Dominique Holley’s Post

Transcript

Yeah, Yeah. So we, we started by casting a very big net. And in my first kind of three months, my goal was to identify how we were gonna start to divide up our efforts and say this is really kind of our primary area that we want to play in. And we did that by just making some assumptions, informed assumptions based on, you know, talking to investors and talking to people that that were in the know. But I said, OK, what what are kind of the key questions looking at my first 90 days of. You know, sales and user research conversations, what are the themes that are jumping out and coming from a fitness background and having a little bit more focus there? I think that was where we were headed early, but what really made me kind of pick my head up is. One question really in particular was like, is Wearable Data core to the delivery of this company's value prop? And so in order for them to deliver their product or service, is this data essential to that and is health data essential to that? And that let me kind of reassess because in a fitness app, it's still a nice to have a lot of the time and a lot of the people who are engaging with content there may be just looking directly at the app that is provided from WOOP or PULL or whoever it might be. And so their need for the data is actually lower than someone who says no, I'm. You know a chronic care management solution and I need to know you know these things about my patient or this person is recovering from surgery. We need to make sure that they're hitting their activity goals because you know we're a value based care system and we need to make sure that we actually get them out the door on time otherwise we're not going to get get paid, it's going to cost us money. So is wearable data kind of core to the business? Was one kind of big thing that jumped out at me that helped me start to focus and what we did is we started to divide people up into their respective. Verticals, you know, digital health and then further breaking down the segments of there and making assumptions around, alright, what is you know the sales cycle for this? Where do these people show up in the world joining every, you know, LinkedIn group related to digital health, attending the health conference, doing a lot of aggressive outbound really with the goal of just developing a network in the space targeting who are subject matter experts. What podcasts do we need to be listening to? What Slack channels and clubs do we need to join and it's interesting. It's actually, you have to do way more than you think you need to do, if that makes sense. You need to, you need to be ubiquitous in the world of these people so it feels like you're everywhere, even though, you know, I'm just showing up in all the places that you happen to already be hanging out. I like to think of it almost like you're going to date someone and you're like, oh, this person's cute. Where do they hang out? And you're like, oh, like, and they're going to be doing this activity at this time. They go to this this fitness class, they like to go to this coffee shop. Maybe I'm going to start to hang out in those places. A little bit more just in case. So that way I can catch their eye and maybe start a conversation. So really trying to do this, this very, you know, boots on the ground, very organic approach and then also making sure that we're producing content and creating the avenues for them to see us and actually resonate with something. So like my thought is I don't want to just sell to people, I want to provide value to them and if it's a good fit, they'll come work with us.