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

Cortado Group Success Story

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

In Q4 of Year 1, this PE-backed healthcare provider needed a reset after major product, brand, and leadership changes. Cortado partnered with the team to redesign the go-to-market and install modern sales and marketing best practices focused on the full patient journey.

• Marketing

• Sales

*Company’s Challenge* Growth stalled because the commercial system could not convert demand into consistent admissions, and sales and marketing lacked a shared process, roles, and accountability.

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• Marketing org not accountable for qualified pipeline or full-funnel performance
• Sales motion lacked a staged process, playbooks, and role clarity
• ICP, personas, and partner strategy were unclear, diluting targeting and spend
• Post-rebrand transition fragmented messaging across channels and reps

Cortado Group *Solution* *Strategies*

• Centralize Admissions Motion
• Build ICP & Personas
• Stage the Sales Process
• Deploy Plays & Scripts
• Stand Up Sales Development
• Rebuild Marketing Engine
• Full-Funnel KPIs
• Partner Program Design
• Comp & Enablement

• Designed a centralized admissions org and clear handoffs from marketing to sales.
• 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.
• Updated comp plans and onboarding to reinforce the new process and behaviors.

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*

By rebuilding GTM, the sales motion, and an in-house marketing engine, the healthcare company grew revenue 44% in 12 months and cut CAC 48%.

Cortado Group *Results*

• Revenue rebounded $8.2M, from $18.6M (Y1) to $26.8M (Y2), +44%.
• Client inquiries increased 37% year over year as targeting and messaging tightened.
• Admissions grew 54% from Year 1 to Year 2; conversion improved 50%.
• Customer acquisition cost dropped 48% in Year 2 through tighter funnel KPIs.