Cortado Group Success Story

Healthcare Company’s Revenue Growth Increased by 44.5% in One Year

Cortado Group engaged with the client in the 4th quarter of 2018 to completely revise the Go-to-Market strategy. The focus then moved to the customer and the application of sales and marketing best practices.

  • Marketing
  • Sales

Company’s Growth Challenge

The client's in-house marketing organization needs an overhaul to drive revenue growth. The existing sales department does not support revenue growth effectively. The company underwent significant changes in 2018, including product, brand, and leadership team.

Cortado Group Solution Strategies

Top-line revenue growth

A sales department overhaul to prepare for rapid top-line revenue growth which included a centralized admissions org, ideal provider profile, ideal client profile, three distinct staged sales processes, client personas, provider personas, sales plays, scripts for every position, a new sales development department, and new comp plans.

Marketing strategy

Overhauled the marketing strategy and transitioned to in-house marketing org with new leadership, designed persona-based marketing campaigns, secured superior vendor partnerships, established full funnel KPIs, designed a key provider partner program, and sales pod org structure. 

Solutions Provided

  • Go-to-Market Strategy
  • Sales and Marketing Org Design
  • Campaign Strategy & Execution
  • Buyer Persona Development
  • Ideal Customer Profile Development
  • SDR Development
  • SEO/SEM & Digital

Key Insight

Revenue growth increased by 44.5% in 1 year.

Cortado Group Results

  • Revenue increased by $8.2M from 2018 to 2019, earning the number one position for revenue growth.
  • A 37% increase in client inquiries year over year.
  • A 54% increase in client admissions between 2018 and 2019.
  • Conversion rate for inquiry to admission increased by 50% in one year.
  • The customer acquisition cost improved by 48% in 2019.