# Marcus Delgado, Director of Business Development at Kareo-adjacent billing SaaS (~110 employees) — read of Healthcare Practice Ownership Change Enricher, June 13 2026

> "14 years selling software into medical practices. Currently managing a 6-rep outbound team that lives and dies by ZoomInfo and LinkedIn Sales Navigator. Coach my 9-year-old's AYSO team on Saturdays, which is why I'm reading this on a Friday afternoon instead of a normal person."

## How I got here

Someone in the RevOps Slack I'm in dropped a link with zero context. The message was "anyone tried this?" and got two replies, both of which said "looks interesting." That's a nothing endorsement but it was a slow afternoon. Googled the domain first to see if it was a scraper or something real. Landed on the homepage.

## What I clicked first

The subheadline: "Reach decision-makers before competitors do." That phrase does the work because it's the actual problem. Every rep on my team has lost a deal because we showed up three months after a practice got acquired and the new owner already had an EHR installed. So that sentence landed. The hero isn't trying to teach me what a problem is. It already assumes I have it.

## Where I paused

"Detects acquisitions, mergers, and new operator assignments within 24-48 hours."

I stopped there for a while. Not because I disbelieved it, but because 24-48 hours is a big claim and I wanted to see WHERE it came from. The page says it monitors "state business filings, healthcare licensing boards, and CMS data." That's actually a real answer. I've seen three competitors in this space refuse to name their sources. The fact that they listed specific data pipes made me read the rest instead of closing the tab.

## What I distrusted

The Adoptability score section is strange and I don't know who it's for. "67/100 Adoptability" and "$-19,000 Year-1 take-home (Fermi)" and "1 in 9 Meaningful-success odds." Those aren't metrics for a buyer. Those are metrics for someone deciding whether to BUILD this product. Which I guess is what this actually is: they're selling the idea as a kit to operators, not selling me a live product.

That's a fundamental confusion in the page's identity. By the time I hit "Honest disclosure: we don't have live customers on this idea yet" I felt bait-and-switched. The hero reads like a product pitch. The back half reads like a venture brief.

Also: "No spreadsheet guessing." Every B2B SaaS page written in the last four years says this. It's the 2020s version of "streamline your workflow."

## What would convince me

If this were a live product I was evaluating: one rep's actual Salesforce pull, showing the contact records that came in after a specific acquisition event, compared to when ZoomInfo surfaced the same contact. That's it. I don't need an ROI calculator. Show me the timestamp gap.

If I'm the operator they're pitching the $99 build kit to: I'd want to see one real week of output, even if it was manually assembled. What did the batch actually look like? 8 practices in my region? 40? Were the contacts accurate? That Fermi math is useless to me without a single real example.

## What I'd ask in an email reply

1. What's a realistic weekly volume for a vendor targeting primary care in the southeast US, and how are you defining "region" -- state level or something tighter?

2. The LinkedIn enrichment step: are you scraping LinkedIn directly or going through an official data partner? Because if it's scraping, my legal team is going to ask, and I'd rather know now.

3. Has anyone actually run the 30/60/90 launch plan from the $99 kit and gotten to a paying customer? Even one? I'm not asking for a case study, I'm asking if the instructions have been battle-tested by anyone other than the person who wrote them.

## Verdict: on-the-fence

The underlying signal this product is built around is real and I'd pay for it if it worked. But the page doesn't know if it's selling me a live SaaS product or an idea package to build myself, and that confusion made me trust it less than I did at the top of the page.

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*Memo by skeptic persona, generated 2026-06-13. Studio breaks own self-grading loop.*