Todd Johnson, a serial healthcare information technology entrepreneur committed to building great products, teams and companies. Todd has a track record of cultivating great ideas and great business that offer incredible company cultures and attention-grabbing brands. Before his current company, HealthLoop, Todd was the founder and CEO of Salar, a Baltimore, MD-based provider of acute care physician charge capture and documentation solutions.  Famous Five: Favorite Book? – The E-Myth Revisited What CEO do you follow? – Donald Trump and Elon Musk Favorite online tool? — Gmail, Boomerang and Inbox How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – Todd wished he could have took things less seriously   Time Stamped Show Notes: 01:59 – Everyone needs healthcare at some point in their life 02:30 – Salar was able to replace paper processes at hospitals 03:08 – Salar was sold to the country’s second largest medical transcription company 03:16 – It was a $15M exit 03:40 – Todd lives in Silicon Valley 03:57 – Todd has a couple of reasons why he chose to rent rather than to buy a property 04:37 – HealthLoop was initiated in 2009 and was an idea for over a year 04:51 – Todd joined HealthLoop in 2013 04:49 – The founder is a doctor from San Francisco 05:50 – He’s still part of the board 06:28 – HealthLoop is a platform that automatically pushes notifications before and after a diagnosis or surgery 06:40 – It connects patients and doctors 07:00 – 5 years ago, there’s no model around improving the quality of care 07:38 – Multiple parties benefit from an improvement in health care 08:28 – In order to retain the trust of the patients, you have to gain the doctor’s trust as well 08:46 – HealthLoop has an enterprise subscription model 09:03 – Average contract is $120K to $150K that can escalate year over year 09:21 – They pre-pay the cases that they might have in a year 10:28 – HealthLoop’s customers are very targeted 10:35 – The expansion per area depends on how the incentive shakes out 10:50 – HealthLoop is currently working with 70 groups and 20 hospitals 11:13 – HealthLoop has an older subscription model which some of their existing clients have 11:30 – HealthLoop has raised $21M 11:44 – HealthLoop is in an attractive space for competition 12:20 – They have 90% annual retention 12:43 – The institutional mindset 13:08 – Team size is 40 13:18 – 8 are in the sales team 13:53 – HealthLoop’s current enterprise sales cycle is around 6-7 months on a 120 ACV 14:16 – CAC is quite high 14:55 – There are many competing organizations in the market 15:34 – LTV will depend per organization 16:07 – Todd is seeing a 150% growth from last year in terms of ARR 16:38 – There’s so much unpredictability in the space which can be a bad thing 17:31 – Hospitals need to be thoughtful about spending cash 17:49 – HealthLoop will spend more on adapting to a new management 18:17 – HealthLoop’s gross margin is around 70% 20:33 – The Famous Five   3 Key Points: There’s not enough consumer tech that is solely dedicated to healthcare. At least once in our lifetime, we will need healthcare, and the ability to have a quick, back-and-forth communication with your health provider is powerful. Because of the aging baby boomer population, healthcare is an incredibly attractive space for investors right now.   Resources Mentioned: The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to s