Healthcare Revenue Growth Through
Strategic GTM Excellence

Drive predictable revenue growth in healthcare with data-driven go-to-market strategies. We help providers, payers, and health tech companies build high-performing commercial engines that scale efficiently while navigating regulatory complexity.

The healthcare GTM imperative.

Healthcare organizations struggle to build scalable revenue engines in a market constrained by reimbursement pressure, regulatory complexity, and rapidly shifting buyer expectations. Winning requires precision GTM execution-from market segmentation and sales model design to data-driven pipeline management and customer expansion strategies.

GTM Challenges

  • Complex buying committees
    Multiple stakeholders with conflicting priorities extend sales cycles.
  • Long sales cycles
    12-18 month cycles drain resources and limit pipeline velocity.
  • Market fragmentation
    Provider consolidation creates unclear segmentation and territory strategies.
  • Compliance constraints
    HIPAA and regulatory requirements limit marketing and sales tactics.

Our GTM Solutions

  • Market segmentation
    Data-driven ICP definition and account tiering for focused execution.
  • Sales methodology
    Clinical stakeholder engagement frameworks that accelerate deal velocity.
  • Pipeline analytics
    Predictive forecasting and conversion optimization across the funnel.
  • Expansion playbooks
    Land-and-expand strategies that maximize customer lifetime value.

Healthcare GTM Market Dynamics

Critical metrics shaping go-to-market strategy in healthcare.

14-18mo
Avg Sales Cycle

Median time to close for healthcare enterprise deals

$127K
Customer CAC

Average cost to acquire healthcare enterprise customer

9
Buying Committee

Average stakeholders in healthcare purchase decisions (up from 6.8)

60-80%
Digital Selling

of B2B buyer behaviour is self-driven research before engaging sales.

Healthcare GTM Solutions

Go-to-market strategies engineered for healthcare's unique commercial challenges.

GTM Strategy & Planning

Build comprehensive go-to-market strategies with clear segmentation, positioning, and channel strategy.
  • •
    ICP definition and account segmentation
  • •
    Buyer persona mapping and messaging
  • •
    Channel strategy and partner ecosystem
  • •
    GTM metrics and KPI frameworks
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Sales Model Design

Design and implement high-velocity sales models optimized for healthcare buying dynamics.
  • •
    Sales structure and coverage models
  • •
    Selling methodology development
  • •
    Deal desk and pricing strategy
  • •
    Sales enablement and playbooks
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Pipeline Generation

Build predictable pipeline through targeted demand generation and account-based strategies.
  • •
    Account-based marketing programs
  • •
    Digital demand generation campaigns
  • •
    Sales development and SDR playbooks
  • •
    Multi-touch attribution modeling
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Revenue Operations

Optimize revenue processes with data architecture, automation, and analytics.
  • •
    CRM and RevTech stack optimization
  • •
    Pipeline forecasting and analytics
  • •
    Sales process automation
  • •
    Revenue intelligence platforms
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Customer Success

Design expansion and retention programs that drive net revenue retention growth.
  • •
    Customer segmentation and health scoring
  • •
    Expansion playbook development
  • •
    Renewal and upsell workflows
  • •
    Customer advocacy programs
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Commercial Due Diligence

Comprehensive GTM assessment for PE investors evaluating healthcare targets.
  • •
    Market sizing and growth assessment
  • •
    Sales force effectiveness analysis
  • •
    Customer concentration and churn risk
  • •
    GTM scalability evaluation
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Healthcare GTM Transformation

Real go-to-market challenges we've solved for healthcare companies.

Health Tech Sales Acceleration

Challenge

A healthcare SaaS company had a 16-month average sales cycle with 19% win rates. Their sales team lacked structure, and pipeline forecasting was unreliable, making it impossible to plan growth.

Solution

We redesigned their sales methodology around clinical stakeholder engagement, implemented MEDDPICC qualification, built vertical playbooks, and created a command of the message framework for consistent execution.

Outcome

Average sales cycle reduced to 9 months, win rate increased to 38%, pipeline forecast accuracy improved to 92%, and revenue grew 3.1x in 24 months.

Provider Network Expansion

Challenge

A specialty care network needed to scale from 8 to 25 locations but lacked a systematic approach to site selection, physician recruitment, and patient acquisition in new markets.

Solution

We developed a data-driven market entry framework with demographic analysis, competitive landscaping, and physician referral network mapping. Built standardized launch playbooks and demand generation programs.

Outcome

Successfully opened 18 new locations in 20 months, achieved 85% physician recruitment fill rate, and reached patient volume targets 4 months earlier than planned.

Medical Device GTM Rebuild

Challenge

A medical device manufacturer faced declining revenue as their legacy field sales model couldn't compete with digital-first competitors. Sales productivity was falling and CAC was rising 18% annually.

Solution

We redesigned their GTM from direct-only to hybrid model with inside sales, e-commerce, and field overlay. Implemented account tiering, territory redesign, and sales enablement transformation.

Outcome

Sales productivity improved 47%, CAC decreased 31%, digital channel grew to 28% of revenue mix, and overall revenue growth accelerated from 3% to 24% annually.

Payer Growth Strategy

Challenge

A regional health plan struggled with member acquisition efficiency. Their sales team couldn't articulate differentiated value, and broker relationships were weak, resulting in 4.2% market share and declining enrollment.

Solution

We developed competitive positioning, value messaging frameworks, broker enablement programs, and employer direct sales playbooks. Implemented pipeline analytics and weekly forecast discipline.

Outcome

Broker partnerships grew from 43 to 127 active producers, employer direct sales increased 156%, market share reached 7.8%, and member growth exceeded target by 34%.

Healthcare GTM Expertise

Insights from leaders who've built and scaled healthcare revenue engines.
scott-gruher-headshot-600x600@2x

Scott Gruher

President, SBI Growth Advisory

Healthcare GTM success requires balancing clinical credibility with commercial discipline. The companies winning today have systematic approaches to stakeholder engagement and pipeline management.
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andrew-urteaga-headshot-600x600@2x

Andrew Urteaga

Partner

Long sales cycles in healthcare demand precision execution. You need clear qualification criteria, stage-gate rigor, and deal coaching frameworks that your entire sales team can execute consistently.
Read sales services
isaac-silverman

Isaac Silverman

CTO

Healthcare organizations sitting on massive data assets aren't leveraging them for competitive advantage. AI-powered segmentation, predictive scoring, and dynamic territory design are game changers.
Learn about SBI Wayforge™

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Healthcare GTM Engine?

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