When your customers are large, complex organizations, key influencers act as gatekeepers between your MVP and your end users. How do you turn gatekeepers into advocates? Amanda Krantz, founder of DohJe, shows how her team navigated this maze to launch a software pilot program at UCSF, a large teaching hospital.

2. Gatekeeper

3. 4 Key Gatekeepers
• Hospital COO
• VP of HR
• Patient Care Manager
• Philanthropy Officer

5. save money or make
money for the
gatekeepers

6. Higher Patient
Satisfaction =
Scores
Higher
Reimbursement
Rates
Billions of dollars in incentives

9. Patients can say anything…
but
caregivers cannot

10. - General Responses -
Thanks so much for your note!
I’m just glad I could help.
Your kind words mean the world
to me. You are so welcome!

14. Replace paper card system for co-worker gratitude

15. DohJeNotes @ UCSF by Type of Sender
64%
31%
5%
Co-worker = 414
Patient = 200
Family of Patient = 31

16. Beware of the unexpected
gatekeeper

18. Turn your gatekeeper
into the hero

19. Successful entrepreneurs set the context
to make choosing easy

20. www.dohje.com
@amandakrantz Photo Credits:
Sylvar
Eric Raeber
Thomas Hawk
Kathryn Harper
Cristian Ştefănescu