← athenahealth
athenahealth role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Cloud-based EHR, practice management and revenue cycle software and services for medical practices.
Who you'd be calling
Practice administrators, physicians, practice managers and billing leaders at independent and small-to-mid medical practices.
Your opener
“Hi [Name], this is [You] from athenahealth. I work with practices on getting paid faster and cutting admin work. Do you have a quick minute?”
Problems you solve for them
- Billing denials and slow payments hurting revenue
- Paperwork and admin work taking time from patients
- Clunky software that frustrates doctors and staff
Discovery questions to ask
- How are claim denials and collections going lately?
- How much of your staff's day goes to paperwork and billing follow-up?
- What do your doctors like or dislike about your current EHR?
Objections they'll throw at you
“I'm with patients, I'm busy.”
→ Of course, patients come first. When is a quieter time for a 10-minute call this week?
“Not interested.”
→ Fair enough. Is your billing and EHR setup running smoothly, or just not a priority right now?
“We already have an EHR.”
→ Most practices do. How is it handling billing and claims, and would you want it to do more?
“Send me an email.”
→ Sure. Is your bigger pain getting paid faster or reducing admin work, so I send the right info?
Competitors worth knowing
Epic, eClinicalWorks, NextGen Healthcare, Veradigm
Interview tips for this company
- Learn the basics: EHR, revenue cycle, claim denials and why practices care about getting paid.
- Respect gatekeepers: front desk and office managers often screen calls, so be polite and brief.
Written from public information about athenahealth to help you practice. Ask an insider what their role play looked like; it's the best prep there is.