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Nov 26, 2024 · 20m · top-founders

AI SaaS for Hospitals Does $50m/yr up from $25m last year, Reveleer CEO

Jay Ackerman · 16m spoken Nathan Latka · 51s spoken
0:00 / 0:00

gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions

In this presentation, Reveleer CEO Jay Ackerman details how the healthcare SaaS company scaled from $1 million to over $100 million in revenue through proprietary AI clinical automation, programmatic M&A, and disciplined capital management.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Nathan holds 5.3% of the talking time here. How this is scored →

Nathan as informed peer 0.3 Guest teaching 0.0 Guest disagreement 0.3 Nathan pushing back 0.0
05100:0010:0020:000:05–4:04 · Nathan as informed peer 2/10 Nathan Latka Introduces Reveleer CEO Jay Ackerman Nathan introduces Jay Ackerman on stage, highlighting Reveleer's massive revenue growth before handing the presentation over to Jay.4:04–9:12 · Nathan as informed peer 0/10 Value-Based Care Model and Capital Structure This is a solo keynote monologue where Jay explains Reveleer's value-based care model, institutional capital partners, and personal grit putting up his house as collateral.9:12–12:25 · Nathan as informed peer 0/10 AI Ingestion Superpower and Expanding Addressable Market In this solo presentation segment, Jay outlines Reveleer's machine learning capabilities for ingesting clinical records and expanding TAM from $2B to $20B.12:25–16:04 · Nathan as informed peer 0/10 M&A Financing, Go-to-Market Execution, and Scaling Metrics Jay breaks down Reveleer's transition to debt-financed M&A, quota capacity, and critiques companies that give sales reps bonuses instead of true commission plans.16:04–19:24 · Nathan as informed peer 0/10 Critical CEO Learnings: Leadership, Scale, IP, and Retention Jay reflects on aggressive executive talent upgrading, vertical SaaS scale dynamics, and recovering from an almost catastrophic lighthouse customer churn.19:24–20:00 · Nathan as informed peer 0/10 Jay Ackerman's Concluding Remarks and Growth Summary Jay concludes his conference presentation by summarizing Reveleer's trajectory toward building a billion-dollar healthcare SaaS enterprise.0:05–4:04 · Guest teaching 0/10 Nathan Latka Introduces Reveleer CEO Jay Ackerman Nathan introduces Jay Ackerman on stage, highlighting Reveleer's massive revenue growth before handing the presentation over to Jay.4:04–9:12 · Guest teaching 0/10 Value-Based Care Model and Capital Structure This is a solo keynote monologue where Jay explains Reveleer's value-based care model, institutional capital partners, and personal grit putting up his house as collateral.9:12–12:25 · Guest teaching 0/10 AI Ingestion Superpower and Expanding Addressable Market In this solo presentation segment, Jay outlines Reveleer's machine learning capabilities for ingesting clinical records and expanding TAM from $2B to $20B.12:25–16:04 · Guest teaching 0/10 M&A Financing, Go-to-Market Execution, and Scaling Metrics Jay breaks down Reveleer's transition to debt-financed M&A, quota capacity, and critiques companies that give sales reps bonuses instead of true commission plans.16:04–19:24 · Guest teaching 0/10 Critical CEO Learnings: Leadership, Scale, IP, and Retention Jay reflects on aggressive executive talent upgrading, vertical SaaS scale dynamics, and recovering from an almost catastrophic lighthouse customer churn.19:24–20:00 · Guest teaching 0/10 Jay Ackerman's Concluding Remarks and Growth Summary Jay concludes his conference presentation by summarizing Reveleer's trajectory toward building a billion-dollar healthcare SaaS enterprise.0:05–4:04 · Guest disagreement 0/10 Nathan Latka Introduces Reveleer CEO Jay Ackerman Nathan introduces Jay Ackerman on stage, highlighting Reveleer's massive revenue growth before handing the presentation over to Jay.4:04–9:12 · Guest disagreement 0/10 Value-Based Care Model and Capital Structure This is a solo keynote monologue where Jay explains Reveleer's value-based care model, institutional capital partners, and personal grit putting up his house as collateral.9:12–12:25 · Guest disagreement 0/10 AI Ingestion Superpower and Expanding Addressable Market In this solo presentation segment, Jay outlines Reveleer's machine learning capabilities for ingesting clinical records and expanding TAM from $2B to $20B.12:25–16:04 · Guest disagreement 1/10 M&A Financing, Go-to-Market Execution, and Scaling Metrics Jay breaks down Reveleer's transition to debt-financed M&A, quota capacity, and critiques companies that give sales reps bonuses instead of true commission plans.16:04–19:24 · Guest disagreement 1/10 Critical CEO Learnings: Leadership, Scale, IP, and Retention Jay reflects on aggressive executive talent upgrading, vertical SaaS scale dynamics, and recovering from an almost catastrophic lighthouse customer churn.19:24–20:00 · Guest disagreement 0/10 Jay Ackerman's Concluding Remarks and Growth Summary Jay concludes his conference presentation by summarizing Reveleer's trajectory toward building a billion-dollar healthcare SaaS enterprise.0:05–4:04 · Nathan pushing back 0/10 Nathan Latka Introduces Reveleer CEO Jay Ackerman Nathan introduces Jay Ackerman on stage, highlighting Reveleer's massive revenue growth before handing the presentation over to Jay.4:04–9:12 · Nathan pushing back 0/10 Value-Based Care Model and Capital Structure This is a solo keynote monologue where Jay explains Reveleer's value-based care model, institutional capital partners, and personal grit putting up his house as collateral.9:12–12:25 · Nathan pushing back 0/10 AI Ingestion Superpower and Expanding Addressable Market In this solo presentation segment, Jay outlines Reveleer's machine learning capabilities for ingesting clinical records and expanding TAM from $2B to $20B.12:25–16:04 · Nathan pushing back 0/10 M&A Financing, Go-to-Market Execution, and Scaling Metrics Jay breaks down Reveleer's transition to debt-financed M&A, quota capacity, and critiques companies that give sales reps bonuses instead of true commission plans.16:04–19:24 · Nathan pushing back 0/10 Critical CEO Learnings: Leadership, Scale, IP, and Retention Jay reflects on aggressive executive talent upgrading, vertical SaaS scale dynamics, and recovering from an almost catastrophic lighthouse customer churn.19:24–20:00 · Nathan pushing back 0/10 Jay Ackerman's Concluding Remarks and Growth Summary Jay concludes his conference presentation by summarizing Reveleer's trajectory toward building a billion-dollar healthcare SaaS enterprise.

speaking balance: gold is Nathan, purple is the guest (3 minute bins)

0:00 · Nathan 36.5% · guest 63.5%0:00 · Nathan 36.5% · guest 63.5%3:00 · Nathan 0% · guest 100%3:00 · Nathan 0% · guest 100%6:00 · Nathan 0% · guest 100%6:00 · Nathan 0% · guest 100%9:00 · Nathan 0% · guest 100%9:00 · Nathan 0% · guest 100%12:00 · Nathan 0% · guest 100%12:00 · Nathan 0% · guest 100%15:00 · Nathan 0% · guest 100%15:00 · Nathan 0% · guest 100%18:00 · Nathan 0% · guest 100%18:00 · Nathan 0% · guest 100%
Sharpest disagreement ▶ 14:00 Critique of sales compensation structures

Jay bluntly rejects industry practices that rely on bonuses over commissions, declaring that reps without commission plans are not true sales reps.

 Hardest push from Nathan ▶ 0:50 Nathan reacts in disbelief to rapid revenue growth

Nathan expresses shock and pushes for transparency around how quickly Reveleer managed to scale up revenue.

 Biggest teaching moment ▶ 4:20 Distinguishing value-based care from fee-for-service

Jay educates the audience on the structural incentives of healthcare economics and why value-based care necessitates automated data exchange.

 Nathan holds their own ▶ 0:20 Nathan frames Reveleer's operational discipline

Nathan highlights his own database and analytical framing of growth, valuation, and metrics before introducing Jay.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Nathan Latka Introduces Reveleer CEO Jay Ackerman 2000 Nathan introduces Jay Ackerman on stage, highlighting Reveleer's massive revenue growth before handing the presentation over to Jay.
Value-Based Care Model and Capital Structure 0000 This is a solo keynote monologue where Jay explains Reveleer's value-based care model, institutional capital partners, and personal grit putting up his house as collateral.
AI Ingestion Superpower and Expanding Addressable Market 0000 In this solo presentation segment, Jay outlines Reveleer's machine learning capabilities for ingesting clinical records and expanding TAM from $2B to $20B.
M&A Financing, Go-to-Market Execution, and Scaling Metrics 0010 Jay breaks down Reveleer's transition to debt-financed M&A, quota capacity, and critiques companies that give sales reps bonuses instead of true commission plans.
Critical CEO Learnings: Leadership, Scale, IP, and Retention 0010 Jay reflects on aggressive executive talent upgrading, vertical SaaS scale dynamics, and recovering from an almost catastrophic lighthouse customer churn.
Jay Ackerman's Concluding Remarks and Growth Summary 0000 Jay concludes his conference presentation by summarizing Reveleer's trajectory toward building a billion-dollar healthcare SaaS enterprise.

Statements from this episode (14)

Prediction Not checkable as stated
Ackerman: Reveleer Will Grow Revenue From $50M to $100M This Year
“Six years from one to 25, one year from 25 to 50, and this year we'll go from 50 to a hundred.”
Jay Ackerman Nov 26, 2024 ▶ 3:38
Assertion Not checkable as stated
Ackerman: Reveleer expects $100M revenue and up to $110M ARR this year
“Like I said, we'll do about a hundred million this year. We'll probably have an AR, end of year ARR of one oh five to one 10.”
Jay Ackerman Nov 26, 2024 ▶ 4:58
Prediction Not checkable as stated
Ackerman: Reveleer is positioned to reach $200M in revenue next year
“And I think that puts us in a position to do two hundred million next year.”
Jay Ackerman Nov 26, 2024 ▶ 5:06
Disclosure
Ackerman: Reveleer raised $65M in debt from Hercules Capital
“So we did a sixty-five million dollar debt raise with a company on the bottom, Hercules Capital.”
Jay Ackerman Nov 26, 2024 ▶ 5:18
Assertion Not checkable as stated
Ackerman: Reveleer is approaching a $1 billion valuation
“So how do we build a company now approaching a billion dollars of, ah, value?”
Jay Ackerman Nov 26, 2024 ▶ 5:43
Opinion
Ackerman: The Change Healthcare breach turned health systems away from point solutions
“There is a well-known, ah, breach that took place earlier this year with a company called Change Healthcare. Massive eight billion dollar revenue company that shut down the healthcare market. And it's really turned off big insurance companies and health system…”
Jay Ackerman Nov 26, 2024 ▶ 8:08
Disclosure
Reveleer CEO Pledged His House as Collateral to Make 2018 Payroll
“In 2018, I put that house up as collateral. When we couldn't make payroll, and we went for, ah, ah, debt financing, just to bridge us.”
Jay Ackerman Nov 26, 2024 ▶ 8:56
Assertion Not checkable as stated
Ackerman: Reveleer Ingests Nearly One Billion Medical Record Pages Annually
“We now ingest almost a billion pages of medical records annually.”
Jay Ackerman Nov 26, 2024 ▶ 9:35
Insight
Ackerman: Building a Scaled Business on a $2B TAM Is Difficult
“Hard to build a really scaled business on a two billion dollar TAM.”
Jay Ackerman Nov 26, 2024 ▶ 11:09
Assertion Not checkable as stated
Reveleer reaches $100M revenue with roughly 10% from acquisitions
“If you look at our hundred million in revenue for this year, roughly 10% of that is acquired revenue.”
Jay Ackerman Nov 26, 2024 ▶ 12:31
Assertion Not checkable as stated
Reveleer doubled the ARR of its two acquisitions within 12 months
“So we've done two, and those two, like I said, had about ten million in ARR at close, and in 12 months, across the two of them, we've been able to double the business, but also fueling our other solutions.”
Jay Ackerman Nov 26, 2024 ▶ 13:02
Assertion Not checkable as stated
Reveleer's average deal size increased from under $200K to over $800K
“It's amazing that we were doing average deals of under 200 K in 21, and our average deal today is over 800 K.”
Jay Ackerman Nov 26, 2024 ▶ 14:47
Assertion Not checkable as stated
Jay Ackerman: Reveleer Executive Average Tenure is 1.75 Years
“The average tenure of an executive on my team right now is 1.75 years, if you take me out.”
Jay Ackerman Nov 26, 2024 ▶ 16:35
Prediction Not checkable as stated
Jay Ackerman: Point Solutions in Vertical SaaS Won't Survive
“Scale matters. Particularly in vertical SaaS. That's the world we're in. Scale matters. Point solutions aren't going to survive.”
Jay Ackerman Nov 26, 2024 ▶ 17:24
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