{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Product Growth Stories","title":"How to Get Enterprise Clients in Vertical SaaS: 26x ROI in Healthcare","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/ebb8aef3\"></iframe>","width":"100%","height":180,"duration":1344,"description":"Vertical SaaS built for healthcare staffing is generating 26X ROI, here's how product-market fit in a highly regulated industry actually gets found.\n\nFeaturing Patrick, Co-Founder at Kavala, a workforce management platform purpose-built for healthcare staffing optimization, backed by an exit to Okta.\n\nJean-Michel and Patrick break down how Kavala landed its first senior living client through board relationships, why their first non-founder hire was a UI/UX designer, and how they achieved a 20% increase in staff retention by building software employees actually want to use. They also cover how COVID accelerated gig-style work in healthcare and why enterprise sales in this vertical runs through corporate headquarters, not individual facilities.\n\n🏥 First client came from a board member intro, not inbound or cold outbound\n📊 26X ROI driven by end-user adoption, not executive mandates\n🎨 First non-founder hire was a senior UX designer, usability as a growth lever\n🏢 Enterprise deals close at the corporate level first, then roll out to all locations\n🤖 Automated shift-filling removes the 24/7 on-call burden from frontline managers\n\n⏱️ 00:00 Why Patrick co-founded Kavala after an Okta exit\n03:10 Landing the first healthcare client through investor networks\n06:45 Design partners and balancing custom vs. broadly applicable product\n09:20 How 26X ROI and 20% staff retention were actually delivered\n13:00 Why their first hire was a UX designer, not a salesperson\n16:15 Trade shows as the primary pipeline channel in healthcare\n19:30 How COVID forced gig-style work into healthcare staffing\n23:00 Scaling from startup swarming to functional specialization\n26:00 Automation's role in giving healthcare managers their lives back\n\n🔥 Ready to add $1M in new revenue to your B2B company this year?\nApply to Scale 👉 https://www.rapidproductgrowth.com\n\n🔗 Website: https://www.rapidproductgrowth.com\n🔗 Jean-Michel on LinkedIn: https://www.linkedin.com/in/jeanmichelthink/\n\n#VerticalSaaS #B2BSaaS...","thumbnail_url":"https://img.transistorcdn.com/X4IT14P2xMDfcTDbs7hsQIK9BMr3b8jaJAuqZx6l-bo/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9iZmU0/OWYxNGQxM2EzNTA3/YmFiMzNiNDBjM2Qw/YTU1Yy5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}