Challenge
- An internal, hardcoded demo portal that couldn’t keep pace with a fast-moving pharmacy landscape, forcing engineering tickets and an 18-month backlog for changes.
- Difficulty building data environments that felt credible and at the same time avoided exposing PHI (Protected Health Information).
- Long sales cycles caused by slow, brittle demos that couldn’t quickly reflect market shifts like new biosimilars, generics, or pricing changes, leaving sales reps without an up-to-date story to present to prospects.
Solution
- RxSS adopted Demostack’s product simulation layer to clone its pharmacy benefit navigation portal, enabling simulated environments that represent benefit plan data without exposing PHI.
- The business team (Clinical Pharmacy, Product, UX) was empowered to edit drug names, prices, and savings stories on demand using Demostack’s editing capabilities.
- The adoption of Demostack eliminated an 18-month engineering backlog with a workflow that lets the team spin up a market-relevant, sales-ready demo for prospect presentations in days, not years.
RxSS (Rx Savings Solutions) is a pharmacy benefit navigation tool whose mission is to surface savings opportunities related to prescription medications across the United States. The company brings plan benefit and formulary transparency to self-funded employers, fully insured health plans, and Medicare plans. RxSS keeps members inside their existing benefits, maximizing the dollars employers are already spending. The immediate RxSS team consists of around 300 employees and is supported by a 10–12 person sales team that works through major HR-benefits consultants. By combining its cloud-based adjudication platform with real-time savings alerts and a concierge team of pharmacy technicians, RxSS attacks prescription drug spend, one of the most frequent and visible cost drivers in U.S. healthcare, at the moment a claim is filled, surfacing lower-cost equivalents that treat the same condition so members and plans can make informed choices.
Escaping the 18-month engineering queue
Before Demostack, the RxSS sales team relied on an internal, hardcoded demo portal that mirrored a slice of production. Every time the pharmacy market shifted, a new generic launched, a biosimilar entered the market, a payer changed its formulary, the team needed a programmatic change to keep the demo credible. Those requests went into the engineering queue and could wait up to 18 months for delivery, an unacceptable gap given how quickly drug pricing moves.
By moving the demo environments into Demostack, RxSS lifted the burden of demo maintenance off of engineering and put it in the hands of the people who actually know the savings stories: clinical pharmacists, product, and UX. What used to be a long-running ticket is now a same-week update, and engineers went back to working on core platform functionality rather than demo upkeep.
“We were stuck in an 18-month engineering queue just to keep the demo current. With Demostack, the people who actually know the savings stories own the experience.” Keith Gaetano, Director of Pharmacy, RxSS
Collaborating with Demostack made more financial sense than continuing the internal work, a clear ROI for moving the demo experience externally.
A 4x lift in sales enablement efficiency
The most tangible business impact has been on the sales enablement process itself. The previous workflow involved spending three to four hours per request, logging a Jira ticket, waiting for engineering, reworking the data months later, and sitting with an engineer to validate it. Today, a full pricing check takes about an hour the first time and roughly five minutes for follow-up edits, freeing the team to tell any story they need on demand.
Net result: an estimated 4x increase in sales enablement efficiency, a smoother editing experience aided by smarter find-and-replace and AI-assisted overwrites.
Simulating product environments to tell market-relevant savings stories
RxSS sells into HR benefits and total rewards buyers whose primary questions are about plan spend and member experience. To answer them credibly, the sales team has to show, not tell, walking through specific savings opportunities like therapeutic alternatives, dose-form changes, generic substitutions, and FDA-authorized generic clones. The underlying adjudication engine evaluates roughly 70,000 savings suggestions, so the simulated demo has to make that complexity feel tangible.
With Demostack, the team clones and fully simulates the product environment whenever a new feature ships or a new clinical story emerges. Sales reps especially benefit from being able to spin up a fresh savings story around a hot drug, within hours, instead of waiting months for it to be reflected in the internal portal.
Keeping PHI out of the sales motion
Pharmacy benefit data is unusually sensitive. RxSS wanted demos that were completely free of PHI, so using internal patient data in market-facing conversations was never an option. The underlying systems didn't help: they were clunky, prone to crashing, and unable to surface a realistic patient on a specific drug with meaningful out-of-pocket spending. The problem compounded late in the plan year, when most members had already hit their out-of-pocket maximums. The savings stories RxSS most needed to tell no longer existed in live claims data.
Demostack solves both problems at once. RxSS now builds curated demo snapshots showing a specific cost on a specific drug at a specific point in time, with full control over which drugs appear. That means the team can tailor the demo for any audience and, critically, remove competitor products before sales calls with pharmaceutical manufacturers. The simulated data is detailed enough to be persuasive, but controlled enough to be safe.
“Before Demostack, building a credible demo was painful and slow. Now we build ‘golden nuggets
The human touch behind the tech
While Demostack makes day-to-day demo work fast and self-serve, the more complex builds are where the team's partnership shines. Through a shared sandbox, Demostack's Customer Success and Solutions Engineering teams work directly with RxSS to shape sophisticated demos, often ahead of major customer presentations. Keith calls it "awesome customer service" paired with the right functionality, the combination that makes the platform usable at the pace pharmacy benefits demand.
Staying ahead as competition intensifies
RxSS is a category leader. But as the landscape becomes more crowded, the team knows that giving the market an actual product experience is critical. "The pharmacy benefit navigation category looks very different today than it did three years ago," said Keith. RxSS used to walk into RFPs as one of only one or two providers being evaluated. Now the typical deal involves three or more competitors pitching the same buyer, which stretches sales cycles and raises the bar on every demo.
RxSS is leaning on Demostack to win in that competitive environment. When the next big inflection point hits the market, whether biosimilars, GLP-1s, a new generic, or a pricing shift, RxSS can stand up a credible, market-relevant savings story in days instead of months. The ability to keep the portal feeling current and to spin up tailored stories on demand turns Demostack into a competitive weapon. In a market where buyers are comparing more vendors more carefully, Demostack is how RxSS makes sure its differentiation actually lands in the room.
