The operator playbook
The same play, three times
Twenty years, three companies, one pattern. Find the friction. Structure the data. Build the system that can carry the volume.
The same operating pattern across healthcare and B2B payments: find the friction, structure the data, and build the system that can carry the volume.
What the play produced
$150M+
Overhead stripped
AIM, via automation
$8B
Virtual card operation
Change Healthcare, from print and mail
$12B+
Annual volume
Finexio, from pre-revenue
- 01
American Imaging Management
2005 to 2012- The friction
- Pre-authorization intake ran on fax and phone. A national patient safety problem hid inside the paperwork: unnecessary diagnostic imaging exposing patients to ionizing radiation.
- The data
- Took pre-authorization intake from fax and phone to fully digital. Built the business intelligence team embedded in the sales organization and the data infrastructure underneath the clinical decisions.
- The volume
- Stripped $150M+ in administrative overhead through automation and structured data models. The national patient safety initiative measurably lowered population exposure to ionizing radiation.
- The outcome
- WellPoint acquired AIM for $300M in 2007. The data infrastructure and operating model were the acquisition thesis. The full record →
- 02
Change Healthcare
2014 to 2017- The friction
- The largest US healthcare clearinghouse was settling B2B payments by print and mail. Remittance was paper. Claims data arrived in incompatible formats at national scale.
- The data
- Normalized highly variable claims data into deterministic schemas to drive automated adjudication under HIPAA. The schema came first. The automation followed.
- The volume
- Turned the print-and-mail remittance business into an $8B virtual card operation on $160B in annual payment volume, $80M of net-new revenue in 18 months, as General Manager of a 350-person organization and a $400M P&L.
- The outcome
- The proof that the pattern holds at institutional scale: structure the data and the payment operation carries volume a paper process never could. The full record →
- 03
Finexio
2018 to present- The friction
- B2B payments fail at the data layer, not the money-movement layer. Supplier data arrives unstructured, and the cost of resolving it scales linearly with humans.
- The data
- Built the network on a structured data schema that enforces B2B payment logic across regulated environments, with multi-bank orchestration instead of a single rail.
- The volume
- Scaled from pre-revenue to $20M ARR and $12B+ in annual payment volume, backed by $75M raised from JPMorgan and other institutional investors. Leads the company day to day as Co-Founder, Interim CEO, and Board Member.
- The outcome
- The third run of the play is still live. Its ending is already on the public scoreboard, with a date and a resolution standard attached. The call that ends act three →
The fourth act is a prediction
The play has always ended the same way: the structured data layer makes the manual layer unnecessary. Run it one more time and the B2B AP function becomes one human and one agent. That claim sits on the scoreboard with a date on it, waiting to be graded.