Fortune's Path Podcast

Jason Moore on Selling SaaS into Healthcare

Episode Summary

Entrepreneur and successful tech founder Jason Moore joins Fortune's Path founder and president Tom Noser to discuss Jason's experience in selling SaaS into healthcare, and offers advice for those starting down that road. He emphasizes the importance of patience in SaaS sales, particularly in the healthcare industry — where decision-making can be slow. Moore also shares his journey from being a salesperson to starting his own companies and highlights the pros and cons of selling in the education and healthcare markets. He discusses the significance of early technical decisions and the impact they can have on a company's scalability. Moore's company, Stratasan, was acquired by Syntellis in 2022.

Episode Notes

Takeaways: 

• Selling into healthcare takes a long time - for good reason.
• Having worked in both the education and healthcare market selling software, both are difficult markets. While healthcare has more budget than education, both take forever to make a decision.
• Young entrepreneurs should think about getting some enterprise-level experience before starting a company.
• How entrepreneurship is like parenthood: you don't know it until you try it.
• Early technical decisions can have an outsize downstream impact, and is perhaps more important than go to market activity.
• Moore's most important job as CEO was first to drive revenue, then later to set the company vision and cultivate its culture.
• In his current role as an advisor, he stresses operational discipline over founders habits.
• The number one attribute for entrepreneurial success? Being able to work through ambiguity.
• Managing customers and raising kids both involve cultivating their independence from you.
• Jason's favorite saying? "People gonna people." It's not just negative - people also do amazing things. But just know that folks will disappoint you at some point.
• Advice to his 23 year-old self: Push through the hard times and keep people close; don't lose your focus on them.