Right Fit

In this episode of Startup Hustle, Matt Watson and Bob Waddell, Co-Founder and Vice President of MD MatchUp, discuss finding the right fit in terms of healthcare journeys. Learn how healthcare providers are improving systems, enabling them to match patients with the right doctor better.

Covered In This Episode

Providing optimal healthcare is now not enough on its own. Patient experience is more important than ever. That’s why finding the right fit for patients and doctors is crucial. And healthcare providers are doing their best to improve the system to ensure patient satisfaction.

In this episode, Matt Watson talks with Bob Waddell about how MD MatchUp helps patients find the right fit. They delve further into how the platform determines the factors in finding the right fit for the right patient. Also, they discuss forming partnerships with different healthcare providers.

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Learn more about finding the right fit for patients and doctors in this Startup Hustle episode.

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  • Founder’s backstory (01:10)
  • How did the idea for MD Matchup come to be (03:30)
  • Selling directly to healthcare networks (06:05)
  • Determining the right fit for a prospective customer (07:46)
  • Finding the right fit with the right patient (09:57)
  • Factors to consider in finding the right fit and partnership (13:25)
  • What’s it like to be a startup in Kansas City (15:19)
  • Bob’s experience during the Pure Pitch Rally (19:57)
  • Biggest challenges and obstacles (21:35)
  • MD MatchUp’s customer base (24:33)
  • Getting the buy-in from big health groups (25:40)
  • Engaging with startups or smaller companies (28:18)
  • How Bob got into Sanford (29:06)
  • Presenting case studies to new customers (30:19)
  • Bob’s final words of wisdom for our listeners (34:12)

Key Quotes

You always say there’s nothing worse than a bad first date. It’s similar in healthcare. There’s nothing worse than a bad first appointment. Right? If you go in there and you have a bad experience, you feel like the doctor is not listening to you. That’s not good for anybody.

Bob Waddell

The key learning here for people listening today is it can take months to do what’s more, more of like a complex enterprise sale, right? You got lots of stakeholders involved. You gotta get lots of people to agree to do this thing. And it’s not a quick transaction, right? It takes a lot of nurturing and convincing from a lot of stakeholders, I would imagine.

Matt Watson

If you’ve got somebody along the way who really believes in what you can do to help them not only from an enterprise level but even them personally, right? And how they can kind of champion this internally, then yeah, it’ll make it a little bit easier. But lucky for us, I mean, I think we’ve, we’ve developed a very aggressive sales model, from a licensing standpoint, so we’re not going to be too expensive for anybody. We’re going to provide that value, that ROI that they’re looking to get back.

Bob Waddell

We’re excited about what we’re doing at MD Matchup. I know that there are others in a similar position out there in other industries. And so we love being a part of the community, the startup community here. And so if there’s anybody who has questions, as far as you know, the process that we’ve gone through, always happy to lend a helping hand and pay it forward the way people have done it for me as well.

Bob Waddell

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Rough Transcript

Following is an auto-generated text transcript of this episode. Apologies for any errors!

Matt Watson 0:00
And we’re back for another episode of the Startup Hustle. This is your host today, Matt Watson. Very excited to be joined today by Bob Waddell from MD Matchup. We’re going to be talking about his company, which is in the healthcare space, and matching up patients to the right doctors should be a fun conversation today. Before we get started, I do want to remind everybody that today’s episode of Startup Hustle is powered by Hiring software developers is difficult. Full Scale can help you build a software team quickly and affordably and has the platform to help you manage that team. Visit to learn more. Well, Bob, welcome to the show.

Bob Waddell 0:34
Thanks, man. It’s good to be with you.

Matt Watson 0:36
You know, it’s not often that we have so many on the show right here from my own hometown in, you know, the Overland Park area. We have a lot of Kansas City people on the show, but not all the time. So welcome to being on the show.

Bob Waddell 0:48
Yeah, thanks. Now, I’m a transplant. I’m originally from Iowa. And so I’ve been down here for the last 11 years or so and love it down here in Kansas City.

Matt Watson 0:57
Well, welcome to Kansas City. I’ve been here for 35 plus years, so. So tell us a little bit about your background. And what led you to be one of the founders of MD matchup.

Bob Waddell 1:10
Yeah, so my background is primarily in marketing and advertising agencies. So after college, I moved out to Cleveland, Ohio, and worked for at the time, which was one of the largest ad agencies in the world called donor started out and QSR. So like Arby’s, and things like that. And then transition, moved to Omaha, Nebraska actually worked for another agency there for a couple years. And then my wife is actually a nurse practitioner. And so she got a job down here in Kansas City. And we came down and started working, I started working for an agency called MDB, which my co founder owns Now Jim Brown. So worked with them for about the last 10 years, and, you know, led the healthcare side of things for strategy. And so it was it was interesting how this whole process kind of came together through that. But I can actually probably trace it back even further, about 30 years ago. So Oh, wow. Yeah, yeah. Which was just crazy, because I was like nine years old, right, but kind of planted the seed and kind of something that stuck with me along the way. Not to start the whole thing out on a downer, but my grandfather died on the 60th birthday. And, you know, just talking, he had a heart attack and stuff and talk to my grandmother a couple weeks later, I kind of asked her I’m like, is there anything grandpa could have done to live longer, you know? And she’s like, well, he could have listened to his doctor. And I was like, yeah, yeah, well, you know, what did you tell him? And basically, you know, he was a smoker, you know, you pipe smoked and cigarette smoke, and didn’t take any of the medications that the doctor prescribed. And so, you know, it’d be in a nine year old, I’m like, Why? Why didn’t he do any of those things? And it’s like, well, he didn’t really like his doctor. And so didn’t really trust him and things of that nature. And so just didn’t really take the word to heart. So that kind of always stuck with me a little bit. And, you know, wasn’t necessarily the inspiration for whatever the matchup came to be. But I can definitely tell if there was some, some connective tissue across the galaxy, I guess you could say, to bring it forth?

Matt Watson 3:30
Well, yeah, so So what, what was kind of the triggering thing that said, Hey, we gotta go start a tech company. Like what? What led you to that final decision?

Bob Waddell 3:39
Yeah. So one of my, one of my clients were back in 2013, was St. Francis Hospital, which is now part of the University of Kansas Health System based in Topeka. And they came to us as the Affordable Care Act was rolled out. primary care providers had to kind of make a decision, you know, most of them weren’t employed by health systems. So they either had to go out and spend millions of dollars to buy EHR electronic health record systems to be in compliance with the ACA, or they had to decide to go ahead and sell and, you know, their, their clinics and their practices to the health systems. And so, St. Francis found themselves essentially buying up some of these practices, and now they’re, instead of promoting themselves to these practices to get those, you know, those other specialty patients now they were in the business of promoting these, these primary care doctors to the community. So they came to our agency and said, Hey, can we come up with some sort of campaign to do this or like promote these primary care doctors, because primary care is the top of the funnel, right? It’s the gateway into the rest of the health system. And so, and we kind of took that and we said, okay, what are we really trying to do here and you know, going back To all that, we were just thinking we’re trying to make better connections between patients and providers. Yes, we want to let people know these providers are here. But if we aren’t making good connections up front, they’re, you know, they’re not going to be as healthy. They’re, they’re not going to be as satisfied. The doctors are not going to be happy as well. So we said, Okay, how do we do that. And so we kind of pitched them a rudimentary idea that we had, which was, we ended up calling to get doc finder. And it was not too dissimilar to like, a For patients looking for the right doctors, right. So we ended up talking to them, and it kind of died on the vine. But years later, we ended up bringing it back up to the surface with some of our other clients and found some success. And then came the point where we said, Okay, we’re on to something here, how do we really scale this thing? And we knew we had to develop some sort of SaaS product that would be easily integrated into health systems, websites or applications? And so we made the decision to do that.

Matt Watson 6:08
So is your guys’s goal to create a website that any consumer goes to to find a doctor? Or is it more within like a regional, you know, network? So like here in Kansas City might be St. Luke’s or you know, something like that? Where I’m trying to find a doctor within that group? Or kind of what Where are you guys trying to position this? Yeah, that’s

Bob Waddell 6:28
a great question. At one point in time, we had to make a decision, are we going to go the b2c route, or we’re gonna go to the b2b route, right. And if we went the b2c route, then it would have been incumbent upon us to go out and recruit all of the doctors to be a part of it. And so going knocking on doors, right, so that’s a lot of time, money and energy to do that. And then in addition to that, we would have to promote this to all consumer base out there as well, again, a lot of time, money and energy, we decided to go the route of b2b and sell indirectly to health networks, whether they’re health systems or payer networks, large provider groups, because they already had built in provider, you know, a database, essentially, that we could leverage. And they were already promoting themselves. And people were already coming to them to find a doctor, right? So we were able to develop this product and make it easily accessible to put on their own website or on their app. And so it, I guess you could call it, you know, individual closed networks. But it works either for the adventhealth of the world here in Kansas City, or it worked for a large blues play as well. So

Matt Watson 7:46
well, it makes sense that you have an advertising background, and this solution is kind of advertising related, right? You’re, you’re trying to advertise the doctors themselves and, and the health systems and match them up to the to the potential customers, potential patients, and it kind of fits into that advertising background.

Bob Waddell 8:05
Yeah, it’s interesting, you say that, because you know, I mean, you go into a health system specifically. And our prospective customer can be any number of people; it could come from the marketing department and come from it digital, it can come from patient experience. But specifically from the marketing department side of things, there’s $11.9 billion worth of healthcare advertising that is out there every single year, right? And they have very little to show in the way of an ROI back to their C suite. You know, they’re pumping billions of dollars in into the economy, but they can’t really tell their bosses, what they got for that $11.9 billion, right? So this actually does a really good job of MD mash, it does a great job of kind of closing the loop. Because when somebody comes in to their website to take, you know, our quiz, and we haven’t really talked about what that is yet, but they give us their first name, their last name, their email address, their zip code, and their birth year. We can take that then and follow them all the way through them taking a 10 question quiz for us. But then, even with that, we’re able to, you know, tap into the EHRs of our customer systems. And, you know, they can give us a data as far as who’s gone to appointments in the last 3060 90 days, and we can cross reference that and see if they came in through our product or not. So then we’re able to present an ROI back to the marketing departments, or whoever that l Elson we’re talking to within those systems, so they can really show Hey, we spent X amount of dollars doing an MD matchup and promoting our providers in this way, but we got 1020 30x in return as well.

Matt Watson 9:57
So as for potential customer or patient to the to the Health Group, like, what do you use to determine the right fit? Is it? You know, I’m an old man. And so I need a doctor that specializes in old men versus family or women’s health? Like, how do you how do you guys get that right fit for the customer?

Bob Waddell 10:17
Yeah, no, that’s a great question. You know, and so when people are going to look for a provider right now, you know, they might be finding some places close to home or work, they might be asking friends and family, but inevitably, about 80% of people end up online, right, to find a doctor. And the basic criteria that they think of first and foremost, and it’s not wrong is do they take my insurance? And you know, are they in my area here? That’s fine. But that’s about all the health system or the payer network would know about you, if you’re coming in and using their quote, unquote, find a doctor. And so what we do is, we don’t necessarily focus on the provider upfront, we really kind of shift the whole paradigm and we’re focused on the consumer, we want understand who they are, first and foremost. So then we can understand who we can recommend to you within the network, define. So obviously, if you’re looking for a primary care doctor or a cardiologist or something like that, you can tell us that up front. And we’ll use that as kind of a pre indicator. But beyond that, we’re going to ask you 10, simple, simple questions. One question might be, like, you know, who’s the main authority on your health? Is it you? Is it your doctor? Or is it your friends and family like wearing this Venn diagram? Of those of that triad? does it fall? Right? Another question we might ask you is, you know, do you prefer a provider who practices conventional Western medicine on one end of the spectrum versus holistic and alternative medicine on the other end, right? And so we’re able to really get very granular data based on how you answer these questions, because it’s not just an ABCD or E answer, where we’re giving you Venn diagrams or giving you sliding scales. And so we’re really getting an understanding of who you are as a person, first and foremost, how you think about your health, what are your needs and your preferences? How do you like to communicate with your provider? How do you like to have them communicate back to you, right, like some people like to face to face, they may like video calls, they may like text messaging? And so we really want to have a good understanding of all of these preferences, first and foremost. And then how do you keep track of your health on a daily basis or an occasional basis, you know, what’s important to you. So all of these things are kind of taken into account. On the back end, we asked providers 30 different questions, not only on who they are, but also how they practice the kinds of patient attributes that they’re looking to attract to the practice, because mind you, this is a consumer facing tool. This is also a provider marketing tool, right? We always joke that MD stands for marketing director, because without a doubt, they go and knock on the door of the marketing department at some point and say they want their face on a billboard. Right? Well, MD matchup gives them the opportunity to tell people who they are without having to go out and scream from the hilltops.

Matt Watson 13:25
So, your previous business and this business, are advertising related. And I’m sure there, and what you guys are trying to do is help your clients build relationships. So I’m curious, what is your strategy for helping people find the right fit? And within within those relationships, whether it be in advertising or in healthcare, you know, what are the factors that you consider for finding the right fit and a partnership?

Bob Waddell 13:52
Yeah, again, that’s what we’re trying to find what we’re allowing people to tell us upfront, right? Because it’s different for everybody. Somebody may value their time more on starting their appointment on time versus spending more time with the provider in the appointment, right? So again, not everybody is built the same. And so these questions are designed for us to really segment and profile these patient personalities and establish who those are. So it is different for providers as well. And so there’s nothing worse than, you know, taking this outside of healthcare, right? You always see there’s nothing worse than a bad first date. It’s similar in healthcare, there’s nothing worse than a bad first appointment. Right? If you go in there and you have a bad experience, you feel like the doctor is not listening to you. That’s, that’s, you know, that’s not good for anybody. You’re probably walking out of that appointment. Definitely not coming back to see that provider. Probably not coming back to the system. The provider does this 2025 times a day so they know whether they’re going to see that person again or not, most likely, and so they’re probably not happy either. And then the health system is not going to be happy because they’ve lost a patient. And then they’ve got an unhappy doctor, right? So what we’re trying to do is establish, there’s so much time, money and energy. And I know I use that phrase previously. But really, it’s true. So much of that goes into finding out the satisfaction of a patient after an appointment happens, right? What we’re trying to do is get that relationship, put our best foot forward on on both sides of the table, right? Instead of just having putting your doctor’s essentially on an online directory, which is basically like a digital phone book with pictures and say, Hey, pick the best one. And they’re all listed in alphabetical order here, you know, choose a headshot, great, we don’t want that we want you to tell us who you are, we already know who these providers are. And then we use an algorithm that will match you up and put you on the best foot forward, going into that first appointment.

Matt Watson 16:11
So I want to ask you some questions about what it’s like having a startup in Kansas City and in your progress so far. But before we do that, I do want to say that finding expert software developers doesn’t have to be difficult, especially when you visit full, where you can build a software team quickly and affordably. Use the Full Scale platform to define your technical needs, and then see what developers are available to join your team today. Visit full to learn more. So you guys started the company about three years ago now.

Bob Waddell 16:42
Yeah, it’s it’s probably three or four years old now. Yep.

Matt Watson 16:46
So how, how has that gone? So far? Like, you know, based on the initial plans that you guys had initial product you had? Is that still the same today? Or did you guys make a lot of changes, you know, in the in the product plan, the go to market strategy, all those things? Just kind of curious how things changed from the original version.

Bob Waddell 17:06
Yeah. Overall, I’d say it’s pretty much the same, obviously, the biggest hang up we had was almost everybody was dealing with the COVID, 19 event that, you know, everybody’s still digging themselves out right now. So obviously, from from our standpoint, you know, who we’re trying to sell into, primarily, we’re at these health systems and going through that process. They’re, they’re trying to keep patients out of the system. Yeah.

Matt Watson 17:34
2020 Yeah. 2020 That’s a bad time to get people in doctors offices.

Bob Waddell 17:39
Exactly, exactly. And so, you know, had a ton of good conversations, and I was just like, hey, is not the right time. And like, yeah, we understand what we’re trying to, you know, you got to educate the marketplace, too. Right. So, yeah, it was good from the standpoint of it allowed us to really hone in on our go to market strategy, who we’re supposed to be talking to, who, who’s interested, who’s not interested things of that nature, but then really just to make connections, both of those prospects, but then, you know, within the, the Kansas City entrepreneurial community as well, right. I’ve never been a part of a startup before. And so this whole thing has been a learning experience for me, which I’ve really enjoyed. And, and I’m lucky enough to have partners to have supported that as well. But yeah, I’ve been through a number of kin. I mean, cancer is a great entrepreneurial, supporting town. And so a lot of a lot of the programs through UMKC are Pitch Perfect, you know, Enterprise Center of Johnson County, I went through a few classes there, from learning to pitch to investors to sales and things of that nature. So it’s all been fantastic. And I’ve met a lot of great people along the way. And so I think the biggest thing I’ve taken away from, you know, my journey so far, specifically in Kansas City is everybody’s so willing to help you, you know, like that, even if even if they can’t help you by, you know, actually investing or, or something like that. They’re always willing to make introductions, you know, and they’re not necessarily quick for to give out dole out advice, but they’re quick to give you their number and say, Hey, give me a call if you ever have questions on anything. And so it has been very family like, I think in that atmosphere. And

Matt Watson 19:43
so I’m, I’m, I’m curious, is there a specific story about somebody in the local community that really helped you, you know, that just kind of curious if there’s a any cool stories there of? Yeah.

Bob Waddell 19:57
So, man, probably quite a few I’m going to be blanking on for sure. And so I apologize to anybody out there. But for example, like we had the opportunity to do Pitch Perfect. Interview the pure pitch rally I’m sorry, yes. And so we did that. Two years ago, I think it was. And man probably, you know, a few days later or something like that, I get a call from somebody and said, Hey, I saw you guys pitch, we’d like to talk to you, like, cool. And guys named Matthew Miller. And he actually told me, he’s like, you know, I, I essentially developed the very first physician Directory Online physician directory. And so that was just kind of cool to see somebody who’s here in Kansas City, who was kind of the pioneer of the first version of something like what we are building here. And really, you know, he just opened up and was like, Hey, I’m here to help you. If you guys want help, I’m, you know, nothing else. I’m here to be a good sounding board, you know, so, yeah, he was able to get us introductions into several people. And I’m a part of the the combat KC Ventures Program to UMKC. So Chris Ray camp and Charlotte Wilson have been awesome over there, just putting me in touch with people who I don’t even know exist in the community, you know, they’re also well connected. They say, hey, this might be a great person for you to just know. And from that, I get introductions to potential investors or potential prospects out there, right? So it’s, it’s been awesome. I mean, just being able to be connected to people who I don’t know, existed previously, my worldview is, has definitely expanded.

Matt Watson 21:48
So besides, besides COVID? I would imagine, you know, so 2019, you guys are working on the business model and getting the product all done and all that stuff. And you go, was the goal to launch it in? 2020? Yeah. Right, in the middle of COVID. Yeah. So. So besides that curveball, have there been any other kind of big, big things, you’ve had to figure out? You know, big obstacles, big challenges you’ve had to deal with.

Bob Waddell 22:15
Now, not, I mean, there’s always something right. But I can say we were very fortunate from a technical standpoint, our, our technical lead, his name is Justin Meredith. I’ve known him for the last seven years or so. He’s based out of Atlanta. And he’s been, he’s been a godsend for us, right. So he was able to really come in and establish, hey, here’s how we build the SAS product. You know, like, we had the idea as far as, like what we wanted it to do. But, you know, really, going from building a website to building a SaaS product is two totally different things. And so he was able, he’s got 25 plus years of experience doing this sort of thing. So he got us up and off the, off the mat, essentially, in some ways, from a technical standpoint. So we’re really grateful to that. And, and he is a part of us going forward, obviously, a big part of us. So. Yeah, besides that, really, I think the big thing is, you know, traditionally we’d be going out to, you know, conferences and trade shows and things like that. And so, you know, with COVID, even though we couldn’t go out and sell directly, like we couldn’t go to those conferences, either, or we tried. I mean, we tried to do some of the virtual conferences. That was just a joke, right? I mean, I felt bad for the people putting on the conference, too, right? I mean, they’re, they’re trying to keep people connected as well. But it’s, it’s so hard, because you know, we’d set up a virtual booth or whatever. And I’d have two people come talk to me within five days versus if I’m in person, you know, I’ve got 50 people an hour or something like that. So it’s, it’s definitely, it was tough from that standpoint, as well. But yeah, I think now that we are past all of that, our go to market strategy is what it is. We’re just looking to expand, right? I mean, we’re looking to grow and scale the company as quickly as possible. And for us specifically, that means trying to secure a round of funding for capital and get that going. So we can scale our sales and marketing operation as quickly as

Matt Watson 24:33
possible. So do you have customers outside of Kansas City? Currently?

Bob Waddell 24:38
Yes, we do. So we do have adventhealth here in Kansas City. And then we have Cha health in Nebraska and Iowa. And then we have Sanford Health in South Dakota, North Dakota and Minnesota. So they’re they’re all very big brand names in the health, health industry. And so We’re very fortunate to have them, they’ve all been incredible partners with us. And I say, partners, because when you are doing a startup company, obviously, you’ve got a product out there. But the feedback that we get from them, is obviously invaluable to us to not only improve their experience, but to improve, you know, how we think about certain things, and being able to give them the product updates and features that best fit for their needs, but also integrate us even deeper into their system. Right? And so it makes it harder, you know, for them to not want to use us anymore.

Matt Watson 25:40
Was it easier or harder than you, you would think to sign up one of those big health groups, you know, out of state somewhere, you know, is it take months to get them convinced to do this? Or is, you know, what does that process? Like?

Bob Waddell 25:53
Yeah, that’s a great question. It’s, it is, it is hard, because health systems in particular, are notoriously slow, as far as decision making process. So it could be a six 912 month process. And I’ll give you an example of Sanford, they were fantastic. I met one of their marketing coordinators at a conference, we were had a trade show booth set up and stuff she came by, and we talked and from that conversation to getting the agreement signed was nine months. And and there wasn’t wasn’t their fault, necessarily, right. It’s just that’s how things move within those big systems like that. So there’s, there’s lots of different stakeholders who have have to have a say, in doing it. But we were lucky enough to have champions along the way and a bunch of different groups who believed in what we are doing and how we could benefit their system and their providers. So it’s, you know, it is what it is, it can be difficult to get those. But that’s that’s the business, we’re not alone.

Matt Watson 27:04
Well, and I think that’s the key. The key learning here for for people listening today is it can take months to do what’s more, more of like a complex enterprise sale, right? You got lots of stakeholders involved, you gotta get lots of people to agree to do this thing. And it’s not a quick transaction, right? It takes takes a lot of nurturing and convincing of a lot of stakeholders, I would imagine.

Bob Waddell 27:29
Yeah, for sure. And like I said, I mean, if you’ve got somebody along the way, who who really believes in what you can do to help them not only from an enterprise level, but even them personally, right? And how they can kind of champion this internally, then yeah, it’ll make it a little bit easier. But lucky for us, I mean, I think we’ve, we’ve developed a very aggressive sales model, from a licensing standpoint, so we’re not going to be too expensive for anybody. We’re going to provide that value, that ROI that they’re looking to get back. But yet at the same time, it’s good for us too, because we’re driving consistent monthly revenue as well.

Matt Watson 28:18
So once you start engaging with them, have they been, you know, open arms about the fact that you guys are a startup and a smaller company? I mean, or does that create a lot of challenges for you with some of them? You’re like, Oh, we don’t want to deal with this, you know, early stage company.

Bob Waddell 28:35
Yeah, it’s been, I think we’ve been fortunate to be honest, that nobody has really said, This doesn’t make sense, you know, and we don’t, we’ve never seen anything from you guys before, you know. So it’s helped that we’ve had three customers who have embraced us fully. And they’re willing to, to tell others on our behalf as well. Right. So that’s, that’s good for us. I think, like I said, they’ve not just been customers, they have been good partners for us. And so the fact that we can go in and show those three big brands, when I’m talking to prospects versus three small community hospitals, does wonders, right? Everybody knows who those brands are the people who I talk to on a daily basis, they know who they are. So they can go to their website, they’ll check it out. In fact, I was talking the other night to somebody who said, wow, how did you guys get into Sanford? They’re just notoriously hard. When I said, you know, whether we were lucky or whatever, we had somebody who believed in us and all we have to do is make that connection. It’s not, it’s not too dissimilar to how we’re trying to make connections between patients and providers, right? We’re trying to find somebody within these systems that we can connect with. Here’s what we can offer. Here’s what you guys offer, and then we move forward together.

Matt Watson 29:55
Well, that’s the thing about all kinds of business right? It’s about trying to find the right fit and it’s a win win. for everybody involved. And so you have these great customers, have you been able to, you know, back back them up with some case studies now in regards to like, hey, we have this customer and we help them get x new patients and stuff like that, because they’re using your tool, have you been able to kind of develop some of those case studies?

Bob Waddell 30:19
Yeah, we have been. And it’s, it’s been cool to see for sure. I’ll give you an example. And I will name which system it is. But the first three months that they went live, they had 20 446, unique consumers come in and take the quiz, the MD match a quiz that ended up resulting in them getting 748 new patients. And so they converted at a 31% clip of those people who took it to people who actually went to appointments not just signed up, but actually showed up to the appointment, right. And so, between those 748 new patients, they have almost 1500 appointments in those three months. And they had a 24x ROI that they saw as well. So they were, they were very excited to see what the rest of the year was going to look like. Right. And so we’re actually in the midst right now of getting more data in from them. So we can continue to add and go forward from there. So

Matt Watson 31:25
So without your product, like how many appointments a month do they get from brand new patients like so it was like 100, and now they’re at 500 are just kind of curious.

Bob Waddell 31:36
So good question. And they can probably tell you how many they get through like their online scheduling or whatever. What they can’t tell you is they’re not able to track the people who come in and use the regular find a doc tool, right? There’s no way I’m upfront. And so there, there is no comparison, right? And so it’s a better experience, not only for the patient to come through MD match up on their website, but it’s a better experience for our customers on the back end, too. Because, yes, we have this incredible interface and this consumer engagement tool up front. But on the back end, we have all of this data that nobody else in the industry has, again, we’re asking 10 questions that the patient’s that nobody else is asking or asking 30 questions of the providers, and nobody else is asking. And so we have these big data pools back there, that our customers can then use for any sort of, you know, analysis and insights from, from marketing communications, how they’re going to promote to the to their audiences out there to how they’re going to hire new doctors as well, right? If we can show them they’ve got a deficiency and the, you know, profile of the certain kinds of doctors, then when they go to hire new ones, that’s something that they can take into account when they do that, because they’ve got a big marketplace out here that needs these kinds of doctors, but they don’t have enough doctors to serve them. So

Matt Watson 33:02
yeah, I was I was saying about that earlier, if there’s part of what you’re doing, or part of how you work with health systems around kind of scheduling and capacity, right? It’s like, hey, we have a lot of people who have children that need family care. A lot of old guys like me, maybe they’ll, you know, they need a different kind of doctor or whatever. Right? And yeah, it comes down to capacity, capacity.

Bob Waddell 33:25
One of the great things, as I mentioned earlier, one of our customers, being great partners, they suggested they are what customer just had a baby. And she’s like, I want to go through this and pick out a new primary care doctor for myself. But I don’t want to have to retake the quiz again, to find a pediatrician for my baby, is there a way that I can, you know, send the matches to myself for the primary care, but then change the filters, and then find the right one for the pediatrician again, and so we were able to incorporate that into our roadmap and roll out that feature. And it’s that back and forth with the customer, right and what they’re hearing from their patients as well. And so that’s what’s going to help us grow as we continue to go.

Matt Watson 34:11
Well, if you need help growing and matching up with software developers Full Scale can help we have the people and the platform to help you build and manage a team of experts when you visit full All you need to do is answer a few questions and let our platform match you up with highly vetted and experienced software developers at Full Scale. We specialize in building long term teams that work only for you learn more at Full Scale that I Oh, well, thank you so much for being on the show today, Bob. And I’m curious if you have any final words of wisdom for those that are listening today. Any any tips for for anybody today?

Bob Waddell 34:48
Yeah, I would say no matter what you’re working on out there, if you don’t think it’s good enough. Don’t believe that just keep moving forward. I mean, even if it’s a small step every day A it’s it can be tough. You don’t have to have a fully fleshed out million dollar idea today to be working on something, you just gradually step by step, you know, continue to build, good things will happen. And so we’re, we’re excited about what we’re doing at MD matchup I know that there are others in a similar position out there in other industries. And so we love being a part of the community, the startup community. And so if there’s anybody who has questions, as far as you know, the process that we’ve gone through, always happy to lend a helping hand and pay it forward the way people have done it for me as well.

Matt Watson 35:38
I appreciate that. And I know everybody else does. And as you said earlier, you appreciate that support from the community and that that’s, you know, we’re all in this together, right? So, love, love the spirit of that. Well, once again, this was Bob Waddell from MD matchup, that’s MD You guys can also please check out the Startup Hustle, Facebook group, we have a great Facebook group called the Startup Hustle chat, just look for Startup Hustle, you’ll find us and join the community there. And you can also find me on LinkedIn. Just search for Matt Watson. And thank you guys so much for listening today. Thank you, Bob. Thank you.