How to Sell SaaS in a Slow-Moving, Regulated Industry | Allen Cooper | 369

Episode notes

In this episode of SaaS Fuel, host Jeff Mains sits down with Allen Cooper, co-founder and CEO of Ready List, to unpack what it really takes to build and scale SaaS companies in healthcare—one of the slowest, most regulated industries on the planet. The conversation dives deep into navigating 12-18 month enterprise sales cycles, recovering from product failures, hiring salespeople with domain credibility, and building remote culture that sticks. Allen candidly discusses which products flopped (and why early validation matters), how piloting with hospitals builds irreplaceable trust, and where healthcare technology is headed as AI and automation remove low-value tasks from clinicians. If you're building SaaS in a complex, regulated space—or considering it—this episode offers grounded, real-world insights on winning where speed isn't optional, but patience is mandatory. Key Takeaways [5:45] - From Investor to Operator : Allen explains how he transitioned from working capital partner to healthcare entrepreneur, finding the intersection between business interest and solving real transparency problems in healthcare quality metrics.