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Conversation
Highlights
Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech’s most innovative B2B founders. In today’s episode, we’re speaking with Rafid Fadul, Co-Founder & CEO of Zivian Health, a healthcare technology company that’s raised $3 Million in funding.
Here are the most interesting points from our conversation:
- Healthcare workforce shortage: Rafid explains how the shortage of physicians, which has been exacerbated by the pandemic, led to the founding of Zivian Health. The company focuses on solving the growing gap between healthcare demand and the diminishing supply of doctors, nurses, and physician assistants.
- Evolution of the healthcare workforce: The conversation reveals that, while the number of doctors is dwindling, nurse practitioners (NPs) and physician assistants (PAs) are growing, but the infrastructure to support this shift in the workforce is lacking.
- The decision to raise venture capital: Rafid discusses why Zivian Health chose a venture-backed approach after two bootstrapped exits, emphasizing the need to accelerate SaaS development and bring in specialized talent.
- Building a three-sided marketplace: Zivian Health operates as both a marketplace and a SaaS platform, serving enterprises, physicians, and advanced practice providers. The focus is on making the experience seamless for all stakeholders.
- Addressing compliance challenges: A key differentiator for Zivian Health is its platform that manages complex compliance requirements for NPs and PAs across different states, enabling them to practice legally and safely.
- Creating a trusted network: Zivian’s ability to scale its physician network to over 8,000 licenses is driven by its focus on trust, verification, and ensuring a high-quality experience for all participants.
Actionable
Takeaways
Identify and Address Industry Gaps Early:
Rafid highlights how the growing physician shortage and healthcare workforce gap were clear signals to start Zivian Health. As a founder, look for systemic industry challenges where demand is rising and current solutions are insufficient. This can lead to major opportunities for innovation and growth.
Balancing Venture Capital with Control:
After two successful bootstrapped exits, Rafid opted for a small round of venture capital to scale Zivian Health faster. He emphasized the importance of choosing venture capital wisely, ensuring it aligns with long-term goals while maintaining control. Founders should consider the trade-off between speed and control before committing to outside funding.
Leverage a Dual Model for Defensibility:
Zivian Health operates both a marketplace and a SaaS platform. Rafid describes how the marketplace builds defensibility while providing the foundation for their SaaS offerings. Founders should consider combining business models to increase defensibility and create layered revenue streams.
Trust and Transparency Build Scalable Networks:
Rafid stresses the importance of trust in building Zivian Health’s network of over 8,000 physician licenses. The company vets practitioners through third-party verification to ensure quality and reliability. For founders building platforms, creating a trusted ecosystem with clear checks and balances is crucial for scaling effectively.
Leverage Strategic Partnerships to Scale:
One of Zivian Health’s key decisions was joining Microsoft’s Pegasus program to fast-track their expansion into hospitals. Strategic partnerships can accelerate growth, open new market opportunities, and drive product development. Founders should evaluate how partnerships can align with long-term GTM strategies and product readiness.
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