Brian Shivler comes to his new role as Vice President of Sales for Agilum from a perspective of helping others overcome adversity — be it in healthcare, consumer goods or faith-based charity work.
In 2007, he stepped away from the successful and growing orthopedic consulting firm HMI, which he founded and had previously sold to a larger organization, to form a nonprofit focused on helping children who were victims of human trafficking. Shivler said he was drawn to the issue by a friend, who had told him about the widespread nature of the problem and invited him to meet some people she knew.
“I flew down to Atlanta and I met with a couple of state senators, the head of the FBI task force there, and detectives who were working on the anti-trafficking initiative,” he said. “Learning the magnitude of the crime and that human trafficking is taking place in nearly every metro geographic area in our country changed my life. I recognized that something had to be done to educate people about it.”
Shivler joined the staff at his church as the Director of Ministries and launched the national Resolution Hope Project, which merged with two other organizations in 2013 to become part of Hope for Justice.
Today, Shivler lives in Pittsburgh with his wife of 28 years and enjoys golf and auto racing on a local track in his free time. He joined Agilum in May.
You come from a leadership role at a company selling electronic health record software to hospitals. You’ve also worked in consumer goods. What do you see as the main challenges of selling to hospitals in general right now, and what do you think the challenges will be specifically with selling to pharmacy units?
It’s a great question. Large hospital systems are struggling with a diametric challenge: As health care volumes increase in the United States, hospitals are struggling with how to improve patient care while reducing their costs. These are dedicated individuals who are trying desperately to provide outstanding clinical outcomes with limited resources and very tight budgets. It’s a huge burden to bear.
With pharmacy departments in particular, hospital-based directors are often responsible for managing large departments comprised of numerous inpatient and outpatient settings. Limited resources, supply chain pressures, increased regulation and the growing cost of managing complex medication regimens are all contributing factors to the challenges they face.
When I started working in healthcare consulting in 1993, I realized very quickly that there are limited forums to share national clinical & financial best practice standards. That is still true today.
However, with the application of artificial intelligence and predictive analytics, we have new vehicles to share real-time data across subspecialty care verticals. National comparative data platforms can enable clinical and healthcare leaders to quickly identify key opportunities to improve care and financial performance. That’s what Agilum is bringing to the table, the new CRCA (Comparative Rapid Cycle Analytics) platform is a first-to-market, very unique comparative analytics tool that is truly profound.
Before I joined the Agilum team, I remember reading an interview that (Agilum CEO) Travis Leonardi did and I was inspired by his contention that medication management is one of the cornerstones of achieving outstanding patient outcomes.
So, you had heard about Agilum before you started talking with them about joining the team.
Yes, I did. I was doing my homework for a project I was working on and found Agilum. My passion has always been centered around the integrity of care and that’s what Agilum solutions were created to provide.
In today’s volatile healthcare environment, hospital leaders and clinicians must have accurate, real-time, actionable information. As the payers move more fully toward reimbursement based on outcomes, understanding what drives the most efficient, outstanding patient outcomes is crucial.
We’re presenting the CRCA platform to some of the most sophisticated health systems in the country who are just out-of-their-minds excited about the prospect of having this level of analysis, depth and integrity available to them. Having access to a dashboard that gives them instant visibility into their pharmacy data, while learning where the national best practice standards are performing, shows them immediately where to look to close any clinical or financial gaps. They have never had this level of visibility, and it’s something they are really excited about. I haven’t seen a tool like this that has the capacity to truly give the leaders complete confidence in their decisions.
Can you describe your role as vice president of sales and what you’ll be doing at Agilum?
Ultimately, my main responsibility is to foster rapid, profitable growth. We are creating a world-class sales organization based on accountability, an advocacy-based sense of urgency and the provision of undeniable value to our customers and our team. As we continue to bring new Agilum solutions to market, we are highly focused on the outcomes our solutions are helping our partners achieve.
Our value proposition is very important to us. Today, our CRCA solution is uniquely competitive in the pharmacy vertical. To maintain that competitive edge, we are constantly studying the market and creating interactive forums for our pharmacy leaders, clinicians and analysts so that we can continuously gain insights that will guide future investments in our solutions.
Finally, our service performance with our customers is a pillar of our team’s core values. We are committed to creating “raving fan” partners of every customer by exceeding their expectations with software performance, achievement of their anticipated ROI as well as our support, values and sales advocacy.
Ultimately, the sales organization has a profound responsibility to the rest of the organization. As the tip of the spear, we must drive a predictable revenue stream that can be used to fuel the investments we’re making in the enhancement of our solutions as well as our activation and support teams. So, we take what we do very seriously, which means what we are creating needs to be a scalable system that is designed with integrity and predictability. That’s my responsibility.