The sales thesis for the healthcare business: walk into a Medicare home-health agency, undercut their current EMR bill by 30% and waive the setup fee entirely — and still run roughly 78% gross margin, because AI-assisted visit documentation costs cents where incumbents charge dollars.
The field finding that anchors the whole strategy: home-health agencies aren't loyal to their EMRs. Nearly all of them want to switch. What stops them isn't reluctance — it's data continuity and the punitive economics of moving: incumbents gate exits behind setup fees that run from twenty thousand to hundreds of thousands of dollars, then price per clinician in a business where head-count is the whole operating model.
So the wedge attacks the wall, not the preference. "Minus 30% on your software bill, and we waive the setup fee" — which compounds to roughly 69% first-year savings once the avoided setup fee is counted. The offer removes the only two reasons an agency stays.
Data continuity gets the same treatment: the first migration tool targets Axxess, reading an agency's own data export and mapping it cleanly into the new system. OASIS (Medicare's required patient assessment) and EVV (electronic proof the visit happened) follow formats CMS standardized — precisely the data an incumbent can't lock in — and a read-only archive of the old records means nothing is ever lost in the move.
The numbers underneath the discount are measured from real daily use of the live EMR — actual AI spend across tens of thousands of patient encounters — not a spreadsheet assumption.
The measured AI cost to fully document a home-health visit. That's the entire added cost of the intelligence layer incumbents don't have.
AI cost stays around six percent of revenue at every pricing tier — which leaves roughly 78% gross margin even after giving away 30%.
AI cost grows with visits; revenue grows with clinicians. Bigger agencies mean wider margins — so the plan targets small agencies for volume and references, larger ones for margin.
The market: roughly 11,900 Medicare home-health agencies, a software market on the order of $285M a year, and no modern AI-native entrant fighting for it. A thousand agencies is roughly $16.8M a year in recurring revenue — before the add-on services (referral capture, OASIS accuracy improvement) that ride on AI capacity the platform already pays for.
The incumbent field is concentrated and complacent: two large players hold nearly half the market with long-locked enterprise contracts — those are deliberately skipped first. The near-term push aims at the price-sensitive small-agency segment, where the −30% offer bites hardest and the incumbent (Axxess, hence the first migration tool) is easiest to move away from.
The wedge isn't a slogan; it's the offer carried by an end-to-end sales machine already running on the platform's own tools: SynergyRoutes plans the agency territory and the door-to-door day, the demo happens on SynergyMeet, the meeting transcript prices the deal against the −30% rule, and the contract goes out through SynergySign — with a firm rule that a human confirms any number the AI merely heard on a call rather than verified.