Healthcare Software Provider
Targeted Strategy Boosts Customer Conversion
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
- 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
- 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
Enabling Scalable Growth and Margin Expansion
Customer migration, platform adoption, and pricing actions drove measurable gains in volume and profitability
Animal Health Case Studies
Targeted Strategy Boosts Customer Conversion
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