LastVet Provider ICP Pitch — Speaker Notes¶
Slide 01¶
Open with the punch line. 'You treat veterans. But you're seeing a fraction of who's actually in front of you — because their VA health and service record has always been locked away from community providers. That just changed. This is last.vet.' Keep it short; the next slides earn the right to talk about the product.
Slide 02¶
Establish that THEIR patient is a veteran with a hidden record. Name the disciplines explicitly so they self-identify ('that's me'). The point: you're already the veteran's provider — you're just doing it half-blind.
Slide 03¶
Sit in the discomfort. Every intake with a veteran starts from near-zero. You're reconstructing their history by interview, trusting recall for meds, allergies, prior procedures, and service-connected conditions. That's the daily reality you're solving.
Slide 04¶
Quantify the pain in their terms: minutes per intake, the records you request and never receive, the prescribing/treatment risk, and the documentation exposure. This is the 'why it matters' slide — make them feel the weekly cost before you show the fix.
Slide 05¶
The turn. Veteran-controlled health records changed the rules: the veteran is the one who can authorize access to their own VA data. You don't integrate with the VA — the veteran simply shares. Keep this slide airy and confident; it's the hinge of the deck.
Slide 06¶
One breath. Say the name and the one-liner: 'The veteran shares, you finally see.' Resist the urge to explain the whole ecosystem here — this is brand + promise only.
Slide 07¶
Show the payoff. This is the same record the veteran sees — conditions, meds, allergies, procedures, immunizations, labs, plus verified service history and disability rating. Emphasize 'only what they choose to share' so it never feels like surveillance.
Slide 08¶
Kill the adoption objection. There is no integration, no new system, no install. The veteran drives consent; you log into a browser. Stress step 3: you can write back, so your care compounds into the veteran's longitudinal record.
Slide 09¶
De-risk the yes. Data is VA-sourced (not patient-typed guesses), HIPAA-aligned with 42 CFR Part 2 controls for sensitive categories, fully veteran-controlled and revocable, and every view is audit-logged — which protects YOU as much as the veteran.
Slide 10¶
Expand the value beyond viewing. You can write back, you get discovered by veterans in the directory, and referrals become closed-loop. Frame these as growth for their practice, not just features.
Slide 11¶
Make saying yes feel obvious and low-risk. The pain is current, the ask to the veteran is free, there's no procurement gauntlet, and they're exactly the trusted front line we're building around. This is where you ask for the commitment.
Slide 12¶
Answer 'who are you to do this.' We're integrated with VA Lighthouse, registered with the CARIN Alliance, built on our published SHIELD standard, and part of the Last 1 ecosystem (nonprofit + VSO coalition). This is trust scaffolding for a small practice.
Slide 13¶
Anchor on value: providers pay for tools that help them serve veterans — and it's free to the veteran, always. Most community/private-practice providers land on Pro ($99/mo) for write access, documents, analytics, and calendar. Practice ($499) suits multi-provider clinics; Network ($2,499) and Enterprise (custom) are for groups, multi-state, and white-label. Lead with Free to remove risk, then point to Pro as the natural home.
Slide 14¶
Close by repeating the opening line — it lands harder now that they've felt the problem and seen the fix. Give one clear next step: email support@last.vet to join the provider network. Ask for the meeting / signup before you leave the room.