R1Phare Playbook
Phare OS

Sessions & takeaways

Recordings and the key takeaways from each session.

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Tuesday, Oct 20

Why Phare OS

Led by Lee & Mark Sithi

The market shift, customer problem, latest architecture and R1 advantage—how Phare OS is changing the game

Key takeaways

  • AI alone no longer sets you apart. Only 5% of AI pilots delivered measurable ROI (MIT). The market is moving from the "demo era" to the "deployment era."
  • Three foundations make it an operating system: the Data Platform, Payer Atlas and Phare Intelligence. Without them, the modules are just point solutions.
  • Payer Atlas is built on about 1,500 payer connections, about 670M patient records accessed per year and $77B in net patient revenue under management.
  • The six 2027 modules: Phare UM and Phare Audit (ready now); Phare Denials, Phare Auth, Phare CDI and Phare Recovery.
  • Auditors in the loop are a major differentiator: R1's auditors screen findings so customers see about 95% acceptance, compared with about 50–60% for SmarterDx.
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Tuesday, Oct 20

The Phare OS Pitch

Led by Lee & Ian

Break down the new Phare OS pitch—the story, key messages and what every seller needs to land

Key takeaways

  • Two major advantage points for R1: R1's data and its deployment capability (its operators).
  • The four reasons that make the OS powerful and differentiated:
    • Domain expertise: The OS was built by RCM experts to drive financial performance
    • Proprietary data: We have 20+ years of partnerships with providers and payers and can bring all that data context to help prevent problems
    • Control of outcomes: The OS brings end-to-end visibility and continuous learning
    • AI trust: The OS is purpose-built for RCM, with trust, governance and transparency built in, not bolted on
  • Tell the story through the customer lens – leaning into the problem of fragmentation, financial implications and patients at risk.
  • For modular sales, this is about landing and expanding. Identify where customer pain is and showcase how Phare OS module(s) are built on the foundations to help deliver meaningful outcomes.
  • Key messages to land with every OS pitch:
    • Prevent problems, don't just recover from them
    • One connected system, no more fragmentation
    • Built on experience, designed for outcomes
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Tuesday, Oct 20

Winning in the Field: Sales Playbook

Led by Ian

How to take Phare to market: packaging, pricing, landing and expanding, customer examples

Key takeaways

  • Land and expand. Landing the first module establishes portions of the shared data/platform foundation, which can reduce incremental work for subsequent modules, although each module has product-specific data, workflow and implementation requirements.
  • Two ways to deliver:
    • Co-operate: either a full enterprise operating partnership or a platform approach priced entirely on outcomes
    • Modular: buy 1, 2, or a bundle of modules with potentially variable "users" in the tool
  • Service models:
    • S1 = tech only + client end user (Ex. Humata, UM, Denials)
    • S2 = tech + R1 in the loop + client end user (Ex. Audit, CDI)
    • S3 = tech + R1 end user (Ex. Coding, UM, Denials)
  • Phare Audit Outpatient (formerly Charge Capture) is ready to sell now.
  • Choose the right entry point for Phare OS or a modular solution:
    • DRG-V → Phare Audit IP (pre-bill preferred)
    • Charge Capture → Phare Audit OP
    • Denials Management → Phare Denials
    • PAS/UR → Phare UM
    • Prior Auth → Phare Auth by Humata
    • Insurance Discovery → Phare Recovery
    • Multiple point solutions → Phare OS
  • Discovery signals: One signal on its own may point to a module. When the same signals show up across stages, teams or tools, move up to the Phare OS story.
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Tuesday, Oct 20

The Phare Roadmap

Led by Lee & Mark Sithi

Where Phare is headed next and what sellers should know about the evolving portfolio

Key takeaways

  • Shared OS foundations reduce friction to expand and connect intelligence across workflows:
    • Faster to expand: connect once, expand faster
    • Connected intelligence: insights work across modules
    • Simpler to manage: one OS, less fragmentation
  • 2027 product strategy: expand automation, move intelligence upstream, connect the revenue cycle, and strengthen customer control.
  • Phare OS solution roadmap: Audit and UM are live today and Denials comes in Q1 2027. Auth, CDI and Recovery are coming next.
  • Talking about Phare Auto (Autonomous Coding): Start with Phare Audit for fast ROI, then position autonomous coding as the next step on the OS.