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Employee Onboarding Resources

Andrew Braunstein Onboarding Checklist

Objective: Equip Andrew to sell Steer Health to Functional Medicine, Surgical Specialties (Plastic Surgery, Orthopedics), and Ophthalmology; SMBs (1-10 locations, >$5M revenue), accelerating ARR by complementing EHRs (Athena, ModMed, Greenway) and displacing ZocDoc/Phreesia/Etc.

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Day 1: Wednesday, June 4, 2025 – Orientation & Strategy

Day 1: Wednesday, June 4, 2025 – Orientation & Strategy

Task

Owner

Time/Deadline

Status

Attend “Introduction to Steer Health” with Tamar (mission, vision, differentiators: no ZocDoc fees, MyChart enhancement)

Andrew, Tamar

9:30–10:00 AM CT

[ ]

Shadow Sridhar on live Orthopedics discovery call (SDR-booked); take notes on BANT qualification

Andrew, Sridhar, Summer (SDR)

10:00–10:30 AM CT

[ ]

Attend “CEO Brief on Steer” with Sridhar (strategic goals, market positioning)

Andrew, Sridhar

10:30–11:00 AM CT

[ ]

Review AE Role & Sales Strategy with Sridhar: Lead Gen, Demos, Deals, Expected Milestones

Andrew, Sridhar

1:00–2:00 PM CT

[ ]

Meet the Team

Andrew, Steer Team

2:00–3:00 PM CT

[ ]

Sync with Tristan; set up HubSpot & ZoomInfo

Andrew, Tristan

3:00–4:00 PM CT

[ ]

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Day 2: Thursday, June 5, 2025 – Product & Team Intros

Day 2: Thursday, June 5, 2025 – Product & Team Intros

Task

Owner

Time/Deadline

Status

Attend “Intro to Luna & Steer Notes” with Gabbie Mitchell (AI scheduling, patient engagement, automation)

Andrew, Gabbie Mitchell

9:00–10:00 AM CT

[ ]

“Steer Health Integrations Lead Intro”

Andrew, Giri

11:00 AM–12:00 PM CT

[ ]

Meet SDR team (Lendy: Functional Medicine, Summer: Orthopedics) to align on lead handoff (50% SDR leads)

Andrew, Lendy, Summer, Tristan

1:00–2:00 PM CT

[ ]

Complete “ZoomInfo Onboarding” with Sales Team

Andrew, Sales & Marketing Team

2:00–3:00 PM CT

[ ]

Sandbox Steer Platform

Andrew, Tristan

3:00-4:00 PM CT

[ ]

There are no rows in this table

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Day 3: Friday, June 6, 2025 – Athena Focus & Product Deep Dive

Day 3: Friday, June 6, 2025 – Athena Focus & Product Deep Dive

Task

Owner

Time/Deadline

Status

Review AthenaHealth list & clarify ICP (3,000+ clinics, 1-10 locations, >$5M revenue, no enterprises to start)

Andrew, Tristan

10:00–11:00 AM CT

[ ]

Attend “Product Office Hours & Company-Wide Introduction” (product Q&A, team alignment)

Andrew, Steer Team

11:00 AM–12:00 PM CT

[ ]

Attend “Intro to Digital Front Door” with Nicole Hurd (end-to-end patient experience, MyChart enhancement)

Andrew, Nicole

12:00–1:00 PM CT

[ ]

Meet Al for “Director of Operations Introduction”

Andrew, Al

1:00–1:30 PM CT

[ ]

Select 50 target accounts from AthenaHealth list using ZoomInfo (ENT, OBGYN, 1-10 locations, >$5M revenue)

Andrew, Tristan

2:30–3:30 PM CT

[ ]

Enjoy your weekend, Hope you enjoyed your first week at Steer, We are very excited to have you onboard!

There are no rows in this table

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Day 4: Monday, June 9, 2025 – Competitive Positioning

Day 4: Monday, June 9, 2025 – Competitive Positioning

Task

Owner

Time/Deadline

Status

Study competitors (ZocDoc: fee-heavy, Phreesia: weak AI, NextPatient, Tebra); Master Battlecards

By EOD

[ ]

“Introduction to Marketing Department”

9-10am CT

[ ]

“Sales Weekly Strategy Sync”

10:30-11am CT

[ ]

Map personas to Steer’s value propositions

By EOD

[ ]

“Lendy 1:1 Functional Medicine Sales Focus”

2-3pm CT

[ ]

Study Buyer Personas: Physician-Owner, Office Manager

By EOD

[ ]

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Day 5-6: Tuesday–Wednesday, Sales Process & Pipeline

Day 5-6: Tuesday–Wednesday, Sales Process & Pipeline

Task

Owner

Deadline

Status

“Functional Medicine StoreFront Walkthrough”

Garima, Andrew

Tuesday 9-10am CT

[ ]

5-step Sales Process: Cold Call, Discovery Call, Deep Dive, Contract Out, Deal Closed

Andrew, Tristan

Tuesday, by EOD

[ ]

“IT Specialist Meet and Greet”

Cristo, Andrew

Tuesday 10-10:30am CT

[ ]

Log mock lead in HubSpot (dark/light green leads); confirm Salesforce, Gong, Seismic setup

Andrew, Tristan

Tuesday, by EOD

[ ]

“Intro to Customer Success Team”

Vishal, Andrew

Tuesday 12-1pm CT

[ ]

“Summer 1:1 Orthopaedics Sales Focus”

Summer, Andrew

Tuesday, 2-3pm CT

[ ]

Begin Pipeline Build (50% self-sourced via ZoomInfo, 50% SDR leads); forecast 35 deep dives/quarter; goal: 8 leads by Day 10

Andrew, Tristan

Wednesday, by EOD

[ ]

“Care Orchestration Workflow Deep Dive”

Abhisheck, Andrew

Wednesday, 10-11am CT

[ ]

Review pipeline rules: split overlap credit, reassign dormant accounts (>1 month)

Andrew, Tristan

Wednesday, by EOD

[ ]

Patient Journey Walkthrough Connected to Steer Solutions

Andrew, Tristan

Wednesday, by EOD

[ ]

Draft Steer Sales Pitch

Andrew

Wednesday, by EOD

[ ]

There are no rows in this table

⁠

Day 7-8: Thursday–Friday, Real-World Exposure

Day 7-8: Thursday–Friday, Real-World Exposure

Task

Owner

Deadline

Status

Begin Outreach via Email & Call

Andrew

Thursday/Friday

[ ]

Prepare for Mock Demo Presentation

Andrew

Thursday/Friday

[ ]

Goal: Try to Book a Discovery Call

Andrew

Thursday/Friday

[ ]

There are no rows in this table

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Day 9: Monday – Demo Practice

Day 9: Monday – Demo Practice

Task

Owner

Deadline

Status

Run 2 Mock Demo Presentations (1 AthenaHealth, 1 ZocDoc Displacement); receive feedback

Sridhar, Tamar, Tristan, Alicia

[ ]

Adjust Pitch Based on Feedback

Andrew

[ ]

Continue Sales Outreach

Andrew

AM & PM

[ ]

There are no rows in this table

⁠

Day 10: Tuesday and Onwards – Pipeline Launch

Day 10: Tuesday and Onwards – Pipeline Launch

Task

Owner

Deadline

Status

Set KPIs: 8 leads, 2 deep dives (45-minute calls), 1 proposal by June 20

Andrew, Sridhar

Beginning of Week

[ ]

Review pipeline with Sridhar, prioritize targets

Andrew, Sridhar

By End of Week

[ ]

Schedule 4 calls with Athena leads (ZoomInfo, 1-10 locations, >$5M revenue); log in HubSpot

Andrew

By End of Week

[ ]

Secure 1 deep dive

Andrew

By Next Week

[ ]

There are no rows in this table

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30-60-90 Day Milestones

30 Days

Goals: Book 10 deep dives (7 Athena, 3 competitor), secure 3 pilots (30-day “Quick Win”), go live with 2 SMBs in <21 days.

Tasks: Target Athena users (3,000+ clinics) via ZoomInfo, execute “Athena Supercharger” sequence (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, Sridhar, Tristan

60 Days: 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.

Tasks: Add ModMed, Greenway, ZocDoc lists; pitch “Ex-ZocDoc, fee-free” with Loom videos, “Switch-out rebate”; track KPIs, deliver ROI report.

Metrics: Deep Dives: 20, Pilot Conversions: 8, ACV Closed: $50k, Net Dollar Retention: >115%

Owner: Andrew, Sridhar

90 Days: 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.

Tasks: Scale urgency sequences, publish 3 SMB case studies, partner with Athena reps/MGMA, conduct QBRs, upsell Referral Accelerator.

Metrics: Deep Dives: 35, Pilot Conversions: 12, ACV Closed: $150k, Net Dollar Retention: >115%

Owner: Andrew, Sridhar

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