MedallionAI Wiki

Raintree

· 1 Gong source · 1 SF source

Raintree

Snapshot

EHR + RCM platform (raintreeinc.com) for multi-disciplinary therapy — PT, OT, and behavioral health. Early-stage partnership discovery, not a signed customer. Medallion ran a follow-up to an earlier HIMSS conversation on 2026-03-20; Raintree is exploring whether to re-sell Medallion credentialing/enrollment to their clinic customer base, using Experity as the template model.

Commercial

  • Prospect · Tier 3 · ARR $0 · New business — Discovery — per SF diff, 2026-04-19.
  • Pipeline: Raintree Systems - New Business — Discovery $500,000 — closes 2026-12-07 (006PO00000VjUmTYAV)

Profile

  • Segments: multi-disciplinary therapy (PT, OT, behavioral health); therapy product broader than any single specialty.
  • Products: EHR platform + RCM services (eligibility, prior auth, billing, follow-up).
  • Existing cred product: ~1–2 years in market; patchy customer reception.
  • Platforms org: Indhu runs “Gateway” (Raintree’s platform integration layer); likely the API surface Medallion would plug into.
  • Partnership model precedent: Experity cited throughout as the reference shape (Gong 2026-03-20).
  • Referral agreement paused pending Raintree’s GC transition (Gong 2026-03-20).
  • Annual user conference: Austin, TX — 2026-08-19 to 2026-08-21.
  • Annual revenue: $50M; employees: 270; industry: Telecommunications (per SF 2026-04-19).

Key Contacts

Raintree — Kathryn Cheng, Head of Partnerships (kathryn.cheng@raintreeinc.com) — driving commercial side; planning referral agreement once GC transition completes; Bernie Lu, RCM Product lead (bernie.lu@raintreeinc.com) — deciding internally whether to expand services into cred/enrollment; Julia Liebhardt, RCM Product (julia.liebhardt@raintreeinc.com); Indhu Lakshman, Sr. Director Product Management (indhu.lakshman@raintreeinc.com) — runs Gateway / platforms; Katie “Kitty” Lennon, Partnerships (katie.lennon@raintreeinc.com) — reports to Kathryn; Carrie, VP Solutions Engineering — product-demo SE lead (not on 3/20 call).

Medallion — Bijon Brydson, Enterprise AE (bijon@medallion.co) — primary AE; reports to Dave Wallach; Mallory Smith, Solutions Consultant (mallory@medallion.co) — led HIMSS conversation; Dave Wallach, Head of Enterprise Sales East (dave.wallach@medallion.co).

Active Work

  • Partnership discovery — Two angles: (1) RCM resale model — same shape as Experity: Raintree sits at enterprise level, Medallion provides bucket of enrollment applications, Raintree resells with upcharge on consumption, API connects systems. Medallion is offering economies of scale — small Raintree customers (<20 providers) who wouldn’t qualify for Medallion standalone could access through Raintree’s umbrella contract. (2) EHR data-overlap analysis — if double data-entry between Raintree’s EHR and Medallion’s cred data capture, Medallion could auto-verify (NPI registry, licensing primary sources) and push back into Raintree via their bi-directional API. Data points to be shared by Mallory. Source: Medallion <> Raintree Reconnect.
  • Customer-demand validation survey — Mallory offered a white-labelable survey template Raintree can send to its customer base to gauge (a) how many claim denials are cred-driven and (b) appetite for a Raintree-branded cred/enrollment add-on. Raintree to decide whether/when to send.
  • User conference — potential Medallion presence — Raintree’s annual user conference 2026-08-19 to 2026-08-21 in Austin, TX. Kathryn offered Medallion a slot in front of Raintree’s customers and prospects. Mallory to check with marketing.

Open Issues & Requests

Operational pain

  • No clear customer-demand signal yet — Bernie flagged that Raintree has had its own credentialing product out for ~1–2 years; customer feedback mixed — especially for small (~20-provider) customers where cost doesn’t obviously outweigh current denial/rework pain. Raintree hasn’t done rigorous white-space analysis. Bernie will take template back to services team for input.
  • Therapy segment is a new vertical for Medallion references — Bernie asked Mallory for data on how many existing Medallion customers are in occupational/physical therapy and behavioral health — Raintree wants to know they’re not a complete outlier before investing. Mallory to pull from Sigma.
  • GC transition delays the referral agreement — Kathryn is in the middle of switching Raintree’s GC; referral agreement paperwork paused until that lands. Loose timing on her side.

Decisions & Commitments

  • 2026-03-20 — Bernie: expansion of Raintree’s RCM services into cred/enrollment unlikely in 2026; internal decision not yet made. Source: Medallion <> Raintree Reconnect.
  • 2026-03-20 — Kathryn to send referral agreement to Bijon + Mallory once Raintree’s new GC is in place; live walkthrough optional. Source: (Gong 2026-03-20).
  • 2026-03-20 — Mallory to send (a) standard credentialing data points Medallion collects so Bernie/Julia can reverse-check Raintree’s EHR schema and (b) customer-demand survey template. Source: same.
  • 2026-03-20 — Follow-up cadence: monthly-ish check-ins; no commitment on timing. Source: same.
  • 2026-03-20 — Mallory to run Austin conference attendance by Medallion marketing. Source: same.

Source History

  • 2026-03-20 — Medallion <> Raintree Reconnect (tentative) — Dave Wallach intro, Experity-model walkthrough, EHR-overlap angle, survey-template offer, referral-agreement pending GC transition, user-conference invite for August.
  • 2026-04-19 — SF bootstrap — initial Salesforce state: Prospect / Tier 3 / $0 ARR; open $500K opportunity (Stage 2 - Discovery, closes 2026-12-07); annual revenue $50M, 270 employees.

Backlinks