Independent Practice (< 5 Doctors)

Radar to Revenue: 60-Day Journey

Decision Maker: Dr. Wells
Focus on reclaiming time and ensure low friction for staff during the transition.

Journey Stage

1. On Radar Days 1–10

2. Consider Days 11–25

3. Evaluate Days 26–40

4. Decide Days 41–60

Customer Mindset

Voice of Customer

“Can this really help us?” "Could such a thing exist?"

"Can this actually integrate without disruption? What’s the real ROI and how long will it take my 8-person staff to learn?"

"Will my staff survive the switch? Show me proof this won’t cost us weeks of productivity or revenue."

"This will finally give us back patient time, financial stability, and independence. Let's move forward."

User Actions

• Website visit (UTM-tracked)

• 2+ sessions in 7 days

• ROI calculator download

• Webinar registration

• Pricing & integration views

• Demo interest form submission

• Attend live or on-demand webinar

• Request personalized demo

• Review implementation roadmap

• Participate in final demo

• Review proposal/contract

• Signed purchase agreement

Key Touchpoints

Paid Search → athenahealth.com → Welcome Email

Retargeted Paid Ad → Welcome Email → Webinar Invite

Webinar Q&A → Calendar Invite → Deep Dive PDF

Direct Rep Email → DocuSign Portal → Success Kit

Key Metrics

20% Bounce Reduction

25% Content Download

40% Trigger Nurture Rate

35% Email CTR

+30% Webinar Reg Lift

15% Demo-Intent Increase

65% Webinar Attendance

40% Demo Conversion

-30% Support Friction

55% Proposal-to-Close

4.8/5 Advocacy Score

25% Referral Opt-in

Strategy & UX

Trigger welcome sequence immediately. Heatmaps to optimize mobile hero/CTA.

Appeal: Pathos

Implement dynamic content. A/B test "Time Saved" vs "Cost Saved" messaging.

Appeal: Logos

Focus on "zero-disruption" visuals. Micro-surveys for demo barriers.

Appeal: Ethos + Logos

Automate post-purchase advocacy. Decision Hub with ROI tracker.

Appeal: Ethos