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Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

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When your customers are large, complex organizations, key influencers act as gatekeepers between your MVP and your end users. How do you turn gatekeepers into advocates? Amanda Krantz, founder of DohJe, shows how her team navigated this maze to launch a software pilot program at UCSF, a large teaching hospital.

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Page 1: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14
Page 2: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

Gatekeeper

Page 3: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

4 Key Gatekeepers

• Hospital COO

• VP of HR

• Patient Care Manager

• Philanthropy Officer

Page 4: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14
Page 5: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

save money or make money for the gatekeepers

Page 6: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

Higher Patient

Satisfaction =

Scores

Higher

Reimbursement

Rates

Billions of dollars in incentives

Page 7: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14
Page 8: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14
Page 9: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

Patients can say anything…

but

caregivers cannot

Page 10: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

- General Responses -

Thanks so much for your note!

I’m just glad I could help.

Your kind words mean the world

to me. You are so welcome!

Page 11: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14
Page 12: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14
Page 13: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14
Page 14: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

Replace paper card system for co-worker gratitude

Page 15: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

64%

31%

5%

DohJeNotes @ UCSF by Type of Sender

Co-worker = 414

Patient = 200

Family of Patient = 31

Page 16: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

Beware of the unexpected

gatekeeper

Page 17: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14
Page 18: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

Turn your gatekeeper into the hero

Page 19: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

Successful entrepreneurs set the context

to make choosing easy

Page 20: Convert Gatekeepers into Advocates by Amanda Krantz - The Lean Startup Conference 12/9/14

www.dohje.com@amandakrantz

Photo Credits:Sylvar

Eric RaeberThomas Hawk

Kathryn HarperCristian Ştefănescu