Read selected examples of how we have achieved success for others.

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Sales Channel Expansion & Efficient Scaling

CUSTOMER-FOCUSED CHOLESTEROL TESTING GROWTH THROUGH NATIONAL PHARMACY NETWORK

To meet aggressive revenue goals and expand beyond traditional sales channels, we launched a new consumer-directed approach in partnership with a pharmacy chain. We leveraged increased public awareness of cardiovascular health, to introduce cholesterol testing solutions directly to customers through retail locations. This led to the sale of 80 instrument units, generating over $1 million in equipment and consumable revenue, with recurring annual spend continuing to grow year over year. To support sustained demand, we developed a streamlined packaging and delivery system that controlled costs while enabling efficient scaling across locations.

Digital Marketing & Inside Sales

DIRECT-TO-CONSUMER OUTREACH PAIRED WITH INSIDE SALES TO DRIVE PHYSIICAN ADOPTION
IN A VENTURE CAPITAL-BACKED START-UP

At a venture capital-backed start-up, we implemented a cost-effective strategy to rapidly expand physician adoption during early commercialization. We engaged patients directly through targeted, low-cost social media campaigns, providing education and materials which they could bring into conversations with their physicians. To reinforce and extend these efforts, an inside customer support team proactively connected with physicians before and after patient visits, helping to streamline onboarding and encourage ongoing use. 

To further broaden awareness, an army of trained college interns conducted coordinated outreach across thousands of retail locations in key metropolitan areas. This integrated DTC and inside sales model led to a threefold increase in active physician users within the first year. 

Business Development & Training

SCALING MARKET REACH THROUGH STRATEGIC PARTNER NETWORK IN A VENTURE CAPITAL-BACKED START-UP

To expand physician adoption with limited internal resources, a venture capital-backed start-up established a network of 19 distribution partners, including regional reference laboratories, cardiovascular companies and retail urgent care facilities. Many of these organizations were seeking to differentiate their offerings and strengthen their competitive position. By aligning with these partners, the company was able to leverage their established field teams, customer relationships, and regional credibility to cost-effectively reach targeted physicians. 

Through structured training and ongoing collaboration with partner sales personnel, the company significantly increased market penetration and achieved a fourfold revenue increase within two years. This partnership-driven growth strategy ultimately contributed to the company’s acquisition by one of its collaborators. 

Create a Commercial Organization & Establish a
Distribution System

TRANSORMING THE COMMERCIAL MODEL FOR GROWTH AND VALUE IN A MID-SIZED COMPANY

To enhance margins and provide better service, we restructured the entire distribution model of a rapid diagnostics company.  We transitioned from a single global partner to 53 regional distributors worldwide.  Within 6 months, we started and completed all distributor contracts.  We hired a full Sales, Marketing, and Customer Service team in just six weeks.  We created a full virtual and in-person product and sales training program, put into place related SOPs and KPIs, and rebranded all collateral.  We secured >99% of existing business during the transition and accomplished a significant increase in the valuation of the company. 

Key Account Success

EXPANDING CORPORATE AND KEY ACCOUNT SALES BY 19-FOLD IN A MID-SIZED COMPANY

We led the development and execution of a strategic key and corporate account initiative which increased sales through this channel nearly 19-fold.  By building relationships throughout National Reference Laboratories and key accounts with contacts in the laboratory, supply chain, operations, scientific and medical affairs, sales, and marketing, we positioned the company as a quality-driven partner rather than a low-cost supplier.  This approach enabled us to win complex RFPs and support our partners as they validated and promoted our assay to their customers, driving sustained growth and market credibility. 

Cross-Functional Excellence & Education

TRANSFORMING A PRODUCT-FOCUSED STRATEGY INTO A SOLUTIONS-DRIVEN
LAUNCH SUCCESS

Facing intense competitive pressure in critical care testing, we shifted from a traditional product-only sales approach to a comprehensive, solutions-based model. Partnering across commercial, educational, and scientific teams, we developed a unified strategy to showcase not just a new platform, but also supporting programs in healthcare economics, technical support, continuing education, and workflow optimization. A nationwide pre-launch roadshow engaged hundreds of key accounts, generating strong early interest. The result was the company’s most successful platform launch in decades—doubling market share in a remarkably short period. 

Customer & Sales Incentives

ACCELERATING PLATFORM ADOPTION AND MENU EXPANSION IN A LARGE MULTINATIONAL CORPORATION

To drive utilization of an underutilized diagnostic platform in the hospital market, we implemented a strategic combination of customer incentives and targeted sales enablement. Although the installed base was growing rapidly, usage was limited at individual sites. The solution was a two-part growth program focused on expanding menu adoption while strengthening customer loyalty.

We introduced a Frequent Buyer Program, modeled after consumer rewards programs, allowing customers to earn credit toward ownership of their system with each reagent purchase. This program not only encouraged broader use, but also converted many rental placements to full ownership, creating a competitive barrier and increasing long-term retention. 

In parallel, a field-focused promotion motivated sales teams to drive menu expansion through ongoing performance tracking and recognition. These efforts were supported by competitive training resources that clearly differentiated the instrument from alternative platforms.

The combined programs resulted in a fourfold growth of the diagnostic platform, including more than $35 million in incremental assay revenue in the first year and sustained protection of the installed base. 

Sales Execution & Cross-Functional Support

ACHIEVING 100% MARKET SHARE FOR A NEW DIAGNOSTIC PLATFORM IN A MULTINATIONAL CORPORATION

In response to underperformance in a critical hospital segment, we deployed a targeted market acceleration strategy to drive adoption of an innovative instrument platform. The initiative combined enhanced product and sales training, focused field execution, increased management engagement, and cross-functional organizational support. Clear target mapping and sustained performance visibility helped build team momentum and alignment. 

Over a two-year period, these efforts increased market penetration in key account hospitals from 40% to 100%, establishing the platform as the standard within this key customer group and strengthening the company’s competitive position in the segment. 

Product Launch, Distribution Channels, & Pricing Strategy

REVITALIZING A DORMANT DIAGNOSTIC ASSAY INTO A TOP REVENUE DRIVER

Following an acquisition, we inherited an FDA-cleared rapid diagnostic which had seen limited adoption.  Despite FDA clearance three years prior, it was only in use in nine laboratories in the United States.  Through a comprehensive relaunch including new distribution channels, optimized pricing, and a targeted sales and marketing strategy, placements expanded to 120 accounts within 15 months.  Within two years, the product became the second-largest revenue generator in the company’s portfolio.