Matt Blosl, Chief Revenue Officer of a health IT company called DocuTAP, discusses how urgent care is evolving and overlapping with primary care. He sees urgent care serving as a primary care provider for younger patients and talks about how and why the lines between urgent care and primary care will continue to blur, and the adaptation of technology in healthcare.
Matt Blosl pilots the sales, marketing, and operations teams at DocuTAP and is thrilled to take on the dynamics of a young and fast-growing technology company—something he has a lot of experience with. Before going to DocuTAP, Matt served in a similar capacity for tech companies across a wide range of verticals. He was the SVP of business development at entertainment company Tonga from 2012-2017 and the CEO of the New York Video School, an online destination to learn video skills. As Chief Revenue Officer, Matt hopes to build on the momentum DocuTAP has gathered in the last decade, connecting marketing, sales, and operations to gain altitude in the technology sector, and fly higher than ever before.
Neal Howard: Hello and welcome to the program. I’m your host Neal Howard here on Health Professional Radio, glad that you could join us once again. Our guest is Mr. Matt Blosl, he’s Chief Revenue Officer at DocuTAP and I’ll let him explain a little bit about who he is, what he does there at DocuTAP and what type of firm DocuTAP is. Welcome to the program Matt, thanks for taking the time this morning.
Matthew Blosl: Absolutely and thank you for having me. Yes at DocuTAP, we play in the on-demand healthcare space. We have a whole suite of services that are designed to offer certainly urgent care providers and really anyone looking to do more on-demand type of healthcare. Everything from patient engagement products and services to clinical, EMR and then practice management, billing, things like that. So really a full suite of solutions designed really to power the on-demand healthcare space and at DocuTAP I oversee a lot of our customer facing functions so sales, marketing, operations which includes our implementation team that gets clients up and running, our account management team that helps work with our clients to make them as successful as possible and then our support team which deals with kind of a lot of the day-to-day things that can come up in practices as it relates to our products and services.
Neal: Would you say that you’re more focused on one type of care as opposed to another say ER care, primary care, urgent care? What would you say if most focused on or is it as you say across the board all spectrums of the care of the healthcare industry?
Matt: It’s a great question. I mean we’re built from the ground up, focused on our urgent Care. That’s where we got our start and it’s actually has been our strategic advantage all along, is that rather than going multi-specialty and look, taking a broad view at healthcare, we’ve done urgent care early on. Now I will say, that’s why I start to use the term on-demand because I think we have started to increase our view a little bit more and there are things that we always like to say, they’re elements outside of urgent care that are becoming more urgent care like, right? And to us, that’s on demand, that’s consumer behavior driven so you look at like our patient engagement solution clockwise, we certainly focus on urgent care there but it’s also something that we partner with ED’s, radiology, other areas, but our focus has always been and always will be urgent care. I would just say that it starts to bleed a little bit just as we see primary care starting to bleed into urgent care but we’ll always stay true to kind of our urgent care focused.
Neal: When it comes to setting your clients up, are you normally integrating into their existing systems or are you totally overhauling systems? Is that what your focus is on, is overhauling and having them absolutely DocuTAP and nothing else? Or you do seamlessly kind of coexist with what they’ve already got and maybe make it more efficient using your techniques and technology?
Matt: It’s really both. I mean I would say primarily we find clients that are looking to overhaul or replace an existing system, whether that be an actual technology solution or sometimes paper where we come in and certainly for our EMR, they implement the DocuTAP solution. Sometimes that includes upfront patient engagement solutions and then more back-end billing, it just depends. But then there’s a lot of client situations where I don’t want to say it’s ala carte but they may have an existing billing platform that they use or outside biller where we’ll help integrate into that. You get into a little, some clients that have partnerships or joint ventures with health systems where we may need to integrate back into Epic or Cerner, we can do that as well. So we have full interoperability capabilities and it really just depends on the client’s needs. We try to be as nimble as possible and offer them whatever the right part of the DocuTAP solutions that makes sense for their business.
Neal: How much of that solution set involves actually storing a facility or practice’s information on one of your sites as opposed to their site? Maybe sometimes, is that a solution or is that something that you kind of stay hands off of and let everyone kind of control that on their own?
Matt: No, it’s part of our solution. I mean listen, the data is obviously a key component of that and if they’re using our EMR platform obviously the patient data is key to that and so we help them and we have different models, we have certain clients that have certain priorities as it relates to where their information or databases live and we can for the most part accommodate a lot of different circumstances but the way that we like to think about it is we have a best pack practice approach on how to best utilize and set up and implement DocuTAP and that’s usually what we move forward with clients. Now there can be slight tweaks to that based on individual client need.
Neal: What about your security measures? Is that something that you handle on your own there at DocuTAP? I know you’re into the marketing and sales aspect but does DocuTAP handle its own cybersecurity or is that something that you partner out or farm out or do you suggest facilities, get outside help in that area?
Matt: We have a full, our technology solution has full security capability. With that being said, we do encourage our clients if they want to take additional measures. A lot of them do have unique kind of partnerships or partners that they work with, whether it’s to create an additional level of security or work with us to make sure it meets their standards. So I would say if a client has something, we can work with it. If not, then we have full security capability where that’s not something they would need to worry about or feel the need to go out to an outside partner for.
Neal: Is a consultation kind of the norm when it comes to considering DocuTAP? Is that’s something, maybe extensive consultation? Maybe a couple of weeks to really get into a client’s infrastructure, their document handling some of their personnel is that something that you do or is there an obligation to take you on as a provider once the process starts?
Matt: No, it’s very much a consultative approach and that can take different forms. I mean sometimes that’s just a matter of us having a series of conversations or working sessions with a client to understand what their requirements are, what they’re looking for in a new solution or partner and then what I always say is that we can kind of wrap DocuTAP product or solutions around what their needs are or we can take it a little bit more of a formal approach which we actually see a lot of success with which is where we can actually go in to an existing potential client, go into their business and do essentially workflow audits to understand, really understand and map what their workflow looks like. In that way, we can come back to them with a little more of a concrete recommendation on what DocuTAP can do for them what changes potentially they would have to make in their workflow to optimize our solution and then most importantly what benefits are they going to get from working with DocuTAP in terms of efficiency etc. And then we do the same thing on the billing side if a client is interested in, needs some help in revenue cycle management. What we can do is come in and do what we call a ‘health check’ where just a modest amount of kind of financial or billing data if they could provide us, we can look at, bounce that up against benchmarks, some of the best practices that we see and really come back to them and say with concrete recommendations on what if they were to work with us, what we would do and then again what would be the tangible benefits that they would get from that. So in essence, we’d very much look at the way we approach our sales process as called consultative and again that can take on different forms.
Neal: So needless to say as you mentioned earlier in our conversation how things kind of as you said bleed over from the urgent care into the primary and different types of document handling, different types of documents and all. You can basically morph as a facility or a practice decides to morph or if they decide to specialize in one area, you can make them more efficient in that area.
Matt: That’s right, absolutely and that’s really what we set out to do. I mean we look at ourselves as not just a technology solution but a technology and a service and our whole intent is to basically power our clients enable them to be more efficient and deliver better care.
Neal: Where can we go online and get some more information about DocuTAP?
Matt: Just go to DocuTAP.com and in fact we just recently launched a new website that I think actually lends itself real well to this conversation in terms of allowing people to kind of really discover the different areas in which DocuTAP can help. Whether that be solutions or service based on the size of their business, the area of focus. There’s a lot of information in there in addition to case studies and references.
Neal: Great, Matt Blosl it’s been a pleasure thank you for joining us here on Health Professional Radio this morning.
Matt: Thank you very much.
Neal: You’ve been listening to Health Professional Radio, I’m your host Neal Howard. Transcripts and audio of this program are available at hpr.fm and health professional radio.com.au