CompoundLive: Reducing Time-to-Value
Solutions Engineer (75% time) • May 2023 - September 2024
The Insight: It Wasn't a Feature Problem, It Was an Anxiety Problem
Enterprise clients loved our demo. They nodded at the features. But they wouldn't sign. Why? Because they were terrified of the integration. They saw a 5-month bespoke engineering project and saw risk.
The Reframing
I realized we weren't selling software; we were selling *implementation*. If we could reduce the 'implementation anxiety,' the software would sell itself.
The Fix: Productizing the Onboarding
I stopped treating each client as a unique snowflake and started treating onboarding as a product. I built a 'Configuration Engine' that turned code changes into settings.
- <strong>Reusable Integration Frameworks:</strong> Pre-built connectors for common EMRs.
- <strong>Standardized Compliance Workflows:</strong> 'Check-the-box' legal approval steps.
- <strong>Self-Service Documentation:</strong> Empowering client IT teams to unblock themselves.
The Alchemy: Changing the Sales Conversation
I productized the onboarding process by creating reusable integration frameworks. Instead of writing custom code for every client, I defined a standard 'Integration Spec' and built a configuration engine. This turned a bespoke engineering project into a repeatable JSON configuration task.
Impact Metrics
- ⏱ ️ Time-to-Value: Reduced from 5 months to 5 weeks
- 📈 Sales Velocity: 25% increase in deal closure rate
- 🤝 Trust: 30% increase in client satisfaction scores
- 🔧 Efficiency: Reduced custom engineering work by 60%