THE DEMO WAS BEAUTIFUL. THEN IMPLEMENTATION STARTED.

That's a really good question.

So Matt, we want to move on and get onto some real tea for our MSPs.

And we really want to know, you brought up money.

And we all know that in the struggling healthcare economy that we are in the things today, unfortunately, in the medical staff office, is sometimes looked at as a paper department and not a revenue generating department, which we all know is not true.

We are the number one, you know, funnel, right? We're where revenue generation even begins.

We can't do it without a doctor.

So

we want to know, not necessarily how things are structured, but our question, our secret little question we always have is how are software salespeople typically compensated? And can that compensation structure create pressure to close the deal or maybe over promise, oversell, over state things just to, you know, close the deal.

I mean, not how much they make every pay period, but you know what we're saying.

Yeah.

Yeah.

Yeah, absolutely, absolutely.

You know, some sales structures are different, but, you know, compensation is based on performance, like in any job, right? So, you know, as a sales professional or sales account manager or, you know, a sales leader within an organization or a software company, you know, their job is to, you know, sell the software.

And can they over-promise, under-deliver? Absolutely.

So there's a lot of things that you have to be in lockstep with in order to understand what that salesperson's actually doing.

Are they bringing in their IT department? Are they bringing in the people who've actually sat in the seat and understand the workflows? Have they really listened to you? Have they delivered a contract that has all of the deliverables really well orchestrated and mapped out so there's no questions? If you give them a blank slate and just say, yes, I want your software, and you take whatever they hand you as the master services agreement or whatever it is, whatever the contract vehicle is, without truly, you know, baking in those points, then the salesperson, you made it really easy for them.

And they're not earning their paycheck, you know, if they're doing

that.

So the MSO with all the notes is a good thing.

So the OCD, the OCD, you guys.

Quick, quick.

Yes.

My quick question is how important to you as a software developer, and I think this is true for any industry, not just credentialing, but credentialing is such a niche industry, but this could definitely fall under any software.

How important is it for your salesperson to be aware and know and be confident and speak to and have knowledge of what the end user needs? And do you make that a priority in your company?

Absolutely.