HCIT Company grew revenue 44% in 12 months
By rebuilding the sales motion, and an in-house marketing engine, the healthcare company grew revenue 44% in 12 months and cut CAC 48%.
In Q4 of Year 1, the PE-backed healthcare company needed immediate operating leverage in the commercial engine. Cortado embedded with the CRO to stand up a measurable sales process, tighten CRM and reporting, and run a weekly cadence that translated to increased demand.
Growth stalled because the commercial system could not convert demand into business, and sales and marketing lacked a shared process, roles, and accountability.
Codified ideal provider and client profiles plus provider and buyer personas.
Implemented a 3-stage process with exit criteria, forecasting, and reporting.
Delivered plays, talk tracks, and role-based scripts for every pod position.
Launched an SDR function with hiring profiles, training, and operating cadence.
Transitioned to an in-house, persona-based campaign engine with new leadership.
Established funnel metrics, dashboards, and weekly performance reviews.
Built a key provider partner program and strengthened vendor partnerships.