How Oro Health CEO Emilie Bourgeault grew to $283.9K revenue and 1 customers in 2024.

hey folks my guest today is dr borjo she obtained her bachelor of science degree from mcgill university before returning to ontario to study at the northern united ontario school of medicine in 2011 she received her doctorate medicine and then completed a five-year specialization in dermatology at laval university she co-founded oral health in 2020 to help with asynchronous telemedicine specializing in dermatology dr borjeau are you ready to take us to the top yes definitely thanks for the invitation you bet okay so how does a doctor learn to code to build a sas tool yeah so the doctor doesn't learn to code the doctor has an idea and then hires coders to to build the sas tool basically makes a lot of sense now there's a lot of doctors that have these great ideas and they never know how to motivate lead or find someone to actually write the code tell me about how you got your mvp built yeah so so what happened was that in 2017 uh one of my co-founders uh dr dolce who's another dermatologist him and his brother were having these discussions about how to increase access for patients for dermatology um so you know we they had this idea we decided to bring it to the forefront and use technology to increase access for patients so we hired a small firm of developers in quebec city and we presented them with our idea and we worked you know for a few months to develop the our mvp which is is called derma go dot ca interesting okay can i ask you how much you paid the the dev shop to get the mep off the ground uh how much did we pay we probably paid about uh 20 000 to 30 000 uh out of pocket just to get this mvp yeah and what year was that 2017. 2017. okay very cool and then talk to me about today who who's buying this technology and about how much are they paying per month to use it yeah so so basically what what happened is that throughout you know once we released derma go in 2018 we started doing consultations and that's pretty much how we paid for our tech is uh by by seeing patients um and we slowly but surely increase the the amount of volume of patients on our on our on our site um and at the same time we had other people other physicians uh other clinics saying hey we'd like to have a a tool a similar uh white label tool for our clinics for our specialties uh and when we created this this mvp there was no you know plug and play sort of like the shopify of of medicine that you could just you know have a clinic online within a few days based on your image based on your colors um based on your specialty so we decided to to create oral health uh because of the success of derma go to uh provide this possibility for uh other physicians and other healthcare professionals that's who you're selling to yeah so so so what we did is we took all the rip from from dermago uh and decided to to create uh the best dermatology platform uh to be able to offer it in different you know jurisdictions different countries for dermatology but at the same time concentrate on building a scalable platform that is white label and can be used by any other uh specialty um if they want to create their own online clinic and what do what do these online clinics pay to use the technology per month on average so we were modelizing it actually uh so we're still in the you know we just raised a seed round uh to to make this uh to make this tech so we you know we rebuilt the whole tech uh and uh were were we just uh released our new platform in at the end of november uh so we've migrated our old derma go on to this new platform and now we're starting our commercialization plan to go and have new derma goes across the the world basically we do have a few announcements to make in the new year uh and also to a starter more or white label uh and so doctor what was the size of the seed round at three million three million okay wonderful and um is it fair to say that you guys are pre-revenue in terms of the sas model oral health okay i would say our major client right now is dermaco um and we also launched another uh clinic which called ton test poinsettia which is a virtual sti clinic okay so the derma the dermago product which really is seeing patients making money off seeing patients how much revenue that that do last year to help support the new software we make about um a hundred and fifty thousand dollars per month okay got it so that i mean that's nice scale where you know now do the investors respect that when you went out for the seed round did they give you credit for selling that much even though it wasn't sas so so what happened is that you know because dermago is a medical clinic so dermago is a medical clinic that uses the technology of oro so we do have an msla a master license service agreement between our mvp and our new tech company separate companies though separate companies and uh so derma go is definitely the biggest client of oral health uh as of now how much does derma go pay oral health 50 of its revenue oh wow so 70 grand a month 75 000 bucks a month already on aura health yeah so what we are our modelization for you know dermatology and specialty clinics is that um you know i mean physicians are busy they're busy seeing patients and they need to see patients that's you know that's what they do right they don't do coding like you said and they don't also do um google adwords or online marketing and so what we offer is is a it's more of a pass but a business turnkey pass uh so you want to start a dermatol dermatology clinic in texas while you come see me and we can plug and play we have no doctor that makes complete sense and it's your operating system for anyone that wants to launch it it's fantastic but just to be clear your model is not going to be to take 50 of everyone's revenue signs up for you you just do that with dermago because you own that business and you want to give a sweetheart deal back to oral health is that right we do it with dermacol because oral health also takes care of all the user acquisition so we're going to charge 50 on going to new customers that are not you so it depends if they want us to do the user acquisition and the ad buying so that includes the outlying the tech if they want to do a white label you know they're they're in you know their family medicine clinic and they want to also have an online presence which we see that there's an increase in in these types of physicians with pandemic and our bed is that everyone's going to be online within the next few years uh then they can be you know it can be a monthly uh but one customer one customer today dermogo yep amazing okay i love this story and then there's uh your test.ca which is an std clinic that we just launched a few months ago also but but the way to think about oral health revenue today is 50 of derma goes which is about 75 000 a month in revenue exactly amazing okay so you raise a three million dollar seed round most people are selling 10 to 20 of the business in those rounds did you do the same it was around there around there yes okay so call like 20 to 30 million post money evaluation something like that we have a uh so evaluation is at 10 million at pre money 10 million okay so 13 million posts that's not that's not horrible we're going to use the money so for the tech so the acceleration of the tech uh and it's a hard time to hire people in text with anyone needs a job we're hiring there's the promoter the doctor turns the marketer exactly um and we want to uh you know push a commercialization so we want to go into a series a uh rapidly to to just bring it to the next level in term of a commercialization team what's a team today how many people we're 17 now how many engineers eight and are you still using that same original agency you used to do the mvp no it's all in-house you okay why did you make that decision so we decided to to really keep the the tech in-house uh and you know create because we do have a good environment for tech in montreal um so we have a lot of good candidates and we wanted to really build something that was uh the highest security standards and and something that would be you know our own uh group um so we we hired our cto uh which he's been with us since last september and he slowly but surely built his tech team uh so that we have you know the best uh developers and mixed with uh some great data scientists so that we can uh work together as a team and doctor what's your go to market i imagine you're eating your own dog food so you can go speak at conferences for these people and say by the way i'm using my own software to build dermago which already does 175 grand a month in revenue you should copy me use my software is that sort of the go to market and not only my software but also my business intelligence that we've you know um created over the last two three years so with our user acquisition and with how to to basically organize their clinics so that they can make an extra uh amount of revenue per month i love this do you own 100 of the business before you raised are you the sole founder it were three oh three of you guys did you just split 33 each pretty much you didn't want to debate each other just said you know what we're all equal 33 each exactly all right fair enough uh now you guys each own approximately like 27 each and the investor owns call it 10 to 15 and you're thinking hard about what the series a could look like exactly very cool what what do you think you need to do to go out and raise a competitive series a uh i think we need to demonstrate that well we've already demonstrated that our mvp is successful so you know there's that there's a um there's a product and there's a demand uh now we need to to show how efficient our tech is um and we need to to show how um you know we we haven't done any really trade shows or anything so far uh so we've had a lot of people knocking on our door without like with basically trying to put the phone down so that we didn't have to answer because we didn't have a product so now we have our product uh and i think you know we do have a great plan for the next six months and if we just you know stick to our plan and we make things happen the way they're supposed to happen then uh we're going to go straight into a great series a i love this all right doctor let's wrap up with the famous five number one favorite book favorite book uh i don't remember it but it's i love reese witherspoon's book club so any book that she she she suggests i basically read one a week so i love that okay number two is there a ceo you're following are studying is there a ceo then i'm i know that um so one of our investors uh alex from mci and we we really respect him a lot so uh you know he he really wants to bring a specific tailored medicine to patients um so we really love what he's doing and we keep following him and doctor what's your favorite online tool for building oral health my favorite online tool i would say my team's favorite tool is slack which i'm you i'm learning uh but i'm definitely learning in this process it's not stuff that we learned in medical school in medical school or residency so i would say to keep in contact with all of my my team throughout the day uh would be slack very cool and number four how many hours i sleep to get every night i typically get at least seven that's great and situation married single kids i'm married with two kids oh wow busy and do you mind me asking how old you are i'm 36 36 last question take us home something you wish you knew when you were 20. um just keep going and great things are gonna happen you don't have it to have a specific plan you can change your mind uh you i started you know in in political science and school and i changed to science so you just keep going with the flow and keep working hard and things are just going to happen guys she hustled she got her doctorate she launched her own facility derma go back a clinic back in 2017 now does 150 000 a month in revenue and said you know what i need to build software so that anyone else can do what i just did she's now built that raised a 3 million seed run out of 13 million post money evaluation to scale that up 50 of the clinic's revenue goes to oral health the software company so the software company's already doing almost a million dollar run right now looking to scale out on additional people 17 people on the team eight full-time engineers in-house got the mvp built with an outsourced dev shop for 20 grand she's scrappy i love it doctor thanks for taking us to the top thank you very much have a good day one more thing before you go we have a brand new show every thursday at 1 pm central it's called shark tank for sas we call it deal or bust one founder comes on three hungry buyers they try and do a deal live and the founder shares end dashboards their expenses their revenue arpu cac ltv you name it they share it and the buyers try and make a deal live it is fun to watch every thursday 1pm 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