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Andrew Braunstein Onboarding
Employee Onboarding Resources
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Employee Onboarding Resources

Onboarding Checklist

Day 1: Orientation & Role Alignment
Task
Owner
Deadline
Status
Attend CEO brief on mission, vision, differentiators (no ZocDoc fees, MyChart enhancement)
Andrew, Sridhar
[ ]
Review AE role: lead gen, demos, deals; milestones (product fluency by Day 4, mock demo by Day 7, calls by Day 9); goal ($150k ACV/quarter, 50% self-sourced pipeline)
Andrew, Sridhar
[ ]
Confirm reporting to VP of Sales (Sridhar/Monty)
Andrew, Sridhar
[ ]
Meet Tristan, set up daily check-ins
Andrew, Tristan
[ ]
Set up HubSpot, ZoomInfo, Salesloft; receive ZocDoc/Phreesia battlecards
Andrew, Tristan
[ ]
Review Athena ICP snapshot (3,000+ clinics, 1-10 locations, >$5M revenue)
Andrew
[ ]
There are no rows in this table
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Day 2-3: Product & Market Training
Task
Owner
Deadline
Status
Complete product training: AI scheduling (no-fee), engagement, automation, digital front door, integrations (Athena, ModMed, Greenway, MyChart)
June 4, PM
[ ]
Practice sandbox demos (Functional Medicine telehealth, Orthopedics referral)
June 4, PM
[ ]
Study market: Functional Medicine (telehealth), Surgical Specialties (elective procedures), Ophthalmology (high volume); SMB focus (Athena, ZocDoc/Phreesia displacement, no chiropractic)
June 5, AM
[ ]
Review case studies (36% patient growth, 5-6x ROI)
June 5, PM
[ ]
Study demos, ICPs, competitor analysis (ZocDoc fees, Phreesia’s weak AI)
June 5, PM
[ ]
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Day 4: Competitive Positioning & Buyer Personas
Task
Owner
Deadline
Status
Study competitors (ZocDoc, Phreesia, NextPatient, Tebra); master battlecards
June 6, AM
[ ]
Learn buyer personas: Physician-Owner (“no ZocDoc fees”), Manager (“90-day payback”), Front-Desk (“self-service”)
June 6, PM
[ ]
Map personas to Steer’s value propositions
June 6, PM
[ ]
Refine 1-minute pitches (Athena, ZocDoc displacement: “Ex-ZocDoc, Steer’s fee-free”); record for feedback
June 6, EOD
[ ]
Practice “ZocDoc works” objection response
June 6, EOD
[ ]
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Day 5-6: Sales Process & Pipeline Setup
Task
Owner
Deadline
Status
Train on 5-step sales process: Discovery, Education, Demonstration, Objection Handling, Closing; role-play BANT (>55% commercial, >1,500 calls)
Andrew
June 9, AM
[ ]
Set up Salesforce, HubSpot (dark/light green leads), Gong, Seismic; log mock lead
Andrew, Tristan
June 9, PM
[ ]
Build pipeline (50% self-sourced via ZoomInfo, 50% SDR leads); forecast 35 deep dives/quarter; goal: 8 leads by Day 10
Andrew, Tristan
June 10, AM
[ ]
Review pipeline rules: split overlap credit, reassign dormant accounts (>1 month)
Andrew, VP of Sales
June 10, AM
[ ]
Practice 8 objections (e.g., “MyChart’s enough” → “Steer adds 15% visits”)
Andrew, Nicole
June 10, PM
[ ]
Draft 36-hour urgency email: “Exclusive pricing, act in 36 hours”
Andrew
June 10, EOD
[ ]
Log 3 mock leads in HubSpot
Andrew
June 10, EOD
[ ]
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Day 7-8: Real-World Exposure
Task
Owner
Deadline
Status
Shadow Demo calls
Andrew, Tristan
June 11, AM
[ ]
Analyze 1 win (Dermatology deal), 1 loss (contract stall);
Andrew
June 11, PM
[ ]
Sync with Marketing (Athena webinar, “Phreesia alternatives” SEO), Customer Success (onboarding FAQs)
Andrew, Gabbie
June 12, AM
[ ]
Submit call notes, outline 1 applied tactic
Andrew
June 12, EOD
[ ]
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Day 9: Demo Practice
Task
Owner
Deadline
Status
Run 3 mock demos (2 Athena, 1 ZocDoc displacement); receive feedback
Andrew
June 12, AM
[ ]
Role-play 5 objections (e.g., “ZocDoc’s cheaper” → “Steer’s fee-free, doubles ROI”)
Andrew
June 12, PM
[ ]
Deliver 5-minute pitch (36% patients, no fees, 115% retention); record for feedback
Andrew
June 12, EOD
[ ]
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Day 10: Pipeline Launch
Task
Owner
Deadline
Status
Schedule 4 calls with Athena leads (ZoomInfo, 1-10 locations, >$5M revenue); log in HubSpot
Andrew
June 12, AM
[ ]
Review pipeline with VP of Sales, prioritize targets
Andrew, VP of Sales
June 12, PM
[ ]
Set KPIs: 8 leads, 2 deep dives, 1 proposal by Day 14
Andrew, VP of Sales
June 12, PM
[ ]
Secure 1 deep dive (45-minute call)
Andrew
June 12, EOD
[ ]
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30-60-90 Day Milestones

30 Days (By July 3, 2025): Launch Pipeline

Goals:
Book 10 deep dives (7 Athena, 3 competitor).
Secure 3 pilots (30-day “Quick Win”).
Go live with 2 SMBs in <21 days.
Key Tasks:
Target Athena users (3,000+ clinics, 1-10 locations, >$5M revenue) via ZoomInfo.
Execute “Athena Supercharger” sequence with 36-hour urgency.
Deliver tailored demos, ROI deck in 24 hours.
Metrics:
Deep Dives: 10
Pilot Conversions: 3
Time-to-Live: ≤21 days
Owner: Andrew, VP of Sales

60 Days (By August 3, 2025): Scale Deals

Goals:
Close $50k ACV (2-3 deals, Plastics, Dermatology, Ophthalmology).
Achieve 8 pilots, 5 SMBs live.
Expand 1 pilot to Digital Front Door.
Key Tasks:
Add ModMed, Greenway, ZocDoc lists; pitch “Ex-ZocDoc, fee-free.”
Use Loom videos, “Switch-out rebate.”
Track KPIs (yield, call deflection), deliver ROI report.
Metrics:
Deep Dives: 20
Pilot Conversions: 8
ACV Closed: $50k
Owner: Andrew, VP of Sales

90 Days (By September 3, 2025): Optimize & Upsell

Goals:
Close $150k ACV (6-8 deals, Orthopedics, multi-specialty).
Achieve 12 pilots, 10 SMBs live.
Upsell Luna AI Voice/Reputation Boost to 2 clients.
Key Tasks:
Scale urgency sequences, publish 3 SMB case studies.
Partner with Athena reps, MGMA, ZocDoc-migrating agencies.
Conduct QBRs, upsell Referral Accelerator.
Metrics:
Deep Dives: 35
Pilot Conversions: 12
ACV Closed: $150k
Owner: Andrew, VP of Sales
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