The Challenge:
Operating in a rapidly evolving and competitive telemedicine market, the client provides in-patient virtual care across 13 specialties to hospitals and health systems nationwide. As industry fragmentation intensified, previously successful inbound strategies were no longer sufficient to sustain growth. The client faced increasing pressure to improve marketing precision, drive higher-quality leads, and convert opportunities more efficiently. Sales and marketing processes lacked consistency, targeting was reactive, and customer-facing materials varied in quality and relevance. To capitalize on market potential, the client needed to:
- Improve the quality and targeting of marketing interactions
- Increase the number of sales-qualified leads
- Streamline and standardize the sales process
- Enhance conversion rates
- Enable consistent performance across a dispersed business development team
The Strategy:
Jabian collaborated closely with executive leaders across sales, marketing, and operations to design and implement a scalable go-to-market model. The team:
- Conducted ecosystem mapping to align value propositions with stakeholder needs
- Identified key gaps in marketing materials and messaging by client segment
- Standardized market segmentation to help Business Development (BD) reps prioritize qualified leads
- Created a comprehensive sales playbook and toolkit to drive consistency in process and messaging
- Piloted the new approach in a high-priority market segment
- Implemented improved tracking and reporting mechanisms to support data-driven decision-making
- Launched a client satisfaction survey to establish a performance baseline
The Outcome:
With Jabian’s support, the client transitioned from an opportunistic growth model to a disciplined, data-informed commercial strategy. Key results included:
- Over a three-year period, the program drove $34M in incremental revenue and delivered an average ROI of 9.5x
- Defined and targeted outbound sales and marketing activities that complemented the existing inbound strategy
- A unified set of assets and processes that reduced BD effort and improved message resonance
- Operational structure to support holistic account management and accurate pipeline tracking
- The ability to forecast lead volume required to meet revenue goals and align sales activities accordingly
This engagement reflects Jabian’s strength in Customer Acquisition & Retention and Operational Excellence, helping organizations evolve their commercial engines to drive sustainable, scalable growth.