{"version":"1.0.0","segments":[{"startTime":0.24,"endTime":0.496,"body":"Welcome"},{"startTime":0.496,"endTime":0.64,"body":"back"},{"startTime":0.656,"endTime":0.792,"body":"to"},{"startTime":0.816,"endTime":0.952,"body":"the"},{"startTime":0.976,"endTime":1.576,"body":"VBCA"},{"startTime":1.608,"endTime":2.056,"body":"podcast."},{"startTime":2.088,"endTime":2.296,"body":"I'm"},{"startTime":2.328,"endTime":2.584,"body":"Alex"},{"startTime":2.632,"endTime":3.352,"body":"Yarijanian"},{"startTime":3.416,"endTime":3.592,"body":"and"},{"startTime":3.616,"endTime":3.8,"body":"today"},{"startTime":3.84,"endTime":4.056,"body":"we're"},{"startTime":4.088,"endTime":4.28,"body":"going"},{"startTime":4.32,"endTime":4.536,"body":"deep"},{"startTime":4.568,"endTime":4.712,"body":"into"},{"startTime":4.736,"endTime":4.872,"body":"a"},{"startTime":4.896,"endTime":5.224,"body":"topic"},{"startTime":5.272,"endTime":5.496,"body":"that's"},{"startTime":5.528,"endTime":5.672,"body":"make"},{"startTime":5.696,"endTime":5.832,"body":"or"},{"startTime":5.856,"endTime":6.136,"body":"break"},{"startTime":6.208,"endTime":6.44,"body":"for"},{"startTime":6.48,"endTime":6.68,"body":"health"},{"startTime":6.72,"endTime":6.936,"body":"tech"},{"startTime":6.968,"endTime":7.66,"body":"founders."},{"startTime":8,"endTime":8.408,"body":"And"},{"startTime":8.464,"endTime":8.632,"body":"way"},{"startTime":8.656,"endTime":8.792,"body":"too"},{"startTime":8.816,"endTime":9.048,"body":"often"},{"startTime":9.104,"endTime":9.272,"body":"this"},{"startTime":9.296,"endTime":9.48,"body":"very"},{"startTime":9.52,"endTime":9.672,"body":"same"},{"startTime":9.696,"endTime":9.944,"body":"topic"},{"startTime":9.992,"endTime":10.152,"body":"is"},{"startTime":10.176,"endTime":10.376,"body":"totally"},{"startTime":10.408,"endTime":11.304,"body":"misunderstood."},{"startTime":11.432,"endTime":11.672,"body":"And"},{"startTime":11.696,"endTime":11.896,"body":"that's"},{"startTime":11.928,"endTime":12.216,"body":"managed"},{"startTime":12.248,"endTime":12.44,"body":"care"},{"startTime":12.48,"endTime":12.936,"body":"contracting."},{"startTime":12.968,"endTime":13.176,"body":"Yeah,"},{"startTime":13.208,"endTime":13.352,"body":"I"},{"startTime":13.376,"endTime":13.848,"body":"know."},{"startTime":13.984,"endTime":14.28,"body":"Not"},{"startTime":14.32,"endTime":14.888,"body":"sexy,"},{"startTime":14.984,"endTime":15.336,"body":"definitely"},{"startTime":15.368,"endTime":15.56,"body":"not"},{"startTime":15.6,"endTime":15.848,"body":"trending"},{"startTime":15.864,"endTime":16.04,"body":"on"},{"startTime":16.08,"endTime":16.568,"body":"X."},{"startTime":16.704,"endTime":16.952,"body":"But"},{"startTime":16.976,"endTime":17.064,"body":"if"},{"startTime":17.072,"endTime":17.256,"body":"you're"},{"startTime":17.288,"endTime":17.48,"body":"building"},{"startTime":17.52,"endTime":17.672,"body":"in"},{"startTime":17.696,"endTime":17.88,"body":"health"},{"startTime":17.92,"endTime":18.216,"body":"tech"},{"startTime":18.248,"endTime":18.344,"body":"and"},{"startTime":18.352,"endTime":18.472,"body":"you"},{"startTime":18.496,"endTime":18.648,"body":"don't"},{"startTime":18.664,"endTime":18.888,"body":"understand"},{"startTime":18.944,"endTime":19.16,"body":"how"},{"startTime":19.2,"endTime":19.496,"body":"payer"},{"startTime":19.528,"endTime":20.056,"body":"contracts"},{"startTime":20.088,"endTime":20.424,"body":"work,"},{"startTime":20.512,"endTime":20.776,"body":"you're"},{"startTime":20.808,"endTime":21.048,"body":"building"},{"startTime":21.104,"endTime":21.32,"body":"on"},{"startTime":21.36,"endTime":22.04,"body":"sand."},{"startTime":22.2,"endTime":22.536,"body":"Let's"},{"startTime":22.568,"endTime":22.712,"body":"be"},{"startTime":22.736,"endTime":23.16,"body":"real."},{"startTime":23.28,"endTime":23.512,"body":"You"},{"startTime":23.536,"endTime":23.672,"body":"can"},{"startTime":23.696,"endTime":23.832,"body":"have"},{"startTime":23.856,"endTime":24.04,"body":"the"},{"startTime":24.08,"endTime":24.232,"body":"best"},{"startTime":24.256,"endTime":24.632,"body":"clinical"},{"startTime":24.696,"endTime":25.208,"body":"AI,"},{"startTime":25.304,"endTime":25.56,"body":"the"},{"startTime":25.6,"endTime":26.152,"body":"slickest"},{"startTime":26.216,"endTime":26.904,"body":"ui,"},{"startTime":27.032,"endTime":27.272,"body":"the"},{"startTime":27.296,"endTime":27.592,"body":"perfect"},{"startTime":27.656,"endTime":27.976,"body":"patient"},{"startTime":28.008,"endTime":28.58,"body":"experience,"},{"startTime":29.4,"endTime":29.712,"body":"all"},{"startTime":29.736,"endTime":29.872,"body":"of"},{"startTime":29.896,"endTime":30.08,"body":"it"},{"startTime":30.12,"endTime":30.752,"body":"good."},{"startTime":30.936,"endTime":31.424,"body":"But"},{"startTime":31.512,"endTime":31.808,"body":"if"},{"startTime":31.864,"endTime":32.08,"body":"the"},{"startTime":32.12,"endTime":32.736,"body":"reimbursement"},{"startTime":32.768,"endTime":33.024,"body":"model"},{"startTime":33.072,"endTime":33.248,"body":"doesn't"},{"startTime":33.264,"endTime":33.536,"body":"support"},{"startTime":33.608,"endTime":34.08,"body":"it,"},{"startTime":34.2,"endTime":34.576,"body":"you're"},{"startTime":34.608,"endTime":34.752,"body":"just"},{"startTime":34.776,"endTime":35.024,"body":"giving"},{"startTime":35.072,"endTime":35.376,"body":"demos"},{"startTime":35.408,"endTime":35.552,"body":"and"},{"startTime":35.576,"endTime":35.856,"body":"sending"},{"startTime":35.888,"endTime":36.656,"body":"PDFs"},{"startTime":36.768,"endTime":36.992,"body":"no"},{"startTime":37.016,"endTime":37.2,"body":"one"},{"startTime":37.24,"endTime":38.02,"body":"reads."},{"startTime":39,"endTime":39.488,"body":"Today's"},{"startTime":39.504,"endTime":39.776,"body":"episode"},{"startTime":39.808,"endTime":39.952,"body":"is"},{"startTime":39.976,"endTime":40.112,"body":"a"},{"startTime":40.136,"endTime":40.928,"body":"blueprint."},{"startTime":41.104,"endTime":41.44,"body":"This"},{"startTime":41.48,"endTime":41.856,"body":"blueprint"},{"startTime":41.888,"endTime":42.032,"body":"is"},{"startTime":42.056,"endTime":42.24,"body":"for"},{"startTime":42.28,"endTime":42.944,"body":"founders,"},{"startTime":43.072,"endTime":43.712,"body":"operators,"},{"startTime":43.776,"endTime":44,"body":"and"},{"startTime":44.04,"endTime":44.288,"body":"even"},{"startTime":44.344,"endTime":44.56,"body":"some"},{"startTime":44.6,"endTime":44.848,"body":"health"},{"startTime":44.904,"endTime":45.216,"body":"plan"},{"startTime":45.288,"endTime":45.776,"body":"folks"},{"startTime":45.888,"endTime":46.112,"body":"who"},{"startTime":46.136,"endTime":46.272,"body":"are"},{"startTime":46.296,"endTime":46.528,"body":"trying"},{"startTime":46.584,"endTime":46.752,"body":"to"},{"startTime":46.776,"endTime":46.976,"body":"figure"},{"startTime":47.008,"endTime":47.2,"body":"out"},{"startTime":47.24,"endTime":47.392,"body":"how"},{"startTime":47.416,"endTime":47.648,"body":"to"},{"startTime":47.704,"endTime":48.016,"body":"actually"},{"startTime":48.088,"endTime":48.272,"body":"work"},{"startTime":48.296,"endTime":48.432,"body":"with"},{"startTime":48.456,"endTime":48.992,"body":"innovation."},{"startTime":49.056,"endTime":49.296,"body":"Instead"},{"startTime":49.328,"endTime":49.52,"body":"of"},{"startTime":49.56,"endTime":49.824,"body":"slow"},{"startTime":49.872,"endTime":50.224,"body":"rolling"},{"startTime":50.272,"endTime":50.432,"body":"it"},{"startTime":50.456,"endTime":50.592,"body":"to"},{"startTime":50.616,"endTime":51.18,"body":"death."},{"startTime":51.72,"endTime":52.048,"body":"We're"},{"startTime":52.064,"endTime":52.144,"body":"going"},{"startTime":52.152,"endTime":52.272,"body":"to"},{"startTime":52.296,"endTime":52.432,"body":"break"},{"startTime":52.456,"endTime":52.544,"body":"it"},{"startTime":52.552,"endTime":52.672,"body":"down"},{"startTime":52.696,"endTime":52.928,"body":"into"},{"startTime":52.984,"endTime":53.2,"body":"three"},{"startTime":53.24,"endTime":54.048,"body":"parts."},{"startTime":54.224,"endTime":55.016,"body":"1,"},{"startTime":55.208,"endTime":55.56,"body":"what"},{"startTime":55.6,"endTime":55.8,"body":"makes"},{"startTime":55.84,"endTime":56.136,"body":"managed"},{"startTime":56.168,"endTime":56.408,"body":"care"},{"startTime":56.464,"endTime":57.032,"body":"contracting"},{"startTime":57.096,"endTime":57.32,"body":"so"},{"startTime":57.36,"endTime":57.88,"body":"brutal"},{"startTime":57.96,"endTime":58.58,"body":"for"},{"startTime":58.96,"endTime":60.06,"body":"startups?"},{"startTime":60.4,"endTime":61.236,"body":"2."},{"startTime":61.236,"endTime":62.072,"body":"Strategies"},{"startTime":62.136,"endTime":62.312,"body":"to"},{"startTime":62.336,"endTime":62.472,"body":"not"},{"startTime":62.496,"endTime":62.68,"body":"just"},{"startTime":62.72,"endTime":63.176,"body":"survive"},{"startTime":63.208,"endTime":63.544,"body":"it,"},{"startTime":63.632,"endTime":64.024,"body":"but"},{"startTime":64.112,"endTime":64.792,"body":"win"},{"startTime":64.976,"endTime":65.32,"body":"in"},{"startTime":65.36,"endTime":65.656,"body":"managed"},{"startTime":65.688,"endTime":65.88,"body":"care"},{"startTime":65.92,"endTime":66.968,"body":"contracting."},{"startTime":67.144,"endTime":67.65,"body":"3."},{"startTime":67.65,"endTime":68.156,"body":"Some"},{"startTime":68.156,"endTime":68.662,"body":"real"},{"startTime":68.662,"endTime":69.168,"body":"world"},{"startTime":69.168,"endTime":69.674,"body":"startup"},{"startTime":69.674,"endTime":70.18,"body":"case"},{"startTime":70.18,"endTime":70.686,"body":"studies"},{"startTime":70.686,"endTime":71.192,"body":"that"},{"startTime":71.216,"endTime":71.896,"body":"code."},{"startTime":72.088,"endTime":73.46,"body":"Let'sgetintoit."},{"startTime":75.28,"endTime":77.496,"body":"Let'sstartwiththeobvious.You'reahealthtech"},{"startTime":77.528,"endTime":78.04,"body":"startup."},{"startTime":78.12,"endTime":78.328,"body":"You're"},{"startTime":78.344,"endTime":78.968,"body":"comingintothis"},{"startTime":79.024,"endTime":84.1,"body":"worldwithaboutasmuchleverageasahighschoolinternatapharmaconference."},{"startTime":84.26,"endTime":85.06,"body":"Nooneknowswho"},{"startTime":85.1,"endTime":90.9,"body":"youare.You'vegotnovolume,andunlessyouhaveACO"},{"startTime":90.98,"endTime":92.5,"body":"leveldata,noone"},{"startTime":92.54,"endTime":93.396,"body":"believesyouroutcomes."},{"startTime":93.428,"endTime":96.02,"body":"Yet.Pointblankpayersarerisk"},{"startTime":96.06,"endTime":99.68,"body":"averseandyourcompanyis,well,risk."},{"startTime":100.38,"endTime":101.812,"body":"You'renowsteppingintoa"},{"startTime":101.836,"endTime":103.156,"body":"regulatoryminefield."},{"startTime":103.268,"endTime":103.652,"body":"Thereis"},{"startTime":103.676,"endTime":106.02,"body":"hipaa,stateregs,priorauthorization,"},{"startTime":106.18,"endTime":111.492,"body":"utilizationmanagement.It'sliketryingtodoparkourwhilereadingalegalbrief.Andall"},{"startTime":111.516,"endTime":112.052,"body":"you'vegotis"},{"startTime":112.076,"endTime":113.248,"body":"onelawyerretainer"},{"startTime":113.264,"endTime":113.504,"body":"anda"},{"startTime":113.512,"endTime":114.432,"body":"COOwho"},{"startTime":114.456,"endTime":115.344,"body":"hasn'tsleptsincethe"},{"startTime":115.352,"endTime":115.808,"body":"lastSOC"},{"startTime":115.864,"endTime":116.08,"body":"2"},{"startTime":116.12,"endTime":123.824,"body":"audit.Thenthere'sdata,oractuallythelackofit.Healthplanshavearmiesofactuaries.You'vegota"},{"startTime":123.832,"endTime":125.552,"body":"coupledashboardsandaclutch"},{"startTime":125.616,"endTime":126.112,"body":"analyst"},{"startTime":126.176,"endTime":126.496,"body":"who's"},{"startTime":126.528,"endTime":127.216,"body":"alsodubbing"},{"startTime":127.248,"endTime":129.184,"body":"asyourproductmanager.So"},{"startTime":129.192,"endTime":131.872,"body":"whathappens?Youeithergetstuckin"},{"startTime":131.976,"endTime":135.952,"body":"pilothellorworse.Yousignabaddealjust"},{"startTime":135.976,"endTime":140.256,"body":"togetintothedoorandnowyou'relockedintoacontractthat'sbleeding"},{"startTime":140.288,"endTime":141.874,"body":"yououtandapair"},{"startTime":141.922,"endTime":146.562,"body":"willnotcometothetable.Letmetellyou"},{"startTime":146.586,"endTime":147.522,"body":"something.You"},{"startTime":147.546,"endTime":148.866,"body":"donotneedtobemassive"},{"startTime":148.898,"endTime":149.09,"body":"to"},{"startTime":149.13,"endTime":150.674,"body":"win.Youjustneedto"},{"startTime":150.682,"endTime":152.69,"body":"besmart.Structured,surgical."},{"startTime":152.85,"endTime":153.762,"body":"Let'sbreakdowna"},{"startTime":153.786,"endTime":156.546,"body":"fewplays.Play1.Usetech"},{"startTime":156.578,"endTime":161.17,"body":"topunchaboveyourweight.Contractmanagementplatforms.Yeah,I'mtalkingabout"},{"startTime":161.21,"endTime":162.562,"body":"toolsthatbringorderto"},{"startTime":162.586,"endTime":163.41,"body":"thechaos"},{"startTime":163.57,"endTime":164.37,"body":"canhelplevel"},{"startTime":164.41,"endTime":169.938,"body":"theplayingfield.Fromcontroltoaudittrailstostructuredreviewprocesses,having"},{"startTime":169.994,"endTime":174.274,"body":"cleanoperationalinfrastructurebuildscredibilityandsavestime.Now,allof"},{"startTime":174.282,"endTime":174.642,"body":"thesethings"},{"startTime":174.666,"endTime":174.962,"body":"thatI"},{"startTime":174.986,"endTime":175.266,"body":"said,"},{"startTime":175.338,"endTime":175.57,"body":"from"},{"startTime":175.61,"endTime":176.466,"body":"controltoaudit"},{"startTime":176.498,"endTime":177.058,"body":"trails,et"},{"startTime":177.074,"endTime":180.27,"body":"cetera,processes,youmightbethinking,let'sjustgetstarted."},{"startTime":180.57,"endTime":183.762,"body":"Butremember,whenyoustart,youneedtohave"},{"startTime":183.786,"endTime":189.202,"body":"adirectionyoudon'tget,usuallyinanairplaneandjusttellthepilotto"},{"startTime":189.226,"endTime":190.61,"body":"takeoff.You"},{"startTime":190.65,"endTime":192.418,"body":"typicallyhavetohavealocation,"},{"startTime":192.514,"endTime":192.882,"body":"youhave"},{"startTime":192.906,"endTime":198.36,"body":"tohaveadestinationtogoto,otherwisetheplanewouldlikelynottakeoff."},{"startTime":198.98,"endTime":199.708,"body":"Allofthat"},{"startTime":199.764,"endTime":206.732,"body":"tosay,don'tshowuptonegotiationswithvagueintentions.Showupwithdatatransparencyandthe"},{"startTime":206.756,"endTime":214.332,"body":"operationalmaturitytoscale.Whenyoufirstsignacontract,you'renotdoneright?Youhaveaneffectivedate,youhavea"},{"startTime":214.356,"endTime":216.492,"body":"contractinplace.Askyourself,"},{"startTime":216.556,"endTime":223.182,"body":"doIhaveaplanforrenegotiatingthis?Folksoftenthinkrenegotiationscomelater.Yeah,they"},{"startTime":223.206,"endTime":223.39,"body":"do"},{"startTime":223.43,"endTime":223.63,"body":"come"},{"startTime":223.67,"endTime":226.238,"body":"later.Butguesswhat?Ifyoustart"},{"startTime":226.294,"endTime":229.006,"body":"thinkingaboutwhatyournegotiationstrategy"},{"startTime":229.038,"endTime":231.038,"body":"is,whatsomeofthe"},{"startTime":231.174,"endTime":233.95,"body":"thresholdandkindofcriteriatotriggerthis"},{"startTime":233.99,"endTime":234.942,"body":"negotiation,what"},{"startTime":234.966,"endTime":235.822,"body":"you'retryingtogetout"},{"startTime":235.846,"endTime":237.934,"body":"ofthenegotiation,what"},{"startTime":238.022,"endTime":239.57,"body":"outcomesareyouseeking?"},{"startTime":240.23,"endTime":240.878,"body":"Now,"},{"startTime":241.014,"endTime":242.334,"body":"youdon'tjustsuddenly"},{"startTime":242.382,"endTime":245.438,"body":"decide,okay,I'mgoingtonegotiatethiscontract,sowhatdata"},{"startTime":245.494,"endTime":250.166,"body":"doIneed?Sure,youcandothat,butit'sbest"},{"startTime":250.238,"endTime":251.59,"body":"thatyouthink"},{"startTime":251.63,"endTime":252.902,"body":"aboutwhatoutcomesdo"},{"startTime":252.926,"endTime":253.382,"body":"Iwantfrom"},{"startTime":253.406,"endTime":254.57,"body":"anegotiation?"},{"startTime":255.39,"endTime":260.87,"body":"Playtoo.Toomanyfounderstrytofigurethisoutastheygo.Don't"},{"startTime":261.03,"endTime":261.35,"body":"find"},{"startTime":261.39,"endTime":261.59,"body":"someone"},{"startTime":261.63,"endTime":262.15,"body":"who'sdonethis"},{"startTime":262.19,"endTime":269.766,"body":"before,formerpayerexecutive,ahealthsystemlead,someonewho'sbeenthroughthreeMedicaid"},{"startTime":269.798,"endTime":269.99,"body":"car"},{"startTime":270.03,"endTime":272.87,"body":"routesandstillshowsuptowork.Hey,therulesare"},{"startTime":272.91,"endTime":274.156,"body":"notwrittenanywhere."},{"startTime":274.318,"endTime":275.104,"body":"They'relearnedin"},{"startTime":275.112,"endTime":275.856,"body":"theroomsyouhaven't"},{"startTime":275.888,"endTime":278.112,"body":"evenbeeninvitedtoyet.Sofind"},{"startTime":278.136,"endTime":278.528,"body":"someonewho's"},{"startTime":278.544,"endTime":282.816,"body":"beeninthoserooms.Playthree.Sell"},{"startTime":282.888,"endTime":284.688,"body":"financialimpact.Do"},{"startTime":284.744,"endTime":285.056,"body":"not"},{"startTime":285.128,"endTime":287.728,"body":"sellfeatures.That'saflag,"},{"startTime":287.824,"endTime":292.864,"body":"redflag.Noone'sbuyingbetterux,they'rebuying"},{"startTime":292.912,"endTime":294.512,"body":"results.Frame"},{"startTime":294.576,"endTime":301.886,"body":"yourlanguageintheirlanguage.Loweringutilization,fewerEDvisits,improved"},{"startTime":301.918,"endTime":305.102,"body":"adherence,operationallift.Ifyou"},{"startTime":305.126,"endTime":305.614,"body":"don'ttie"},{"startTime":305.662,"endTime":307.246,"body":"yourvaluetocostcontainment"},{"startTime":307.278,"endTime":308.478,"body":"orqualityimprovement,you're"},{"startTime":308.494,"endTime":309.822,"body":"justalineitemtheydon'twant"},{"startTime":309.846,"endTime":309.934,"body":"to"},{"startTime":309.942,"endTime":311.758,"body":"fund.Now,becarefulabout"},{"startTime":311.814,"endTime":312.862,"body":"this.In"},{"startTime":312.886,"endTime":318.51,"body":"somemarkets,suchasCalifornia,youcantalkaboutER"},{"startTime":318.59,"endTime":318.83,"body":"and"},{"startTime":318.87,"endTime":320.654,"body":"EDandhospitalvisitsasmuch"},{"startTime":320.662,"endTime":320.782,"body":"as"},{"startTime":320.806,"endTime":322.83,"body":"youwant,right?Butfolks,eyeswill"},{"startTime":322.87,"endTime":324.158,"body":"glazeover.That's"},{"startTime":324.174,"endTime":327.678,"body":"ifyougetameeting.Why?Becausethepayersimplypays"},{"startTime":327.694,"endTime":329.534,"body":"thehospitaladrgand"},{"startTime":329.622,"endTime":331.55,"body":"it'suptothehospitaltofiguretherestout."},{"startTime":331.59,"endTime":332.446,"body":"They'renotgoingtopayanything"},{"startTime":332.478,"endTime":333.79,"body":"morethanthey'repaying."},{"startTime":334.29,"endTime":338.09,"body":"SobecarefulhowyouFrameyourvalue,butmakesure"},{"startTime":338.13,"endTime":338.682,"body":"youframeit"},{"startTime":338.706,"endTime":345.77,"body":"intheirlanguage.Startupwarstories,who"},{"startTime":345.81,"endTime":348.042,"body":"actuallygotitright.Let'swalkthrough"},{"startTime":348.066,"endTime":349.21,"body":"threecasestudiesreally"},{"startTime":349.25,"endTime":351.53,"body":"quickly.Thesearerealstartupswithreal"},{"startTime":351.57,"endTime":352.266,"body":"challenges"},{"startTime":352.378,"endTime":352.746,"body":"and,"},{"startTime":352.818,"endTime":353.578,"body":"hey,real"},{"startTime":353.634,"endTime":355.978,"body":"progresstoshowforit.Caseone"},{"startTime":356.034,"endTime":356.49,"body":"is"},{"startTime":356.61,"endTime":360.98,"body":"InnovateHealth.Theywerebuilding.I"},{"startTime":361.02,"endTime":361.316,"body":"chuckle"},{"startTime":361.348,"endTime":361.54,"body":"only"},{"startTime":361.58,"endTime":362.148,"body":"becausethese"},{"startTime":362.204,"endTime":364.308,"body":"vaguenamesandeverythinghasawordhealth"},{"startTime":364.364,"endTime":364.74,"body":"andeverything"},{"startTime":364.78,"endTime":364.98,"body":"has"},{"startTime":365.02,"endTime":365.492,"body":"carein"},{"startTime":365.516,"endTime":368.132,"body":"it,butitissoInnovateHealth.They"},{"startTime":368.156,"endTime":368.996,"body":"werebuildingremote"},{"startTime":369.028,"endTime":373.444,"body":"monitoringtechnology.Clinicallysolid,butnonetwork"},{"startTime":373.532,"endTime":374.02,"body":"access."},{"startTime":374.14,"endTime":374.852,"body":"Youcanbeas"},{"startTime":374.876,"endTime":375.636,"body":"clinicallysolid"},{"startTime":375.668,"endTime":376.148,"body":"asyouwant,"},{"startTime":376.204,"endTime":381.924,"body":"butifthere'snonetworktoaccessyourclinicallysolidproduct,thenhey,it'snotgoing"},{"startTime":381.932,"endTime":382.292,"body":"tobeout"},{"startTime":382.316,"endTime":383.38,"body":"there.Butwhat"},{"startTime":383.42,"endTime":385.95,"body":"worked?Ihavethreebulletpoints"},{"startTime":385.99,"endTime":386.222,"body":"Iwant"},{"startTime":386.246,"endTime":386.462,"body":"youto"},{"startTime":386.486,"endTime":386.622,"body":"think"},{"startTime":386.646,"endTime":388.398,"body":"about.One,theybrought"},{"startTime":388.414,"endTime":393.07,"body":"inaformerhealthplancontractingleadearly.Now,watchoutwiththis."},{"startTime":393.19,"endTime":397.054,"body":"IfyougoandpoachsomeonefromaUnitedorHumanaor"},{"startTime":397.062,"endTime":397.694,"body":"anAetna,"},{"startTime":397.742,"endTime":400.83,"body":"anyoneofthesemajorcorporations,make"},{"startTime":400.87,"endTime":401.182,"body":"surethat"},{"startTime":401.206,"endTime":403.886,"body":"theyunderstandthestartup"},{"startTime":403.918,"endTime":406.99,"body":"cultureright.Thesefolksaretypicallynotused"},{"startTime":407.03,"endTime":409.79,"body":"tothemovingfast,breakingthings,a"},{"startTime":409.83,"endTime":410.174,"body":"rapid"},{"startTime":410.222,"endTime":413.77,"body":"iterationandthebusinessneedsofastartup.Thesefolksareused"},{"startTime":413.81,"endTime":414.346,"body":"to"},{"startTime":414.498,"endTime":416.122,"body":"simplybeingin"},{"startTime":416.146,"endTime":417.53,"body":"acorporation,alarge"},{"startTime":417.57,"endTime":418.842,"body":"organization,andit"},{"startTime":418.866,"endTime":426.33,"body":"operatesverydifferentlythanastartup.Somakesurethatyouconsiderthat.Sodon'tjustquicklypausethispodcastandgo"},{"startTime":426.37,"endTime":427.962,"body":"findsomeonefromUnitedand"},{"startTime":428.066,"endTime":431.114,"body":"bringthemin,butmakesureyouaskthemthe"},{"startTime":431.122,"endTime":431.29,"body":"right"},{"startTime":431.33,"endTime":432.442,"body":"questions.Makesure"},{"startTime":432.466,"endTime":432.65,"body":"that"},{"startTime":432.69,"endTime":433.274,"body":"you"},{"startTime":433.442,"endTime":433.866,"body":"watch"},{"startTime":433.938,"endTime":437.77,"body":"forcuesthatareoutsideofjusttheinterviewtomakesurethat"},{"startTime":437.81,"endTime":438.388,"body":"person"},{"startTime":438.554,"endTime":444.768,"body":"understandsthatthey'recomingintostartupandunderstandsthatsomethingthatissettoday,astrategyof"},{"startTime":444.824,"endTime":446.304,"body":"today,couldchangetomorrow,"},{"startTime":446.432,"endTime":447.392,"body":"couldchangeagainthe"},{"startTime":447.416,"endTime":448.512,"body":"dayafter,and"},{"startTime":448.536,"endTime":449.52,"body":"itcouldchangeagain"},{"startTime":449.64,"endTime":454.656,"body":"Mondaywhenyoucometowork.Somakesurethatyou'renotjustspending"},{"startTime":454.688,"endTime":456.432,"body":"moneyonsomepersonyou"},{"startTime":456.456,"endTime":456.592,"body":"got"},{"startTime":456.616,"endTime":459.344,"body":"fromahealthplan.Thatwon'tbea"},{"startTime":459.352,"endTime":461.472,"body":"goodfit.Mightseemlikean"},{"startTime":461.496,"endTime":461.872,"body":"obvious"},{"startTime":461.936,"endTime":463.744,"body":"thingtosay.That'swhyIdidn'twantto"},{"startTime":463.752,"endTime":464.624,"body":"sayorganizational"},{"startTime":464.672,"endTime":466.238,"body":"fit,culturalfit,"},{"startTime":466.424,"endTime":469.586,"body":"butspecificallyahealthplan"},{"startTime":469.658,"endTime":470.114,"body":"corporate"},{"startTime":470.162,"endTime":472.898,"body":"personneedstofitinto"},{"startTime":472.954,"endTime":474.402,"body":"thefastpacedenvironmentof"},{"startTime":474.426,"endTime":477.09,"body":"astartupandtheyneedtobeokay,right?"},{"startTime":477.13,"endTime":478.13,"body":"Withthingschanging"},{"startTime":478.21,"endTime":482.45,"body":"everyday,everyotherday.Two,structurethe"},{"startTime":482.49,"endTime":490.05,"body":"contractingprocessfromthejump.SowhatInnovateHealthdidwasthattheystructuredthetotalityoftheircontractingflow"},{"startTime":490.21,"endTime":491.602,"body":"andprocessfromthe"},{"startTime":491.626,"endTime":497.726,"body":"verybeginning.Andthree,buildanoutcomesdashboard.That'swhattheydid.Theybuilt"},{"startTime":497.758,"endTime":498.766,"body":"anoutcomedashboard"},{"startTime":498.798,"endTime":498.942,"body":"to"},{"startTime":498.966,"endTime":499.198,"body":"show"},{"startTime":499.254,"endTime":499.518,"body":"real"},{"startTime":499.574,"endTime":501.182,"body":"valueandtheydidthisbeforethe"},{"startTime":501.206,"endTime":502.19,"body":"pitch,notafter"},{"startTime":502.23,"endTime":504.126,"body":"meetingwiththehealthplanandsaying,hey,yeah,"},{"startTime":504.158,"endTime":506.318,"body":"we'llsendyousomedata.Andthenscramblingtobuild"},{"startTime":506.374,"endTime":508.75,"body":"adashboard.Yeah,"},{"startTime":508.91,"endTime":509.87,"body":"sothatisvery"},{"startTime":509.91,"endTime":511.966,"body":"important.Theywalked"},{"startTime":511.998,"endTime":512.398,"body":"inwith"},{"startTime":512.454,"endTime":516.206,"body":"Proof,notpotential.Landed"},{"startTime":516.238,"endTime":516.846,"body":"threeregional"},{"startTime":516.878,"endTime":517.758,"body":"payeragreementswithin"},{"startTime":517.814,"endTime":518.912,"body":"oneyear.And"},{"startTime":518.936,"endTime":523.104,"body":"thesearen'tjustyourbasickindofagreements.Right.Theseareactually,I'mgoingtoput"},{"startTime":523.112,"endTime":523.232,"body":"in"},{"startTime":523.256,"endTime":523.872,"body":"airquotesfor"},{"startTime":523.896,"endTime":526.88,"body":"thelisteningaudience,enterpriseagreements.Sotheseare"},{"startTime":526.92,"endTime":529.152,"body":"actualcontractsthatcouldbringinsome"},{"startTime":529.176,"endTime":532.4,"body":"tremendousvalue.Iwanttotalktoyouabout"},{"startTime":532.44,"endTime":535.54,"body":"casenumbertwo.That'sMedTechSolutions."},{"startTime":535.88,"endTime":536.944,"body":"Soit'satelehealth"},{"startTime":536.992,"endTime":539.008,"body":"platform.Signed,they"},{"startTime":539.064,"endTime":539.872,"body":"signedtwo"},{"startTime":539.976,"endTime":546.008,"body":"earlycontractsthatnearlytankedthem.AndI'veseenthishappeninmanydifferentpointsofmy"},{"startTime":546.064,"endTime":549.112,"body":"career.I'mtemptedtonamenamesbutIwon'tdothat"},{"startTime":549.136,"endTime":553.512,"body":"here.Essentiallydon'tjusteagerlysignacontractthatyou"},{"startTime":553.536,"endTime":555.72,"body":"don'tunderstand.Sothese"},{"startTime":555.76,"endTime":562.28,"body":"peopledidthat,theysignedtwoearlycontractsandthatverythinmarginsand"},{"startTime":562.32,"endTime":562.792,"body":"waytoo"},{"startTime":562.816,"endTime":564.072,"body":"muchrisk.I'veseen"},{"startTime":564.096,"endTime":564.44,"body":"thishappen"},{"startTime":564.48,"endTime":565.96,"body":"whenIwasatHumana"},{"startTime":566.12,"endTime":570.634,"body":"andessentiallycertainprovidertookontremendous"},{"startTime":570.682,"endTime":578.618,"body":"amountofrisk.Soglobalrisk,partA,Medicare,partA,BandD.Soa"},{"startTime":578.674,"endTime":580.954,"body":"hospital,B,physician,D,"},{"startTime":581.042,"endTime":583.866,"body":"drugs.Theytookallofthatrisk"},{"startTime":583.938,"endTime":586.01,"body":"foracertainpercentageofpremiumthat"},{"startTime":586.05,"endTime":590.282,"body":"didnotallowthemtobreathe.Theywereatthe"},{"startTime":590.306,"endTime":591.162,"body":"door,knockingat"},{"startTime":591.186,"endTime":595.59,"body":"thedoor,essentiallyneedingtorenegotiate,let'ssaythat."},{"startTime":596.14,"endTime":596.66,"body":"Sowhat"},{"startTime":596.7,"endTime":601.652,"body":"Medtechdidwastheyretooledandtheycollectedgranulardatafroma"},{"startTime":601.676,"endTime":602.788,"body":"smallpilot."},{"startTime":602.964,"endTime":603.3,"body":"They"},{"startTime":603.34,"endTime":603.684,"body":"built"},{"startTime":603.732,"endTime":608.948,"body":"avaluepropositionaroundavoidablecostreductionandnegotiatedbetter"},{"startTime":609.004,"endTime":614.916,"body":"termswithsharedsavingstriggersandtheyaddedstoplosslimits.Sothatwasmissing"},{"startTime":614.948,"endTime":617.156,"body":"fromtheirinitialagreements.Nowthey're"},{"startTime":617.188,"endTime":617.572,"body":"in"},{"startTime":617.676,"endTime":617.988,"body":"five"},{"startTime":618.044,"endTime":619.46,"body":"stateslive"},{"startTime":619.58,"endTime":622.7,"body":"growinginmultiyearagreements.Okay,"},{"startTime":622.86,"endTime":627.436,"body":"thelastoneI'mgoingtobringupisHealthWave.Everyallofthesehaveaword"},{"startTime":627.468,"endTime":630.044,"body":"healthinit.Sothat'sanAIdiagnostic"},{"startTime":630.092,"endTime":630.492,"body":"tool."},{"startTime":630.596,"endTime":631.916,"body":"Incrediblescience.I'm"},{"startTime":631.948,"endTime":633.468,"body":"suretheirprogram"},{"startTime":633.524,"endTime":635.052,"body":"isworking.They"},{"startTime":635.076,"endTime":636.38,"body":"weretotallyunpreparedfor"},{"startTime":636.42,"endTime":641.452,"body":"compliancereviews.Whattheydidwaspauseexternalnegotiationsto"},{"startTime":641.476,"endTime":647.676,"body":"tieuptheirinternalprocess.Itdependsonyourteamsize.Youdon'talwayshavetodothat.Theyrebuilt"},{"startTime":647.708,"endTime":649.324,"body":"theircontractworkflowsand"},{"startTime":649.412,"endTime":650.812,"body":"approvalcheckpointsto"},{"startTime":650.836,"endTime":652.306,"body":"makesurethatessentially"},{"startTime":652.338,"endTime":653.682,"body":"thingsweren'tjustgoingso"},{"startTime":653.706,"endTime":653.954,"body":"fast"},{"startTime":654.002,"endTime":656.482,"body":"thattheywereflyingundertheradarand"},{"startTime":656.506,"endTime":662.018,"body":"theyengagedaregulatoryconsultanttohardentheirdealstructure.Nowagain,depends"},{"startTime":662.034,"endTime":662.418,"body":"ontype"},{"startTime":662.434,"endTime":662.562,"body":"of"},{"startTime":662.586,"endTime":662.994,"body":"organization"},{"startTime":663.042,"endTime":663.762,"body":"you'rerunning.You"},{"startTime":663.786,"endTime":664.162,"body":"don'tneed"},{"startTime":664.186,"endTime":664.85,"body":"aregulatory"},{"startTime":664.93,"endTime":667.426,"body":"consultantforyourkindof"},{"startTime":667.498,"endTime":671.234,"body":"behavioralhealthteletherapyplatformandthesetypesof"},{"startTime":671.242,"endTime":672.13,"body":"things.But"},{"startTime":672.17,"endTime":672.322,"body":"it"},{"startTime":672.346,"endTime":675.07,"body":"isimportantthatyoumakesure"},{"startTime":675.77,"endTime":676.818,"body":"tobring"},{"startTime":676.874,"endTime":677.65,"body":"inthepro"},{"startTime":677.69,"endTime":679.554,"body":"periodexpertsearlyonin"},{"startTime":679.562,"endTime":680.066,"body":"theprocess."},{"startTime":680.138,"endTime":681.03,"body":"Otherwise"},{"startTime":681.49,"endTime":684.474,"body":"you'rewastingtimeandmoney.Right,and"},{"startTime":684.562,"endTime":692.57,"body":"timeismoneyandmoneyistime.Soyou'rewastingyourresources.AndasastartupIdon'tneedtotellyou,you"},{"startTime":692.61,"endTime":694.746,"body":"knowyourselfprettywellthat"},{"startTime":694.818,"endTime":699.71,"body":"allyouhaveisyourtimeandthat'syourmostvaluableasset."},{"startTime":701.97,"endTime":702.81,"body":"Sooncethehouse"},{"startTime":702.85,"endTime":704.218,"body":"wasinorder,Health"},{"startTime":704.274,"endTime":706.954,"body":"Wavelanded.CommercialandMedicaid"},{"startTime":707.002,"endTime":707.466,"body":"contracts."},{"startTime":707.498,"endTime":708.882,"body":"Andtheydidthiswithin"},{"startTime":708.986,"endTime":709.298,"body":"six"},{"startTime":709.354,"endTime":709.95,"body":"months."},{"startTime":710.81,"endTime":711.17,"body":"Here"},{"startTime":711.21,"endTime":715.042,"body":"aresomefinalthoughts.And8.Thisisnotoptional.Let'swrapitup"},{"startTime":715.066,"endTime":716.29,"body":"here.Managedcare"},{"startTime":716.33,"endTime":717.362,"body":"contractingisn't"},{"startTime":717.426,"endTime":717.778,"body":"aline"},{"startTime":717.834,"endTime":720.674,"body":"item.It'syourbusinessmodel.Youhave"},{"startTime":720.682,"endTime":720.754,"body":"to"},{"startTime":720.762,"endTime":721.042,"body":"takeit"},{"startTime":721.066,"endTime":722.258,"body":"seriously.Ifyou're"},{"startTime":722.274,"endTime":722.882,"body":"astartupin"},{"startTime":722.906,"endTime":723.826,"body":"thisspaceandyoudon't"},{"startTime":723.858,"endTime":725.17,"body":"understandhowyourproductfitsinto"},{"startTime":725.21,"endTime":727.442,"body":"ahealthplan'sactuarialmodel,"},{"startTime":727.586,"endTime":727.938,"body":"their"},{"startTime":727.994,"endTime":728.434,"body":"quality"},{"startTime":728.482,"endTime":732.818,"body":"strategyorcostsavinggoals,youarenotready."},{"startTime":732.994,"endTime":733.73,"body":"Thisisn'tabout"},{"startTime":733.77,"endTime":736.548,"body":"beingliked.Theylikeyou.It'sabout"},{"startTime":736.604,"endTime":738.452,"body":"beingcontractable.And"},{"startTime":738.476,"endTime":738.708,"body":"that's"},{"startTime":738.724,"endTime":741.172,"body":"aword.Andbeingcontractable"},{"startTime":741.236,"endTime":745.476,"body":"meansyoucanspeakthepayer'slanguage,youcanprove"},{"startTime":745.508,"endTime":745.7,"body":"your"},{"startTime":745.74,"endTime":752.1,"body":"impact,andyou'vegottheinfrastructuretodeliverwhatyoupromise.Becausehey,iftheysignthatdealwith"},{"startTime":752.14,"endTime":756.116,"body":"youandyoudon'tdeliver,guesswhat?Youdon't"},{"startTime":756.148,"endTime":756.292,"body":"have"},{"startTime":756.316,"endTime":756.452,"body":"that"},{"startTime":756.476,"endTime":756.66,"body":"deal"},{"startTime":756.7,"endTime":759.94,"body":"anymore.Ifyou'reseriousaboutscaling,"},{"startTime":760.1,"endTime":766.012,"body":"getseriousaboutcontractsinclosing."},{"startTime":766.076,"endTime":766.652,"body":"Startupsseem"},{"startTime":766.676,"endTime":772.092,"body":"tothinkiftheyjustthrowthesethreewords,valuebasedcare,intosomePowerPointora"},{"startTime":772.116,"endTime":775.356,"body":"GoogleSlidepresentation,exportitasaPDF"},{"startTime":775.388,"endTime":775.532,"body":"and"},{"startTime":775.556,"endTime":777.164,"body":"emailitout,investorswillsimply"},{"startTime":777.212,"endTime":778.732,"body":"throwmoneyatthem.The"},{"startTime":778.756,"endTime":780.044,"body":"restwilltakecareof"},{"startTime":780.052,"endTime":780.364,"body":"itself."},{"startTime":780.412,"endTime":780.668,"body":"Health"},{"startTime":780.724,"endTime":784.044,"body":"planswillrushtocontractthem.It'slikesayingyouwantto"},{"startTime":784.052,"endTime":787.88,"body":"beaworldclasschef,butforgettingthatyouactuallyneedtobuysomefood,"},{"startTime":788.28,"endTime":789.42,"body":"that'saproblem."},{"startTime":790.12,"endTime":791.152,"body":"Andwhatyou"},{"startTime":791.176,"endTime":791.312,"body":"need"},{"startTime":791.336,"endTime":791.472,"body":"to"},{"startTime":791.496,"endTime":799.056,"body":"doismakesurethatyou'renotoneofthesestartups.Becauseguesswhat?Suchstartupsexist.Sototheextent"},{"startTime":799.088,"endTime":799.488,"body":"towhichyou're"},{"startTime":799.504,"endTime":800.032,"body":"notoneofthese"},{"startTime":800.056,"endTime":804.7,"body":"startups,you'realreadystickingoutasacompetitiveadvantage,right?"},{"startTime":805.32,"endTime":809.216,"body":"SoIwantyoutothinkthroughthisandif"},{"startTime":809.288,"endTime":809.664,"body":"you"},{"startTime":809.752,"endTime":811.104,"body":"haveanegotiation"},{"startTime":811.152,"endTime":811.984,"body":"nightmareora"},{"startTime":811.992,"endTime":814.782,"body":"contractingquestionyouwantunpacked,senditin,let"},{"startTime":814.806,"endTime":816.782,"body":"meknow.Wemightcoveritin"},{"startTime":816.806,"endTime":820.542,"body":"afutureepisodeandImightaddressitdirectly."},{"startTime":820.686,"endTime":824.926,"body":"Ilikedoingthat.ThisistheVBCAPodcast.I'm"},{"startTime":824.958,"endTime":828.654,"body":"AlexYarajanian.Nofluff,notheory,"},{"startTime":828.782,"endTime":829.022,"body":"just"},{"startTime":829.046,"endTime":831.55,"body":"whatittakestobuildhealthcareand"},{"startTime":831.59,"endTime":833.83,"body":"dosoforreal.Catchyounexttime.Y"},{"startTime":0.24,"endTime":833.83,"body":"ar"},{"startTime":0.24,"endTime":833.83,"body":"ijania"},{"startTime":0.24,"endTime":833.83,"body":"n"}]}