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57. Cyrus Massoumi

Cofounder of CEO of ZocDoc, How To Service A Highly Skeptical Industry

57. Cyrus Massoumi

The pitch is simple: Rather than try to book an appointment with your busy doctor by phone, do it online at ZocDoc. Patients seem to dig it; the site has more than 1 million users and $95 million in funding, and won't even be nationwide until 2013. (It's in 16 cities now.) But the sell to docs and investors wasn't easy.

5 steps to: Winning over doctors

Step 1: Start with dentists

Patients visit them frequently and schedule visits long in advance. That makes dentists a natural entry point, Cyrus Massoumi believed.

Step 2: Get kicked out, come back

Most dentists didn't see a need for ZocDoc; Massoumi was kicked out of multiple offices. But he kept calling. "Now they're all our clients," he says.

Step 3: Sign up 10 doctors

Ten is a magic number, Massoumi says: At that point, he could tell other dentists that their peers were signing on, and selling became much easier.

Step 4: Follow the geography

ZocDoc's first market was New York, where one in six primary-care doctors are trained. Local docs told out-of-town friends, and Massoumi followed.

Step 5: Arm with early data

As the system went live, ZocDoc found that 80% of first-time users stuck with it. ZocDoc used that selling point to impress and sign up specialty doctors.

3 steps to: Winning over VCs

Step 1: Identify the culture clash

Because Massoumi and his partners were previously McKinsey & Co. consultants, he says, "the startup community really questioned us."

Step 2: Buy jeans

"I literally went to the Gap, bought jeans, and untucked my shirt. I was suddenly rebranded. And there was our cred."

Step 3: Meet and greet

In meetings with VCs, he was less formal and more direct. Now, finally, he was speaking like the startup guy he'd become.



Receives bachelor's degree from the Wharton School of Business at the University of Pennsylvania; meets Nick Ganju, who would later help found ZocDoc, while working at Trilogy Software in Austin

  • 2003

    Receives MBA from Columbia Business School

  • 2007

    Massoumi's eardrum bursts on a flight from Seattle to New York; it takes four days to find an ENT specialist who can see him on short notice; ZocDoc launches nine months later

  • 2009

    ZocDoc expands to Washington, D.C., its first market outside New York

  • 2010

    ZocDoc is named the best place to work in New York City

  • 2012

    More than one million people visit ZocDoc each month

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