A former Tank Commander in the United States Marine Corps, Scott Sullivan is a recognized sales leader in the top technologies of our times: IoT, cloud, security and big data analytics. He’s also GlobalMed’s new Chief Revenue Officer and Senior Vice President of Worldwide Sales – and the path that led him here has taken some interesting turns.
Originally from Boston, Sullivan’s odyssey has taken him to Germany, France, California, the Carolinas and Japan. He’s earned multiple degrees, guided seven acquisitions and run four companies. His expertise is just as diverse; after starting off as a software engineer in robotics systems, he moved to business development and then sales 25 years ago.
“I like the interaction with people better,” he says. “I kind of craved it. You don’t get that as much in engineering.”
Joining the GlobalMed Mission
Sullivan’s relationship with GlobalMed began twelve years ago when he met CEO Joel Barthelemy. At the time Sullivan was CEO for a company called VidSoft in Dresden, Germany. “The company offered desktop conferencing and collaboration and Joel was our biggest reseller for North America,” he recalls. “He sold our product as Easyshare, a video conferencing and collaboration solution for the healthcare market.”
Both former Marines, they became close friends. When Citrix bought VidSoft, Barthelemy introduced Sullivan to the people involved. But the relationship didn’t end there. “We stayed friends and I got to watch GlobalMed’s progression,” Sullivan says.
Sullivan was impressed by the company’s fast growth and success in opening healthcare doors for the underserved. While visiting Barthelemy in Scottsdale over the holidays last winter, the subject of GlobalMed’s meteoric growth came up. “We had dinner and he said, ‘I could really use your help.’”
At the time, Sullivan was living in Northern California. A move to Arizona and a new company wasn’t in his plans. “But I liked what was happening here,” he says. “The culture Joel has built is pretty incredible – these are dedicated people and that comes from the top. Joel really cares about his people and his customers, particularly those who are veterans, and that shows every single day. The Marine Corps has given us both that leadership focus.”
In February, Sullivan relocated to Arizona and joined the GlobalMed mission.
Supporting Veteran Care
Sullivan was especially compelled by the connections he saw between GlobalMed’s healthcare impact and Thomas Friedman’s international bestseller, The World Is Flat: A Brief History of the Twenty-first Century. The book analyzes how globalization has helped level the international playing field in business and education.
“The book explains that because of technology, kids in Zimbabwe can get the same information that Harvard students can. In the old days, we needed libraries within walking distance. Now they just need Internet access,” Sullivan says. “I think the same thing’s happening with healthcare. Because of telemedicine, a kid in Zimbabwe can see a specialist who’s 2000 miles away, diagnosing a problem before he gets crippled. That’s important to me.”
Beyond GlobalMed’s role in transforming global healthcare, Sullivan was attracted by the company’s dedication to veterans. More than 10 percent of GlobalMed employees are veterans, and the U.S. Department of Defense (DoD) has given GlobalMed authority to operate on DoD networks. That certification makes telemedicine more available to military bases, hospitals and clinics around the world.
“What Joel is doing for the vets amazes me. I feel they’re not taken care of, so I really like what we’re doing for the DOD and the VA,” Sullivan says.
A disabled veteran himself, Sullivan understands firsthand GlobalMed’s commitment to solving veterans’ healthcare challenges. Of the nearly 20 million veterans in the U.S., 5.1 million veterans live in rural America, making it tough to access medical expertise. Many suffer from conditions such as hearing loss, post-traumatic stress disorder (PTSD), hypertension, depression or diabetes; 31.6 percent have a disability.
Faced with long travel times and waitlists for services, many of the men and women who’ve served our country have lacked even basic healthcare. The U.S. Department of Veteran’s Affairs partners with GlobalMed to expand access to care for these veterans through telemedicine. “Veterans now have the capabilities to more easily set up appointments and access care,” Sullivan points out. “They don’t have to travel for days on end trying to find a doctor to see them.”
Igniting GlobalMed Growth
Today GlobalMed dominates the virtual healthcare industry with our diverse scope, serving the President on Air Force One, inmates in correctional health systems, Hurricane Maria survivors, villagers in rural Africa, Olympic athletes and small-town Americans. But Sullivan believes the company is on the road to even more explosive growth.
“I want to quadruple sales and become a half-billion-dollar company,” Sullivan says. “I want GlobalMed to be the gorilla in the marketplace. We are now, actually, but the marketplace is still maturing.”
Sullivan sees this as attainable in part because of GlobalMed’s expert telemedicine sales team: “The best salespeople in the telemedicine industry are in this company – and we’re adding more.” However, he also has plans to implement new structures and strategies to expand into foreign markets and drive revenue.
“I perceive business as a chess game,” he says. “I’m moving pieces around the board, like our strategy going into certain market segments. Having an engineering degree and a sales focus means I can spot the problem and solve it quickly.”
Cultivating a Culture of Transformation
During his four months at the company, Sullivan has been impressed with the fast-growing GlobalMed team’s commitment and accountability. “You’re the president of what you do” is his advice to employees. “Own it, be proud of it and don’t be afraid to raise your hand if there’s a challenge - because we will help.”
Sullivan also wants new team members to keep the GlobalMed vision in mind. “Connect to the big picture,” he advises. “We’re saving lives and solving problems, not just building a cart.”
“Our culture is different from most tech companies who are all about the bottom line,” he says. “Joel has built a culture that’s about the people and the customers, who come before himself. That’s why I’m proud to be here.”