For Otto

E-prescribing Software Sales Playbook

Otto, we’ll build your new AE’s first 100 accounts in 10 days. The first 25 are below, and they’re yours either way.

If your AE seat stays open another quarter, ignore this. If it doesn’t, the next two minutes are worth it.

What we noticed

You raised a $16M Series A, and your Found and Measured case studies show a switch from DoseSpot done in days, which is the proof a new AE can open every call with.

Your Enterprise Account Executive, Digital Health role has been posted since April 29, so the accounts below have had no one opening them for that long.

April 29 Enterprise Account Executive, Digital Health first posted
April 30 $16M Series A announced
August 10 Pharma and Pharmacy Enterprise AE roles posted
November 9 Digital Health role still open; the first 25 accounts are on this page

What changes for your new AE

Your new AE starts day one with 100 accounts you approved and drafts written to the first five, instead of spending their first weeks finding them. Your posting already tells them there is no SDR support; this tells them which digital health companies to call first, and why now. With 3 to 6 month cycles, every week saved on finding accounts is a week sooner to their first close.

28% of a rep’s time goes to selling Source: Salesforce, State of Sales (7,700+ sellers, 2022)
6.2 months average ramp for a new AE Source: Bridge Group, 2026 AE report (158 companies)
$103K paid before a new AE is fully productive Arithmetic: $200K median OTE × 6.2 months ÷ 12. Inputs: Bridge Group, 2026 AE report (158 companies)
48% of AEs hit quota Source: Bridge Group, 2026 AE report (158 companies)

Your first 25 accounts

Picked from how you describe your buyers in your posts and case studies. Each one has the reason it’s here and the source.

Yours either wayKeep these 25 whether or not we ever talk.

Cut any you wouldn’t callTell us why, and we replace it. We keep going until you’d keep at least 80 of the 100.

Ro United States · scale not stated
1

Three new GLP-1 products in one spring means a prescribing team now writes for more drugs and more pharmacies, the out-of-stock and reroute load you took off Found.

Signal: Apr 9, 2026 Source

Buyer: VP of Clinical Operations or Head of Product
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
LifeMD United States · scale not stated
2

A new branded GLP-1 on a platform that already prescribes at volume gives you a reason to talk about pharmacy availability now, not after the next launch.

Signal: Jan 6, 2026 Source

Buyer: Chief Medical Officer or VP of Product
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Hims & Hers United States, with new reach in Australia, Japan, the UK, Germany and Canada · more than 775,000 customers at Eucalyptus
3

Two prescribing stacks are about to merge, and you are the layer that sits between a prescription and the pharmacy it lands at.

Signal: Feb 19, 2026 Source

Buyer: Chief Product Officer or Head of Pharmacy
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Midi Health Palo Alto, CA · virtual women’s health
4

Fresh capital and new conditions mean hormone prescriptions are about to multiply on a team that is still small, a shape close to Blueberry and Found.

Signal: Feb 3, 2026 Source

Buyer: Chief Medical Officer or VP of Product
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Maven Clinic United States · 2,300 employer and health plan clients
5

A new consumer channel adds prescriptions that no employer plan routes for it, so patients start choosing pharmacies on their own for the first time.

Signal: Mar 11, 2026 Source

Buyer: VP of Clinical Operations or Head of Product
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Noom United States · scale not stated
6

A company that grew on coaching now prescribes at its core, and its prescribers have not had a pharmacy layer built around them yet.

Signal: Dec 15, 2025 Source

Buyer: Chief Medical Officer or VP of Product
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Remedy Meds and Thirty Madison United States · four brands: Remedy Meds, Keeps, Nurx and Cove
7

One company now runs weight, hair, women’s health and migraine prescribing across four brands, which makes one prescribing layer worth more than four.

Signal: Sep 8, 2025 Source

Buyer: Chief Technology Officer or Chief Medical Officer
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Mochi Health San Francisco, CA · more than 500,000 patients across all 50 states
8

Its CEO talks about affordable and transparent care, the same words you use about pharmacy price, so your pitch starts on shared ground.

Signal: Apr 23, 2026 Source

Buyer: CEO or Chief Medical Officer
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
eMed Miami, FL · valuation above $2 billion
9

A newly funded employer-channel GLP-1 program has to fill prescriptions for members who will not wait on a pharmacy callback.

Signal: Mar 26, 2026 Source

Buyer: Chief Product Officer or Chief Medical Officer
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
9amHealth San Diego, CA · virtual specialty care
10

Its model already combines medication management and at-home labs, so a prescribing layer that handles pharmacy exceptions fits the existing workflow.

Signal: May 13, 2026 Source

Buyer: VP of Product or Chief Medical Officer
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Omada Health United States · more than 150,000 members on GLP-1s
11

Omada started prescribing GLP-1s this year, so its first prescribing workflow is being set now and has no incumbent to displace.

Signal: Mar 5, 2026 Source

Buyer: Chief Medical Officer or Chief Product Officer
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Sword Health United States · virtual MSK and mental health
12

Three new care lines in one launch put new clinical workflows on the table at once, and medication access is the piece you already do.

Signal: Mar 12, 2026 Source

Buyer: VP of Product or Chief Clinical Officer
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Function Health United States · member testing platform
13

Funded for growth on a testing business, it is the kind of platform that needs a prescribing and pharmacy layer when test results turn into treatment.

Signal: Jul 30, 2026 Source

Buyer: Chief Medical Officer or VP of Product
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Virta Health United States · employer and health plan clients
14

Optum Rx’s program routes GLP-1 members to Virta, which puts a new pharmacy-benefit channel in front of its prescribers.

Signal: May 8, 2026 Source

Buyer: Chief Medical Officer or VP of Product
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Talkiatry New York, NY · more than 800 full-time psychiatrists
15

Hundreds of psychiatrists writing refills is the volume at which a missed fill turns into a call back to a clinician.

Signal: Feb 12, 2026 Source

Buyer: Chief Medical Officer or Chief Technology Officer
Why it’s ranked here

A strong fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Wheel United States · nationwide clinician network
16

Wheel already supplies prescribing workflows and pharmacy coordination, so it tests whether an infrastructure company is a buyer, a partner or a competitor.

Signal: May 18, 2026 Source

Buyer: Chief Executive Officer or Chief Product Officer
Why it’s ranked here

In the middle.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Talkspace United States · provider network over 400 in psychiatry
17

It already integrated Amazon Pharmacy for fulfillment, so it has felt the pharmacy problem you solve and chose a partner for it.

Signal: Feb 19, 2026 Source

Buyer: Chief Product Officer or Chief Medical Officer
Why it’s ranked here

In the middle.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Spring Health New York, NY · mental health platform
18

Two care networks are merging, so medication care will have one workflow to design, and the decision sits with a product team.

Signal: May 1, 2026 Source

Buyer: Chief Product Officer or Chief Medical Officer
Why it’s ranked here

In the middle.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Included Health United States · virtual and in-person care platform
19

A bigger employer offering puts more prescriptions through one platform, which is where a pharmacy layer saves clinician time.

Signal: Feb 3, 2026 Source

Buyer: Chief Product Officer or Chief Medical Officer
Why it’s ranked here

In the middle.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Transcarent Philadelphia, PA and San Francisco, CA · Centers of Excellence network of more than 2,900 sites
20

It is expanding care access through partners, and its prescribing runs inside partner workflows, which is where you integrate.

Signal: Jul 22, 2026 Source

Buyer: Chief Product Officer or Chief Technology Officer
Why it’s ranked here

In the middle.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Charlie Health United States · virtual intensive outpatient care in 40 states
21

Behavioral care with psychiatry attached, growing by Medicaid coverage; it asks whether a prescribing layer matters when prescribing is a small share of care.

Signal: Jun 1, 2026 Source

Buyer: Chief Medical Officer or Chief Technology Officer
Why it’s ranked here

In the middle.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Teladoc Health Purchase, NY · global virtual care, 2026 called an execution year
22

The largest name in virtual care is the test of how deep an embedded incumbent can be, and whether a 3 to 6 month cycle holds at its scale.

Signal: Jan 29, 2026 Source

Buyer: Chief Product Officer or Chief Technology Officer
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: a large public company with an embedded stack; tests whether scale beats fit.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Amwell Boston, MA · sells its platform to health systems and agencies
23

It sells a telehealth platform to health systems and the federal government, so it tests whether a platform vendor is a buyer or a channel.

Signal: Sep 8, 2026 Source

Buyer: Chief Product Officer or Chief Executive Officer
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: a platform vendor, not a care provider; tests whether a channel counts as a buyer.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Hinge Health San Francisco, CA · 2,929 clients
24

Its entry into digestive care adds a prescribing need to a business built on exercise therapy; it tests whether a company with little prescribing yet belongs on the list.

Signal: Aug 4, 2026 Source

Buyer: VP of Product or Chief Medical Officer
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: prescribing is not yet a core volume; tests whether a new line is enough.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.
Cityblock Health New York, NY · 20,000 North Carolina Medicare Advantage members
25

It delivers in-person and virtual care for health plans and includes clinical pharmacy, so it tests whether a payer-funded model is a fit.

Signal: Aug 13, 2026 Source

Buyer: Chief Medical Officer or Chief Technology Officer
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: a payer-funded care model, not direct-to-patient or employer telehealth.
- A scaled digital health company with its own prescribers: telehealth, virtual care or a care platform that sends prescriptions itself.
- Builds or controls its own clinical workflow, so an embedded prescribing layer fits, as at Measured and Found.
- Prescription volume that is growing, in weight, women’s health, primary care, pediatrics or psychiatry, where pharmacy calls and reroutes scale with it.
- Something changed in the last nine months: a raise, a launch, an acquisition or a new program.
- Not already a Photon customer: not in your case studies and not on your site’s customer logos.
- Looks like the customers you already serve: direct-to-patient and employer-channel telehealth like Found, Measured and Blueberry.

Your new AE’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 accounts you approve, each with the reason
Drafts to the first five, in your voice
Your team runs it without us
Any account you cut, we replace

How does Photon Health sell?

An outside read from your LinkedIn posts, your Cost Plus announcement, your customer case studies, your site and your postings, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.

In your posts and interviews2 quotes

Who buys
“We’re looking forward to implementing this API standard with our health system customers, so cash prices from pharmacies on the Photon network show up right inside Epic”
Your Epic API post on LinkedIn, October 15
When a store moves
“Direct-to-patient pricing like LillyDirect is growing fast, and the EHR is starting to treat cash price as a first-class input to prescribing.”
Your Epic API post on LinkedIn, October 15

What your customers sayFrom Enterprise Account Executive, Digital Health posting, Measured case study, Photon joins athenahealth’s Marketplace program, Found case study, NormanMD case study, Blueberry Pediatrics case study

PPPhoton posting

“You've sold into mid-market and enterprise digital health companies across multiple business models and you know how to navigate multi-stakeholder sales processes where clinical leadership, clinical operations, product teams, and technical leaders all have a seat at the table.”
Photon posting · Enterprise Account Executive, Digital Health posting
MDCEO and Founder of Measured

“With Photon, clinicians can send prescriptions in two clicks without leaving our EHR.”
Monji Dolon, CEO and Founder of Measured · Measured case study
PPhoton

“With over 15% of prescriptions requiring a second touch by clinical teams due to prescription issues, clinicians and patient support teams spend significant time on pharmacy calls, searching for pharmacies, reentering data, re-sending prescriptions, and more”
Photon · Photon joins athenahealth’s Marketplace program
POPhoton on Found

“dedicated up to 5 pharmacy calls per patient to find a recommended pharmacy.”
Photon on Found · Found case study
SCHead of Operations at Measured

“DoseSpot was time-consuming for our providers. We had limited ability to improve the prescribing experience and systems often broke.”
Sophie Corwin, Head of Operations at Measured · Measured case study
DJMedical Director at NormanMD

“the pain of prescribing was unsustainable.”
Dr. Jacob Childers, Medical Director at NormanMD · NormanMD case study
POPhoton on Found

“It took just a few days to embed Photon’s modern prescribing workflows into Found’s custom clinical tools.”
Photon on Found · Found case study
POPhoton on Found

“Integrated with multiple mail-order pharmacy partners via one Photon integration within 2-3 weeks instead of 2-3 months”
Photon on Found · Found case study
SCHead of Operations at Measured

“With Photon, we’re able to own the experience – this enables us to retain more data, have more insight into our provider workflows, and, ultimately, improve speed to treatment”
Sophie Corwin, Head of Operations at Measured · Measured case study
PPhoton

“Photon’s integration offers such value without disrupting any workflow for providers using athenahealth”
Photon · Photon joins athenahealth’s Marketplace program
HGCEO of Blueberry

“Photon is the e-prescribe partner we’ve been looking for since the beginning.”
Harrison Gordon, CEO of Blueberry · Blueberry Pediatrics case study
POPhoton on Measured

“Given ongoing growth in patients served and prescription volume, the increasing operational overhead felt unsustainable.”
Photon on Measured · Measured case study
POPhoton on NormanMD

“As patient volume expanded, NormanMD wanted to remove cumbersome Rx processes for time-sensitive providers and patients.”
Photon on NormanMD · NormanMD case study

Words you use

“pharmacy choice”
“prescription infrastructure”
“one-tap rerouting”
“own their prescriptions”
“category educator”
“full-cycle role”
“deeply embedded incumbent”
“Pizza Rat”
“price transparency”
“first-class input”
“Deploy in Epic without workflow changes”
“ghost rates”

How the list learns your calls

In the first session you react to accounts like these: keep or cut, and why, the way you’d tell a cofounder. Each reason becomes a rule you can read, the pool re-scores, and ten more show whether it learned. Keep eight of ten and the hundred is built on your rules.

You cut one on the call, and say why
It becomes a rule
The pool re-scores
Ten more test it

Which questions can only you answer?

Your posts and case studies don’t say which telehealth companies you’d never spend a meeting on, or what a clinical leader has to see before they switch from DoseSpot. About 30 minutes of you reacting to real accounts answers these.

1
Is a digital health company that builds on its own clinical tool a better first call than one on an EHR?
Rows 1 and 3 build prescribing in their own stack; rows 18 and 20 sit on a vendor platform. Your answer reorders the list.
2
Does a company that sells GLP-1s mostly through compounded drugs count, or only one on branded drugs?
Rows 2, 8 and 16 sit on different sides of that line.
3
When the buyer is an employer-channel company, is the decision at the platform or at the employer?
Rows 10, 11 and 14 sell to employers; row 25 sells to health plans.
4
Is a behavioral health provider ever a fit, or is prescribing too small a share of its work?
Rows 21 and 23 test this.

What does your Enterprise Account Executive, Digital Health’s first morning look like?

Without

The CRM you have now. The early weeks go to learning which accounts you’d call, and why.

With · Enterprise Account Executive, Digital Health, first morning

RRoDraft written
LLifeMDDraft written
HHHims & HersDraft written
MHMidi HealthDraft written
MCMaven ClinicDraft written

A hundred accounts you approved, the rules behind them and drafts to the first five, so their time goes to buyers.

From week two, your mornings too: one brief, drafts to approve, every message sent by you.

How the 10 days run

What happens in the ten working days?

November 16, 2026 to December 1, 2026. About a day of your time in total.

Before by November 16
You send the customers you’d clone and three deals that went wrong, plus 10 to 20 emails or posts you wrote. “How you sell” is drafted from your talks and posts.
You: 20 minutes
Day 1 November 16
The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.
You: 2 hours
Day 2 November 17
Your first rules are written; a few hundred companies are scored against them.
You: none
Day 3 November 18
You review the first 25 (talking it through is fine).
You: 30 minutes
Day 4 November 19
Your reasons become rules; you see the re-score and judge 10 more. First touches are written in your voice to the accounts you kept, and you read ten. Touches start logging to the CRM.
You: 30 minutes
Day 5 November 20
The hundred is built. The research tool is set up; you test it on three accounts you know.
You: 15 minutes
Day 6 November 23
The morning run is set up; your first morning, with us.
You: 30 minutes
Day 7 November 24
You review all hundred, and any cut is replaced. Team training, session one.
You: 1 hour 20 minutes
Day 8 November 25
Your first morning on your own. Training session two, hands-on for each person.
You: 1 hour plus your morning
Day 9 November 30
Your second morning on your own. Each person on your team runs the morning alone.
You: your morning
Day 10 December 1
Your third morning on your own. A week of touches is in the CRM. Handover sign-off.
You: 30 minutes plus your morning

Who builds it?

The person in the video does the work with you, from the first session to the handover.

$100M+in deals sold in a single year

$0 to $10MARR in 12 months, for a company I built

“Kash and I built ERT Credit together in 2021. He took my MVP and turned it into a SaaS that hit $10M ARR in twelve months.”

Jordan Anderson, CEO, PayStreetgobridgehead.ai/about
“Analytical in approach, technologically-knowledgeable, and earnest in conviction, Kash was able to drive pipeline in a notoriously challenging tech region.”

JBJason Brandt, Managing Director, Sales, ePlus inc.LinkedIn recommendation, April 2020

Where does this go from here?

Three options. Each one is fine.

Not a fit

Say so in a line, and that’s the end of it.

Not now

Keep the 25 and the read on how you sell, and share them. When the role fills, the offer stands.

Talk with Kash

Ask Kash to call you, or email him. He calls to set up a 30-minute strategy session. Bring your cofounder or your sales leader.

Your new AE’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 accounts you approve, each with the reason
Drafts to the first five, in your voice
Your team runs it without us
Any account you cut, we replace

Photon Health sales playbook, in brief

Photon sells a prescription marketplace and prescribing infrastructure to scaled digital health companies and health systems. A patient gets a text with real pharmacy options before the prescription is routed.photonhealth.com, photonhealth.com/tech-enabled-care

Its customers describe the problem as time lost on a separate e-prescribe tool: Measured says “DoseSpot was time-consuming for our providers,” and Found’s support team made up to 5 pharmacy calls per patient.Measured case study, Found case study

The Enterprise Account Executive for Digital Health is a full-cycle role with no SDR support, selling to clinical leadership, clinical operations, product and technical leaders over 3 to 6 month cycles.Enterprise Account Executive, Digital Health posting

The first 25 accounts for that hire are scaled telehealth and virtual care companies, each scored on six rules and backed by a dated, sourced signal such as a raise, a launch or an acquisition: fifteen strong fits, six in the middle and four edge cases that test the rules.

Prepared by Kash Badami at Bridgehead · November 9, 2026 · Every source

Questions founders ask

Can’t my AE build this when they start?

They can. But wouldn’t you rather they were selling? Reps spend 28% of their time selling, and the average new AE takes 6.2 months to ramp. This replaces the weeks they would spend building the list and learning what you already know.

28%: Salesforce, State of Sales (7,700+ sellers, 2022) · 6.2 months: Bridge Group, 2026 AE report (158 companies)

How much sooner does my new AE get to work?

From day one, because the accounts you approved and the first drafts are waiting. The average new AE takes 6.2 months to ramp, and at a $200K median OTE that is about $103K paid before they are fully productive. Only 48% of AEs hit quota.

6.2 months: Bridge Group, 2026 AE report (158 companies) · $103K: arithmetic ($200K median OTE × 6.2 months ÷ 12); Bridge Group, 2026 AE report (158 companies) · 48%: Bridge Group, 2026 AE report (158 companies)

We tried an outreach tool and it sounded like a robot. How is this different?

Nothing goes out on its own. Every account on the list is one you approved, every draft is written to one person, and you send each message yourself. It learns your voice from what you’ve written and from every edit you make.

How much of my time does it take?

About a day, spread across the ten working days: the 2-hour session on how you sell, short list reviews you can talk through, two training sessions and your first mornings. The hours your AE gets back go to selling, where reps spend just 28% of their time today.

28%: Salesforce, State of Sales (7,700+ sellers, 2022)

What happens after you leave?

It keeps learning. Each week it proposes rule changes from what your cuts, replies and silences showed, and you approve or reject each in a line.

Where does my data live?

In your own accounts: your Claude, your CRM, your files. Nothing runs on anyone else’s side, and any rule can be changed in plain English.

How is it priced?

The first engagement is one fixed price for the ten days. It depends on how many people we train and which systems we connect, so Kash quotes it on a short call. After handover, you can keep us on a retainer to keep supporting your sales process and refining it, if you choose that route.

The research behind this page 15 sources · 4 postings · 7 customers · 60 stores looked at

Your talks and posts

photonhealth.com
Your Epic API post on LinkedIn, October 15, 2026
Your post on AI and clinical liability, October 7, 2026
Photon and Cost Plus team up (your announcement), April 9, 2024
Amazon Pharmacy and Photon collaborate, January 16, 2025
Photon joins athenahealth’s Marketplace program, February 17, 2025
Found case study, November 25, 2024
Measured case study, March 18, 2025
NormanMD case study, April 8, 2025
Blueberry Pediatrics case study, July 18, 2024
photonhealth.com/tech-enabled-care
photonhealth.com/health-systems
Photon blog: patients pay too much for prescriptions, October 14, 2026
photonhealth.com/pricing
Photon company page on LinkedIn

Your open roles

Enterprise Account Executive, Digital Health, first posted April 29, 2026
Enterprise Account Executive, Health Systems, first posted April 29, 2026
Enterprise Account Executive, Pharma/Life Sciences, first posted August 10, 2026
Enterprise Account Executive, Pharmacy, first posted August 10, 2026

Your customers

Found · Measured · NormanMD (Austin Regional Clinic) · Blueberry Pediatrics · Amazon Pharmacy · Cost Plus Drugs · athenahealth Marketplace (santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

60 stores found and scored on 6 rules; the 25 chosen to teach: 15 strong, 6 middle, 4 at the edges. Logos are from each store’s own site.

Sources: company press releases and news pages for each account, each opened and saved on November 9, 2026. Photon’s own site, case studies, blog and Enterprise AE posting were read in full.
Customer check: none of the 25 appears in Photon’s case studies. The logos on photonhealth.com (WeightWatchers, Superpower, Nourish, Doximity, Counsel, Berry Street, MoPed, Ultralight) were left off the list for that reason.
Founder words come from LinkedIn posts, the Cost Plus announcement and customer case studies. No podcast or interview transcript was found, so the page rests on posts and case studies.
Rows 7 and 6 carry signals older than nine months or at the edge of it (September and December 2025); R4 scores them lower.
Where a source gives no scale or location, the row says so. Row 8 is a CEO interview, not a business event.