Overview
EisnerAmper, a $500M+ international accounting firm expanding into the healthcare market, partnered with SalesSparx to develop and implement a structured go-to-market strategy and sales process for their patient safety/quality solution offering. Deliverables included refined messaging, enhanced brand visibility, targeted outreach, and sales training. These improvements delivered significant sales increases, including in landing marquee accounts such as the Veteran’s Administration and CVS Pharmacy.
Partnership Impact
- Thirty percent increase in sales close rates.
- Forty percent reduction in enterprise sales cycles.
- Forty-five percent reduction in proposal stage duration (from 90 to around 50 days).
- Sales pipeline grew from 5 to 30 qualified leads.
- Training rated 9.8/10 in satisfaction by the sales team.
- Secured major contracts with leading healthcare organizations, including The Veterans Administration and CVS Healthcare.
Hear From
Arvind Kumar
(Digital Health Leader, EisnerAmper)
THE CHALLENGE
EisnerAmper had recently expanded into the healthcare technology sector. Despite the firm’s strong foundation, it faced several significant challenges in establishing its presence in this new market:
- Lack of Brand Recognition in Healthcare Technology: As a relatively new player in healthcare technology, EisnerAmper struggled to establish itself as a trusted advisor. The firm needed to build brand recognition to gain the trust of healthcare providers, especially when dealing with sensitive issues like medical malpractice and safety data.
- Scaling Beyond a Limited Network: The healthcare industry is often insular, with institutions hesitant to share sensitive data with unfamiliar partners. EisnerAmper needed to scale its healthcare technology unit beyond its immediate network, which required breaking into this tight-knit community.
- Need for a Structured Go-to-Market Strategy: EisnerAmper lacked a clear and structured go-to-market strategy to convey its value proposition to healthcare providers effectively and address complex, cross-functional issues critical to healthcare institutions, including risk and safety management.
- Internal Education and Investor Buy-In: EisnerAmper struggled to secure buy-in from internal stakeholders, who were focused only on immediate lead generation rather than implementing a replicable revenue machine enabled by a disciplined go-to-market and sales acceleration process.
Arvind Kumar, Digital Health Leader at EisnerAmper, brought his extensive experience at the intersection of healthcare and technology to this initiative. With over 25 years in the industry, Arvind has led transformations across significant healthcare organizations, including his previous tenure as a Founder and Partner for a Big 4 accounting firm’s Healthcare Advisory and Digital Risk Solutions Practice.
“We quickly realized that we didn’t have the brand recognition to be that trusted advisor. To scale, we needed a structured go-to-market strategy and the right process to convey our value proposition effectively,”
— Arvind Kumar, Digital Health Leader at EisnerAmper
THE SOLUTION
SalesSparx implemented its Go-to-Market (GTM) Sales Acceleration and Shared Vision Selling (SVS) processes to address EisnerAmper’s challenges. The comprehensive solution included:
- Initial Assessments: SalesSparx conducted an in-depth gap analysis to understand EisnerAmper’s current capabilities and improvement opportunities vs. best practices.
- GTM Execution: To accelerate GTM maturity and sales, account-based marketing was implemented along with refined messaging and Shared Vision Selling training. Specific projects included:
- Ongoing Coaching and Support: Offered continuous coaching and support to reinforce the application of SVS principles, ensuring that the process became ingrained in daily operations.
- Sales Process Integration: The SVS process was integrated into EisnerAmper’s CRM tools, enabling consistent tracking and managing of sales activities across the firm.
- On-Demand Sales Training: : Provided flexible, on-demand training modules that prepared the team for instructor-led workshops, ensuring a thorough understanding of the SVS process.
- Interactive Roleplays: SalesSparx provided practical, real-world role-playing exercises to train EisnerAmper’s team to engage effectively with healthcare providers.
- Ongoing Coaching: Continuous coaching sessions ensured EisnerAmper’s team aligned with the GTM messaging and SVS process and sustained their progress.
- Continuous Support: SalesSparx offered ongoing support to help EisnerAmper navigate challenges and maintain discipline in their sales and GTM process.
“Reese’s understanding of the healthcare sector and the nuances of selling to healthcare providers was invaluable. He helped us structure our approach in a way that resonated with our target audience and built trust quickly.”
— Arvind Kumar, Digital Health Leader at EisnerAmper
RESULTS
The implementation of SalesSparx’s Go-to-Market and SVS processes yielded significant improvements in EisnerAmper’s sales performance:
- Thirty percent increase in sales close rates.
- Forty-five percent reduction in proposal stage duration (from 90 days to around 50 days).
- Expanded the sales pipeline from 0 to 30 qualified leads.
- Secured major contracts with leading healthcare organizations, including The Veterans Administration and CVS Healthcare.
- Achieved revenue growth from $1 to $2 million in the first year, with projections to reach $5 million in the next 18 months.
- Enhanced forecasting accuracy, providing better insights for resource allocation and strategic planning.
The GTM strategy and implementation as well as the SVS training helped EisnerAmper deliver on message consistently and establish a structured, repeatable sales process that the team quickly adopted. The sales strategy and process allowed the firm to respond swiftly to leads, qualify them effectively, and move them through the sales funnel efficiently.
“Thanks to the discipline and structure brought by SalesSparx, we now have a healthy pipeline, a clear go-to-market strategy, and a growing business. Our sales team is more aligned, and our proposals are more compelling than ever.”
— Arvind Kumar, Digital Health Leader at EisnerAmper
Unlock Your Team’s Potential
SalesSparx fires up revenue machines with its go-to-market acceleration and sales training.
Key components of SalesSparx’s GTM Strategy and SVS Process:
- GoTo-Market Strategy: SalesSparx provides a personalized go-to-market playbook to align sales and marketing delivery to achieve your sales potential in the healthcare software, services, and technology industry.
- Go-To-Market Execution: SalesSparx helps with all aspects of funnel development, including refining messaging, generating leads, improving close rates, and expanding existing customer relationships.
- Design Thinking: SalesSparx applies design thinking principles to develop customer-centric sales strategies that resonate with healthcare providers.
- Customizable Training Modules: Tailored training modules ensure your sales team receives relevant, impactful instruction aligned with your business goals.
- Structured Sales Process: The SVS process is a healthcare-specific sales methodology that drives consistent results and builds long-term client relationships.
“If you’re in healthcare tech and looking to grow quickly, SalesSparx is the partner you need. They bring the structure, expertise, and process to turn your challenges into opportunities.”
— Arvind Kumar, Digital Health Leader at EisnerAmper.
