Case study

A Healthcare Company — 22% More Admissions for Half the Cost in Half the Time.

Categories

Revenue OperationsMarketing

The key insight

Marketing Direct to Consumer CAC Improvement: 22% More Admissions for Half the Cost in Half the Time.

Results at a glance

22%

More Admissions

Take an assessment

Entering Q3 of Year 1, the healthcare company did not have a reliable demand engine. A newly appointed CRO needed fast improvements with clear visibility into what was working. Cortado was brought in to diagnose the current setup, fix lead management and tracking, and put a weekly operating rhythm in place so spend could scale only when results were proven.

The challenge

Demand generation was fragmented and unmeasured, making it hard to prove ROI or increase admissions efficiently.

Agencies and partners were not producing results, and performance was hard to verify.

The internal team did not have enough capacity to run campaigns, follow up leads, and measure outcomes consistently.

HubSpot was not set up for scoring or clean routing, and it was not connected to Salesforce.

No consistent lead stages, ownership rules, or follow-up expectations from inquiry to admission.

Reporting did not show CAC drivers, pipeline drop-off, or which channels were worth more spend.

The Cortado Group solution

Diligence Sprint

Audited spend, campaigns, tracking, lead flow, agency performance, and the lead-to-admission handoffs.

Team and Partner Reset

Replaced non-performers, hired key marketing leadership, and clarified ownership for execution.

Lead Process Setup

Defined lead stages, qualification rules, and follow-up expectations so every lead had an owner and next step.

HubSpot Configuration

HubSpot configuration

HubSpot and Salesforce Integration

Connected systems so activity, outcomes, and attribution could be tracked end to end.

Pipeline Reporting and Cadence

Built dashboards for volume, conversion, CAC, and pipeline health, then ran a weekly review to drive actions and adjust spend.

Results

22%

More Admissions

CAC improved 50% in Q3 of: Year 1

Conversion increased 22% in three months at: roughly half the cost

Marketing efficiency improved: as spend shifted toward channels that proved performance in reporting.

Momentum continued into Q1 of Year 2: with the new tracking and weekly cadence in place.