Building the Healthcare Brain The four steps
Lines of business (Commercial, MA, Medicaid, MMP, ASO/ERISA). How premiums, claims, and risk flow. AHIP certification. Reading EOBs, 835s, and 837s at recognition level. Industry vocabulary drill.
Split based on your accounts. PAHM 3-exam path for payer-side teams. CRCR for provider-side teams. Workflow shadowing protocol with UM nurses, coders, appeals analysts, and denial specialists.
Discovery, demo, and competitive positioning per use case: Prior Auth, Payment Integrity, Appeals, Provider Denial Prevention. 15-question discovery bank per use case, talking points, common objections.
Quarterly executive briefings. Named-relationship strategy for top accounts (CMO, VP UM, VP RCM). Competitive teardowns per use case. Conferences and visible presence.
Who should take this track
This track is for people whose job is to engage buyers and close deals:
- Account Executives running discovery, demos, and negotiations with payer or provider buyers.
- Sales Engineers / Solution Consultants who own technical credibility in the room.
- Sales leaders and revenue ops who set strategy, comp, and account plans.
- Revenue marketers and BDRs who source pipeline — knowing the buyer's vocabulary makes every outbound message land harder.
- Customer Success people who renew and expand the same accounts.
Engineers, PMs, and ML practitioners should take the Builders track instead. SEs at the more technical end may benefit from both — start here, then read Builders Steps 1 and 4.
Prerequisites
None. We assume you can read a contract and have sold software before. No healthcare background needed — we start from the structure of US health insurance.
How to use this material
Each step page is a self-contained module. Read through, work the self-check questions (don't open the answer toggles until you've tried), and put the discovery banks and objection playbooks into your team's enablement repository. Module quizzes with scoring are on the roadmap; for now the self-checks let you spot-test fluency.
At Genzeon Platforms, every client-facing team member completes AHIP certification before they run a discovery call with a payer. We treat it as a hard prerequisite, not a nice-to-have — it's the credential payer clinical buyers expect to see. Step 1 covers the path. Beyond AHIP, every account team member completes workflow shadowing — one day each with a UM nurse, a coder, and a denials specialist — because credentials teach the framework, and shadowing teaches the reality. When our team walks into your operation, they're already fluent in your daily work. That's the standard we hold ourselves to before earning the right to sell you HIP One, PES One, CPS One, or the Healthcare Brain.