Robin Wiener: US is also starting to think about that a little bit. The other place where we’ve launched is Australia. It’s the same model of telehealth. We’ve partnered with Telstra Health, which is the largest telecommunications company in Australia. We’re rolling out our first application there. A new region that is very interesting is the Middle East. The population is getting sick. They’re very interested in trying to work with their population to keep them healthy. Since we can do the product in Arabic, they’re very interested in what we can do.
You see, that one decision we made about localization way back then is now, all of a sudden, paying dividends. I have somebody that is literally on Capitol Hill all the time learning all these new laws and regulations. We work very closely with the Department of Commerce and we met last week. In each of the countries, they have somebody that sits in the embassy. Their job is to get US companies in their markets. A lot of the countries out there are watching and are interested in rolling out in their own countries. These countries are asking us to come in and speak to them and administrate their health.
Sramana Mitra: What percentage of the deals that you’re in comes through one of your major partnerships like a Microsoft HealthVault?
Robin Weiner: I would say 25%. We are seeing a trend now. Now that we’re in these large hospitals, people are getting to know who we are.
Sramana Mitra: You sound like you have a very effective lead generation working with Microsoft.
Robin Wiener: Microsoft is somewhat effective. The biggest ones are my telecom partners. KPMG brought us into Australia. A company called Cap Gemini is our partner in Sweden. We have been selected as the patient engagement tool for Sweden. In some areas, Microsoft or GE might be good. We realized that in certain areas, we need to get different partners. We’re in five different hospital systems of Orion. We’re deepening that partnership right now because it works really well when you have that health exchange as we sit on the outside of it. It’s really interesting that we work with a bunch of large companies, but in each one of the markets, it might be a different lead. Just because of our reputation, we’re getting phone calls.
Sramana Mitra: You have enough reputation that you’re getting inbound.
Robin Wiener: We work direct with New York Presbyterian, which is one of the best.
Sramana Mitra: When you started doing this, which partner was your biggest?
Robin Wiener: Microsoft.
Sramana Mitra: This methodology of working with a major company who has all the channel is very helpful for a small bootstrapped company to get into because you can’t really invest.
Robin Wiener: We worked with Microsoft Health. Now, we’ve switched to Microsoft Health and Life Sciences. They’re really great. I would highly recommend finding a partner where you will enhance what they’re selling. If you do that, they’re going to get more deals because of you, then that’s good. We were literally sitting with the executive leadership there. You have to work yourself in there but it’s worth it.