The Top Entrepreneurs in Money, Marketing, Business and Life

Listen to The Top if you want to hear from the worlds TOP entrepreneurs on how much they sold last month, how they are selling it, and what they are selling - 7 days a week in 20 minute interviews! The Top is FOR YOU IF you are: A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4) STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7) An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1) The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14). Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries. Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at
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The Top Entrepreneurs in Money, Marketing, Business and Life




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Aug 4, 2017

Todd Johnson, a serial healthcare information technology entrepreneur committed to building great products, teams and companies. Todd has a track record of cultivating great ideas and great business that offer incredible company cultures and attention-grabbing brands. Before his current company, HealthLoop, Todd was the founder and CEO of Salar, a Baltimore, MD-based provider of acute care physician charge capture and documentation solutions. 

Famous Five:

  • Favorite Book? – The E-Myth Revisited
  • What CEO do you follow? – Donald Trump and Elon Musk
  • Favorite online tool? — Gmail, Boomerang and Inbox
  • How many hours of sleep do you get?— 7
  • If you could let your 20-year old self, know one thing, what would it be? – Todd wished he could have took things less seriously


Time Stamped Show Notes:

  • 01:59 – Everyone needs healthcare at some point in their life
  • 02:30 – Salar was able to replace paper processes at hospitals
    • 03:08 – Salar was sold to the country’s second largest medical transcription company
    • 03:16 – It was a $15M exit
  • 03:40 – Todd lives in Silicon Valley
    • 03:57 – Todd has a couple of reasons why he chose to rent rather than to buy a property
  • 04:37 – HealthLoop was initiated in 2009 and was an idea for over a year
  • 04:51 – Todd joined HealthLoop in 2013
  • 04:49 – The founder is a doctor from San Francisco
    • 05:50 – He’s still part of the board
  • 06:28 – HealthLoop is a platform that automatically pushes notifications before and after a diagnosis or surgery
    • 06:40 – It connects patients and doctors
  • 07:00 – 5 years ago, there’s no model around improving the quality of care
  • 07:38 – Multiple parties benefit from an improvement in health care
  • 08:28 – In order to retain the trust of the patients, you have to gain the doctor’s trust as well
  • 08:46 – HealthLoop has an enterprise subscription model
    • 09:03 – Average contract is $120K to $150K that can escalate year over year
    • 09:21 – They pre-pay the cases that they might have in a year
  • 10:28 – HealthLoop’s customers are very targeted
  • 10:35 – The expansion per area depends on how the incentive shakes out
  • 10:50 – HealthLoop is currently working with 70 groups and 20 hospitals
  • 11:13 – HealthLoop has an older subscription model which some of their existing clients have
  • 11:30 – HealthLoop has raised $21M
    • 11:44 – HealthLoop is in an attractive space for competition
    • 12:20 – They have 90% annual retention
  • 12:43 – The institutional mindset
  • 13:08 – Team size is 40
    • 13:18 – 8 are in the sales team
  • 13:53 – HealthLoop’s current enterprise sales cycle is around 6-7 months on a 120 ACV
  • 14:16 – CAC is quite high
    • 14:55 – There are many competing organizations in the market
  • 15:34 – LTV will depend per organization
  • 16:07 – Todd is seeing a 150% growth from last year in terms of ARR
  • 16:38 – There’s so much unpredictability in the space which can be a bad thing
  • 17:31 – Hospitals need to be thoughtful about spending cash
  • 17:49 – HealthLoop will spend more on adapting to a new management
  • 18:17 – HealthLoop’s gross margin is around 70%
  • 20:33 – The Famous Five


3 Key Points:

  1. There’s not enough consumer tech that is solely dedicated to healthcare.
  2. At least once in our lifetime, we will need healthcare, and the ability to have a quick, back-and-forth communication with your health provider is powerful.
  3. Because of the aging baby boomer population, healthcare is an incredibly attractive space for investors right now.


Resources Mentioned:

  • The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
  • GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more
  • Klipfolio – Track your business performance across all departments for FREE
  • Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience
  • Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments
  • Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible
  • Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books

Show Notes provided by Mallard Creatives