Enterprise Healthcare Payments Go-to-Market

In short

CoCoPay came to us with a challenge: how do we sell a novel payment solution to enterprise healthcare providers, without any existing customers or case studies?

Client

CoCoPay

Services

GTM Strategy:

  • Market segmentation
  • Messaging & positioning
  • Channel strategy
  • GTM planning

Lead Generation:

  • Outbound email marketing
  • Lead list creation + enrichment
  • Copywriting

Rev Ops & Sales Enablement:

  • Sales process definition
  • Sales materials and enablement
  • Pipeline creation and management
  • Team structure and training
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Introduction

When CoCoPay came to us for help with their GTM strategy, we were excited by the challenge. Working at the intersection of FinTech and Healthcare, we were bound to encounter some unique hurdles, but we do our best work when we are coming up with creative solutions to thorny problems, and we jumped at the opportunity to dive in.

The Challenge

The team at CoCoPay work with healthcare providers at the enterprise level to offer secure crowdfunding as a fast, alternative way for their patients to fund the cost of healthcare services or assistive devices. Now, they needed to bring the product to market and get providers onboard. 

The Work

The coLAB team leveraged our ability to quickly identify, refine and execute on the right GTM strategy, including identifying the best verticals to target. Rapid market research identified the optimal beachhead market, which we were then able to target with a highly tailored email campaign. coLAB’s implementation team built out a CRM, marketing automations, sales materials, and more.

Outcomes

  • Generated over $400k of ARR in 12-weeks
  • Secured multiple prominent accounts
  • Identified target market of early adopters
  • Developed scalable, repeatable lead gen process
  • Implemented custom CRM and lead generation tools

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