Healthcare Software Provider

Targeted Strategy Boosts Customer Conversion

Identified $64M in gross margin dollars through a sales "war room" that supported new product launch and accelerated customer conversion
Case Study

Accelerating Customer Conversion: Data-Driven Sales Strategy for Product Launch Success

A $4B animal health clinics software provider leveraged a structured sales ‘war room’ to drive targeted conversions, resulting in $63M in gross margin gains.

Transitioning to a new business model and software platform requires a strategic sales approach to ensure adoption and revenue growth. A $4B animal health clinics software provider faced this challenge with a high-priority product launch. By implementing a sales “war room” with targeted customer segmentation, dynamic dashboards, and pre-call planning, the company empowered its sales team to drive conversions efficiently. The result? Hundreds of customer transitions, increased market share, and $63M in gross margin gains.

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Situation

Driving Adoption in a Business Model Transformation

A new product launch required a focused sales strategy to prioritize high-potential customers and accelerate software adoption.
  • Client was transitioning to a new business model and software platform
  • A new product launch required focused sales effort to prioritize and effectively convert customers to the new software platform

Approach

Targeted Sales Execution: Prioritizing Customers and Optimizing Engagement

Leveraging customer penetration analysis, financial impact modeling, and dynamic dashboards to drive confident sales conversations and maximize conversions.
  • Analyzed key customer and product penetration factors to identify customers with highest likelihood to use the new product / platform
  • Quantified financial impact of customer conversions
  • Equipped sales with targeted customer list and dynamic dashboards featuring product guidance and supporting data
  • Empowered the Client team to independently manage war-room operations after initial weeks

How many clinics should sales target?

Target ~5,000 clinics to achieve 1,000 conversions

How can sellers be most effective?

Customer prioritization model outputs feed dynamic dashboards

Structured pre-call plans, including key learnings from market intelligence, engage confident conversations – and conversions

Will we have enough resources?

Average ~400 in-process bookings after ramp-up

Impact

Enabling Scalable Growth and Margin Expansion

Customer migration, platform adoption, and pricing actions drove measurable gains in volume and profitability

$63M
Identified in gross margin dollars
Converted hundreds of customers to new platform
Increased volume and share growth

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