MD Online
Company: MD On-Line, Inc., Parsippany, NJ
Entry Submitted by: The Gertler Group, Inc.
Company Description: MD On-Line is a leader in EDI solutions that facilitate the critical connection between 45,000+ doctors and 2,000+ payers by enabling electronic data capture and entry, and claim and transactional data submissions. Co- branded/endorsed by major insurers, MDOL is helping to make U.S. healthcare significantly more cost-effective by eradicating inefficiencies. www.mdon-line.com
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Telesales Team of the Year
Nomination Title: Going After the High Hanging Fruit
Tell the story about what this nominated team achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
Several years ago (and repeated recently), a study conducted by Milliman Inc.
concluded that the nation’s healthcare system could save an estimated $86
billion annually if it were to adopt only one procedural change: utilizing EDI
technology to automate claim filing, status inquiries, referrals, pre-
authorizations and eligibility. Eleven billion could come just from converting
paper-submitting physicians to electronic claim submitting offices, with
estimated savings of more than $42,000 per year per provider. And, these
dollar savings don’t even take into account the extra benefits that would
accrue from faster payments, turnaround on claim errors, improved cash flow,
patient satisfaction and more.
Not surprisingly, MD On-Line (MDOL), today the nation’s most progressive,
responsive and admired electronic claims clearinghouse, was able to leverage
these statistics as it methodically built a customer base of over 38,000
physicians in its first 13 years of existence. That meant the easy and early
adopting customers had all been converted, leaving a pool of smaller,
reluctant prospects for engagement and adoption. And yet, since July 2009,
the six highly-motivated, internally-trained telesales professionals at MDOL
have:
• Identified new strategic selling approaches and closed an average of
430 new customers every month, growing the total MDOL customer base more than
20% to 45,000+.
• Leveraged relationships with health insurers to secure their lists of
paper-submitting providers, and developed special offers to attract the most
reluctant provider offices, including offers of free electronic transactions
to one insurer and packages that enabled offices to file to all insurers
affordably.
• Outreached to the largest managed Medicaid Plan in the State of New
York with a plan for non-emergency transportation providers to submit their
taxi/private ambulance/etc. charges electronically…totally eliminating a time-
consuming, paper-laden process that had sought a solution for decades. The
result: 100% elimination of over 15,000 monthly paper claims.
• Engaged the Company’s largest insurer client with a promise to convert
60K claims from paper-based physicians to EDI in Year 1. The results: Over
1.1MM claims were converted in Year 1, and the growing claims volume has
spurred a multi-year contract extension, over 3K new customers and monthly
revenue increases of $20K+.
Impressive regardless of tenure, half of this innovative team has been with
MDOL for only a year, and the balance of the team for five years or less.
Under the direction of Sales SVP Nick Dannenbaum, the MDOL telesales team has
demonstrated the ability to build from a strong base and to find
new/innovative ways of exploding sales with the most reluctant prospects.
On the horizon, MDOL telesales will be challenged with learning and selling
the Company’s first Practice Management Software, and for enlisting customers
in the Company’s first Electronic Health Records product…both designed to
drive further cost and time efficiencies for the providers and to evolve the
Company’s customers into the next generation of healthcare EDI. Based on
their performance with a 15 year old product, selling something new and
innovative should be explosive.
List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
Provide a brief (up to 100 words) biography about the leader(s) of the nominated team:
Nicholas Dannenbaum joined MDOL in 1997 as its first Account Executive and
personally secured thousands of customers and signed the Company’s 35 largest
insurance/payer clients. Today, Nick is SVP Sales and leads the Telesales,
Provider/VAR Sales and Account Management teams, while playing an integral
role in the marketing of MDOL and in shaping the Company’s strategic
direction. One of the early visionaries to enter Healthcare EDI, Nick has
become one of the industry’s most experienced Healthcare EDI sales and
marketing professionals and is dedicated to the training and growth of his
teams.