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 Challenge

  • The client's in-house marketing organization needs an overhaul to drive revenue growth.
  • The existing sales department was not optimized to empower revenue growth.​
  • 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.