The issue: many PTs are VERY analog—sheets of papers with exercise, very few touch points, no data collection, etc.
The solution: modern patient management system for doctors, a mobile app that will remind you to do your prescribed exercises, track your response, have reminder videos so you’re doing everything right, and feed difficulty levels, etc to the doctor in real time to monitor recovery.
The problem: selling to doctors is hard. Replacing their entire day to day interface for their whole staff is a giant barrier to pass. Many patient management systems bundle in handling insurance, so his ended up being a “solve everything, then we’ll talk” type of system.
What I’ve learned: you need to make sure you’re MVP is ACTUALLY viable. We talked to a lot of PTs, and they were interested but not forthcoming with exactly what they would need to switch—still not sure how to pry out that info. Vertical saas is a double edged sword: the customers are bigger and stickier, but the sales process is slower and harder. Doubly so if you are trying to dethrone other deeply ingrained saas businesses from day one. A better approach likely would have been an extension to improve existing ones, then our own system.