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

Case Study

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

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.

• Revenue Operations

• Marketing

*Company’s Challenge* Demand generation was fragmented and unmeasured, making it hard to prove ROI or increase admissions efficiently.

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• 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.

Cortado Group * Results*

• 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.

Cortado Group *Solution*

• Diligence Sprint
• Team and Partner Reset
• Lead Process Setup
• HubSpot Configuration
• HubSpot and Salesforce Integration
• Pipeline Reporting and Cadence

• Audited spend, campaigns, tracking, lead flow, agency performance, and the lead-to-admission handoffs.
• Replaced non-performers, hired key marketing leadership, and clarified ownership for execution.
• Defined lead stages, qualification rules, and follow-up expectations so every lead had an owner and next step.
• HubSpot configuration
• Connected systems so activity, outcomes, and attribution could be tracked end to end.
• Built dashboards for volume, conversion, CAC, and pipeline health, then ran a weekly review to drive actions and adjust spend.

Solutions Provided

• Marketing Advisor
• Marketing Transformation
• RevOps Execution
• Campaign Strategy & Execution
• Reputation Management
• Leadership Hiring
• SEO/SEM & Digital

Key *Insight*

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